Enterprise Sales Business Development Manager/Filled
Serve primarily as a “developer” to win new business
Primary liaison between the end customer, channel partner and Kensington, the individual should establish solid working relationships internally with all applicable groups within all of the Kensington business
The Enterprise Sales Business Development Manager would follow up either opportunities coming from the Channel Sales teams, leads coming from Channel marketing, or farming existing relationships. With the objective to engage the Enterprise Customer to maximize the closure rate and win the opportunity
Develop and execute annual and quarterly business plan to ensure quota objectives are over-achieved by selling the Kensington portfolio of products to large enterprise accounts. Understand the customer’s strategies and goals to align Kensington products and services to build long term partnerships & to grow our business and build a consultant like approach to add value for our customers.
Identify which Large Enterprise Customers we should be working with, e.g. LE’s who have offices in multiple countries and relevant number of workplace seats for IT accessories. Then develop plans to target these businesses for engagement with Kensington i.e. Micro Targeting key vertical markets such as Pharmaceutical, Accountancy, Consultancy, Financial…
Work with resellers partners to attend end user meetings to be the subject expert and close the sale faster and reduce the sales cycle
Identification of relevant customer case studies
Monitor the market, maintaining an awareness of competitor activity and provide feedback to marketing/management.
He/she will be expected to spend at least 50% of their time customer facing.
Minimum of 5+ years’ experience working within a LE/Corporate reseller, OEM environment directed related to End Customer relationship
Excellent written, oral and customer presentation, influence, and negotiation skills
Networking – proven networker who can manage, maintain and develop a wide range of contacts at all levels.
Self-Motivation – ability to work independently without day to day manager interaction
Entrepreneur – a person with great, innovating ideas that identifies the need for reaching Enterprise Customers from different ways
Results Oriented – demonstrate a can-do attitude, highly self-motivated, consistently delivers the numbers. A strong deal closer with a track record of maintaining focus on closing large, complex partnership deals
Organisation Skills – able to effectively manage multiple tasks and work within a pressurised environment showing attention to detail
Data Analysis – have to be skilled at organizing and manipulating large amounts with the goal of discovering useful information, informing conclusions and supporting decision-making.
Proven ability to build, lead and execute strategy
Able to focus and execute in a changing environment with ability to make things happen
Able to travel approx. 50% (mainly within Benelux)
Problem solving and decision-making skills
Experience in establishing and nurturing commercial relationships and partnerships
Dutch & French is a must and Fluent English, either Oral and Written
Education: University degree educated.
Kensington is the technology division of ACCO Brands (NYSE: ACCO), one of the world’s largest designers, marketers, and manufacturers of branded business, academic, and consumer products, sold in more than 100 countries across the globe. From docking stations, to computer cable locks, to mice and trackballs, to ergonomics, Kensington is proud to design, engineer, and build award-winning products that are trusted by professionals around the globe.
You will be joining a dynamic and growing international company where you will be part of the EMEA team. Kensington offers an extraordinary work environment and a rewarding, challenging, thriving career path. The culture is about collaboration and respect. Kensington continues to develop talents and is on top of trends, new inputs and new ways of thinking.
You can count on an interesting remuneration package.