BUSINESS DEVELOPMENT MANAGER I

Function:  BUSINESS DEVELOPMENT
Requisition ID:  21228
Location:  Pontoise, 75, FR, France
Alternative Locations: 
Education Experience:  Other
Employment Experience:  3-5 years
Travel:  25% to 50%

Company Information

TE Connectivity Ltd., is a $13 billion global technology and manufacturing leader creating a safer, sustainable, productive, and connected future. For more than 75 years, our connectivity and sensor solutions, proven in the harshest environments, have enabled advancements in transportation, industrial applications, medical technology, energy, data communications, and the home. With 78,000 employees, including more than 7,000 engineers, working alongside customers in nearly 150 countries, TE ensures that EVERY CONNECTION COUNTS. Learn more at www.te.com and on LinkedInFacebookWeChat and Twitter.

 

TE's Energy business unit, part of the Industrial Solutions segment, offers a wide range of reliable and cost-effective products for the electrical power industry. Our position as a leading supplier of electrical components enables us to design next-generation products. For over 60 years, we have worked closely with our customers around the globe to develop innovative solutions to ever-changing challenges, known under names such as Axicom, Crompton Instruments and Simel. Some of the industries that we serve include energy generation, distribution, and transmission.

 

ROLE STATEMENT:

TE Connectivity, Energy Division is currently seeking an experienced sales professional to lead business development efforts for our Wildlife and asset protection(WAP) solutions. The WAP portfolio targets

  1. Utility (Substation and overhead line)
  2. Electrical equipment OEM’s,
  3. Industrial verticals; Rail, Wind, Data centers, Oil, Power and gas networks.

 

This position will be based in Paris. You’ll work as part of our EMEA sales team with a strong link to regional PM. The role will develop revenue for WAP solutions to provide clearance reduction insulation products and wildlife protection solutions. Customer interaction and technical field visit will form a significant part of the role, and ability to identify problems, define solutions independently and convert into opportunity in critical.  

 

We’re the world’s largest supplier of insulation enhancement and wildlife protection solutions and the company that pioneered the segment in the 70’s as part of the Raychem business.

 

KEY KPI’s:

  1. Total WAP revenue generated for region(Europe/Russia).
  2. Total pipeline 2.5 X revenue target (defined in SFDC)
  3. Number of customer visits.

 

KEY RESPONSIBILITIES:

Primary responsibility:

  1. To implement initiatives that aim to build brand recognition internally and within the target markets.
    1. Actively follow and promote TE global WAP Market Strategy and articulate our value proposition.
    2. Educate train front-end sales and channel partners to become independently capable of product promotion.
    3. Europe and Russia travel is required up to 40- 50% of time. Occasional support in French speaking N Africa may be required.
    4. Attend relevant industry related seminars and exhibitions.
  2. Develop the market for wildlife and asset protection solutions through value-based offerings to Utilities, electrical contractors, specialist distributor and other stakeholders serving the industrial verticals detailed above. Clients can be new & existing TE customers. A key role in this segment will be to:
    1. Improve customer intimacy at target accounts
    2. Identify & define market potential.
    3. Influence stakeholders to adopt WAP solutions and specify TE solutions
    4. Develop account plans with AM’s(local Account managers).
    5. To Propose methodologies to achieve growth and profitability
  3. Working closely with PM to develop a strategy for share gain in the MV air insulated and GIS insulated switchgear markets. A key role in this segment will be to:
    1. improve customer intimacy
    2. drive design in solutions at the top 3 EMEA players. 
    3. Develop account plans with OEM account managers
  4. Working with product management, define target accounts in priority geographies and develop action plans to achieve higher penetration by WAP products.
  5. Prepare value optimised solutions for customers using WAP portfolio building blocks and PM resources. This will involve preparing techno-economic evaluations and following up with sales proposals. Establish & maintain close relationships with priority target customers and influencing groups. 

 

Secondary responsibility:

  1. Provide inputs to regional PM in Strategy review process:
    1. The BDM will provide inputs to the  GPM to design a market potential model.
    2. The BDM will provide inputs to the development of a 5-year business strategy and 12 month execution plan for regions.
  2. The BDM will form an important role to support PM in the portfolio definition and investment strategy for new product development and is expected to offer proposals for portfolio expansion though organic and inorganic strategy.
  3. Market Mapping: to ensure each country WAP representative gain a comprehensive understanding of their region/ country WAP market:
    1. Understand requirements of target accounts: (i.e. Utility (Network Owners) and their respective supply chain: Design & Engineering companies, SS Contractors, MV OEM’s, Installers, Market influencers)

 

QUALIFICATIONS

Mandatory qualifications :

  • Bachelor’s Degree in an engineering-related field (Electrical Engineering is preferred; other technical disciplines will also be considered).
  • Conversational and written fluency in English, French and German is required.

 

Preferred qualifications:

  • Strong knowledge of Substation Business and previous experience in the Substation field (Utility or EPC / System Integrator experience is preferred).
  • 8+ years of sales and/or technical(B2B) marketing experience in the High-Voltage Energy field or a related industry.
  • Previous training in high-voltage components and materials technology
  • Willingness to travel for business, including foreign travel, and availability for communications in any time zone as needed.

 

COmpetencies / BEHAVIOUR attributes:

  • Technical: Strong engineering capabilities to design WAP solutions from substation layouts and/or field visits
  • Communication & Interpersonal Skills: Excellent communication skills to influence technical managers and facilitate B2B collaboration.
  • Negotiation & Persuasion skills
  • Strategic planning skills and ability to translate corporate and business unit goals & objectives into realistic marketing & sales plans.
  • Project Management Skills
  • Creative
  • Business Intelligence: ability to understand market eco-system and how to position TE.
    1. Market sensing: able to use various marketing resources and data mining tools.
  • Computer literacy: Proficient with basic computer applications such as MS-Office Suite, MS-Visio, SFDC and CAD programs.

Job Overview

TE Connectivity's Business Development Teams identify, develop, and implement near-term and long-term business development strategies relating to the development of new products, technologies and services. They identify markets and determine the feasibility of business and product development. Our Teams perform economic analyses on new or improved product opportunities, develop business models and determine market trends to substantiate long-term prospects.

Responsibilities & Qualifications

Competencies

  • Values: Integrity, Accountability,Teamwork, Innovation


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