SMaaS Business Development Manager – EMEA Job at Johnson Controls – in Las Rozas de Madrid, Madrid provincia
Shrink Management as a Service Business Development Manager – EMEA
Sensormatic Solutions helps retailers deliver frictionless personalized experiences by powering accurate decision-making across the enterprise. We make connections and bridge gaps across retail enterprises to deliver critical, real-time insights into inventory, shoppers, associates and the retail environment. We protect assets and people by helping to ensure a safe and secure environment throughout the entire customer journey. Our connected, scalable solutions and strategic insights enable retailers to confidently move into the future, bringing together online, mobile and in-store shopping for easy, personalized, enhanced experiences that shoppers love. We help retailers to anticipate change before it happens, so merchandise is available, associates are informed and empowered, and shoppers can safely engage with flexibility and ease.
What you will do
The EMEA SMaaS Business Development Manager is a strategic commercial role reporting to the EMEA Solution Vertical Business Development Leader. You will drive adoption of some of our most innovative “as a service” software solutions that are a huge part of our growth plans in 2021 and beyond. Your portfolio will include an innovative solution for managing shrink in the retail sector as well as a temperature management solution that supports our grocery customers.
Your knowledge of cloud based “as a service” solutions will be critical for engaging our European sales teams and forming strong relationships. Your contribution will drive a projected revenue between $1.5 – $2m in FY21 with ambitious plans to grow this contribution in the coming years.
Based in Europe, you will be part of a matrixed management structure requiring frequent engagement with around 10 regional leaders and an additional 80 – 100 individual sellers. The Sensormatic BDM team plays a direct role in driving sales penetration of our full range of solutions. The BDMs ensure that our regional sales teams within EMEA are able to articulate the value that each of our solutions can deliver. You will ensure they have the support, resources and strategy required to sell effectively and accordingly are successful in exceeding regional sales targets linked to the full range of solutions within the Sensormatic portfolio.
How you will do it
As an EMEA SMaaS expert you will work with our detailed regional account maps to devise and deliver the strategy needed to support a diverse range of markets in adopting SMaaS. Strong commercial acumen will ensure that we exceed our regional growth targets for FY21 and succeed in becoming a more valuable partner to our clients.
Your specific responsibilities will include, but are not limited to:
Lead the SMaaS strategy in EMEA and ensure the regional targets are exceeded
Identify and quantify addressable market for SMaaS solutions at country level
Identify high importance key accounts within each territory and drive solution specific account plans with the relevant account managers
Drive regional sales activity necessary to deliver revenue to exceed annual objectives
Perfect the value propositions linked to each of our solutions and ensure this is reflected within our market facing activities
Develop and execute a go-to-market plan for SMaaS within each region
Use “voice of the customer” and industry expertise to help shape our solution development strategy supported by strong business cases
Coordinate and deliver training on our SMaaS capability across EMEA
Liaise with our marketing teams around trade shows, partnerships with industry bodies, press releases, promotional material and public relations
Inject a commercial creativity that will deliver innovative strategies to accelerate solution adoption
Consolidate and share the key learnings and best practices that will strengthen our ability to consistently win business
Work closely with the solutions management team to ensure our development strategy captures the market need
What we look for
Significant experience with SaaS based software solutions
Deep knowledge of the EMEA retail landscape
Competence around solution selling based on value and not features
Experience working in a global team environment and communicating effectively across multiple cultures
Demonstrable ability to present effectively at executive level
Willingness to undertake European travel
Customer relationship development skills in support of sales activity
Business planning skills
Marketing sense and execution skills
Market definition and analysis skills
Customer-focused approach and attitude – for both internal and external stakeholders
Demonstrable leadership skills and an attitude that supports “leading from the front”
Strong commercial acumen and understanding of the sales process
Understanding and experience of loss prevention
Experience of supporting diverse geographic teams remotely
Who we are
At Johnson Controls, we transform the environments where people live, work, learn and play. From optimizing building performance to improving safety and enhancing comfort, we drive the outcomes that matter most. Dedicated to protecting the environment, we deliver our promise in industries such as healthcare, education, data centers, and manufacturing. With a global team of 105,000 experts in more than 150 countries and over 130 years of innovation, we are the power behind our customers’ mission.
Our leading portfolio of building technology and solutions includes some of the most trusted names in the industry, such as Tyco®, York®, Metasys®, Ruskin®, Titus®, Frick®, Penn®, Sabroe®, Simplex®, Ansul®, and Grinnell®; SENSORMATIC Solutions.
For more information, visit www.johnsoncontrols.com
Job Sales & Marketing
Primary LocationES-Madrid-Las Rozas
Organization Bldg Technologies & Solutions
Company: Johnson Controls –
Company Location: Las Rozas de Madrid, Madrid provincia