Job Success Profile

New Business Development Manager, Germany

Location:

Germany

Language(s) Requirements

Fluent in English and German

Travel requirements

70% 

Role summary:

We are looking for a highly motivated nBDM to grow profitable sales in new accounts.

You will be responsible for focusing on converting profitable net new business at new accounts and bringing application excellence to customers in the form of trial execution and advanced attrition prevention.

Main responsibilities:

• Play a “hunter” role: constantly seek new opportunities at target accounts (not existing accounts) prioritized by Sales Director and following the country strategy and introduce new customers to Buckman
• Collaborate with new customer to define what success looks like and define KPIs for a successful/winning trial.
• For new customer develops Evaluation and/or Transition Plan Workshop to better ensure successful setup and trial.
• Execute trials on-site and provide critical coverage required to make the trials successful
• Management of lifecycle of the trial from Setting up trials for success, securing the right equipment, adherence to evaluation plan workshop/transition workshop, accumulation of trial data, value confirmation with the customer and conversion
• Must been seen as and serve as a trusted advisor/ Subject Matter Expert and assist in the upskilling of frontline sales
• Deliver distinctive technical expertise on complex, out-of-the-ordinary challenges & critical applications to mitigate attrition risk
• Maintain expert knowledge of Buckman’s product portfolio, including new products coming out of the R&D pipeline
• Splits time between running trials and bringing expertise to existing accounts (including attrition prevention)
• Support health checks with the customers

Minimum Qualifications & Experience

• Bachelor or Master in Engineering or in Business
• Minimum 6 years’ experience in new business development
• Tissue Sales experience in Germany
• Knowledge of the industry
• Hunter personality
• Ability to build long-term relationships with customers
• Very good communication skills and the ability to self-present
• Negotiating skills
• Time management skills
• Goal-oriented and positive attitude

Desired competencies:

• New customer acquisition
• Focuses on results
• Plans and Aligns
• Ensures Accountability
• Collaborates
• Decision Quality - Trusted Advisor / Subject Matter Expert
• Customer Focus
• Possibility Thinking
• Manages Ambiguity
• Technical Job Knowledge