Business Development Manager

BUSINESS DEVELOPMENT MANAGER
JOB DESCRIPTION


Develop and strengthen/improve executive level relationships to understand customer business and technology needs, identify suitable areas where new initiatives/projects will add business advantage through innovative use of PTC technologies and systems.

Develop bid proposals (including commercial and technical risk evaluation) for future business opportunities and manage bid cycle. Participate fully in bid presentation and contract negotiation. These proposals should be translated into project management plans prior to the commencement of any projects - clearly defining deliverables and both PTC and customer responsibilities.

Own the successful implementation of the agreed customer implementation strategy, ensuring delivery to high standard of projects, practices and processes. Ensure that projects are managed effectively to achieve good internal and customer communication, clear objectives, performance management and staff development. Ensure that commercial and technical risks are minimized while meeting or exceeding revenue and profitability targets, balancing the requirement for such against customer satisfaction.

Plays an integral part in the Client Account development in conjunction with the PTC Account Manager, responsible for growing the PTC Services engagement with their clients thus generating more revenue at strong profit margins for PTC.

Skill Requirements:

Customer Focus / Satisfaction

Drives client to reference account status by focusing on adding real value to the client's business - ensures that quality solutions are delivered as scoped, budgeted and expected - maintains clients at referencable status through strong services support and quality solutions.

Delivers tangible, demonstrable value to the customer.

Viewed by the client as a trusted advisor:
Acquire - win, build trust, build relationship.
Maintain - continue to service client needs, continuously add value to client engagements.
Grow - identify, propose and win client business by positively affecting client success, assessing future client needs, and understanding client business model.
Works with the Client's to ensure that they receive business benefit from their investment in PTC software.


Financial

Achieve financial targets and generate management reports on results (status, objectives) to both the clients and PTC senior management, including financial reviews.

Establishes business plan for territory including: services coverage model, alignment with sales, description of critical client needs, plans for key customers - projected revenue, margin and cost models.

Manages territory to business goals - booking and revenue targets while maintaining customer satisfaction, quality of solution and reasonable project risk - project goals through accurate forecasting and adherence to the PFP.
Ensures growth of territory by expanding services reach beyond the direct sales coverage model and by servicing client needs beyond the current implementation.


Business Process

Tracking client industry and market trends and industry added value to customer's business

Ensures that all client engagements, in which PTC is the lead implementer, follow PTC's implementation methodology from initial client engagement through closure and new proposals

Deliverables and project financials meet or exceed standards for each client project.
Uses PTC's selling methodology to identify, propose and win client business.


Management and Coaching

Facilitates the employee's performance planning, goal setting and development, and reviews.

Evaluates behavioral feedback collected by the employee throughout the year to identify proficiency, strengths, and weaknesses.

Provides information, advice, guidance, and suggestions to the employee to enable them to be more successful.

We are an Equal Opportunity Employer M/F/D/V.