Business Development Manager

  • Job Reference: 00009733-1
  • Date Posted: 27 June 2024
  • Employer: Securitas Technology
  • Location: Swindon, Wiltshire
  • Salary: £55,000 to £60,000
  • Bonus/Benefits: Company car. OTE, 25 days holiday. Pension
  • Sector: Engineering
  • Job Type: Permanent

Job Description

PACOM Systems part of Securitas Technology, pioneered security communications over IP networks more than 30 years ago. Today, PACOM manufactures leading edge Intrusion Detection and Electronic Access Control software and systems for a wide range of customers.

As the PACOM Business Development Manager you will lead the company’s new sales efforts across the UK and play a pivotal role in expanding our client base and driving our business forward. To be a success in this role you will need to have the hunter mentality and proven track record of developing new business and driving revenue growth. If you are resilient, successful, and a tenacious self-starter who is passionate about winning new business, then this is the role for you……

The BDM is responsible for achieving sales quotas and assigned strategic account objectives while managing current and adding new value-added resellers (VAR). This position represents the entire range of company products and services to customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the Company.

Location: This is a field base role which will require extensive travel covering the UK.

What you will be doing:

  • Responsible for prospecting, cultivating, and closing new Pacom End Users (new logos to Pacom).  
  • Liaise with Affiliate and Trade VARS and prospects to; demonstrate effective sales presentations, uncover opportunities that can be solved by using our products, demonstrate techniques for the VARS to uncover these opportunities, and identify issues we could solve by adding features to our products. 
  • Developing sales leads through self-initiated strategies, cross selling and referrals.
  • Planning a sales approach designed to determine the customers’ needs and requirements for the product / services offered, and the investment the prospective customer is willing to make.
  • Attends trade shows to initiate contact with prospects, develop alliances with complimentary vendors (camera manufacturers, software developers, etc.), and maintain optimal relationships with existing customers.
  • Meets with customers and prospects to; demonstrate effective sales presentations; uncover opportunities that can be solved by using our products; demonstrate techniques for the end user to better secure their estate; and identify issues we could solve by adding features to our products.
  • Meets or exceeds territory quotas and goals necessary to meet company objectives.
  • Educates VARs about sales strategies for products and vertical markets, and help VARs identify target vertical markets.
  • Reviews market analyses to determine customer needs, volume potential, price schedules, and develops sales strategies to accommodate goals of company.
  • Identifies additional viable vertical markets for new and existing products and identifies new features necessary to penetrate those vertical markets.
  • Communicates market needs to technical support staff, coordinates that support to meet those needs, and manages communication between market and technical support staff.
  • Identifies technical support issues and assists in solving them.
  • Coordinates with the Marketing team to ensure that the company message is being heard

What you need to have:

  • Proven sales ability within a technical, ideally electronic security, B2B environment, including lead and opportunity generation, win-win negotiations, and deal closing.  
  • Understanding of security industry products and trends, including new products and solutions and competitive offerings would be beneficial, but training can be provided.
  • Strategic thinker who is highly driven and self-motivated, with the ability to consistently find and close opportunities.
  • A proficient and creative sales negotiator with ability to achieve and exceed sales targets in a corporate sales environment.
  • Knowledge of target customer base within the territory, integrators, VARS, Distributors, and End-Users. 
  • Possesses a high activity rate, can withstand pressure, be pro-active and is goal-oriented with a sense of urgency and who can adopt a disciplined, practical and organised approach.
  • Although committed to personal growth and keen to succeed, is able to work in the interests of the company as a whole and to both give and receive support to achieve wider objectives.
  • Sets and maintains professional standards at all times, puts forward facts honestly and can be trusted implicitly by customers and fellow employees alike.
  • Excellent communicator and Influencer, with strong interpersonal and relationship-building skills.
  • Excellent written and verbal presentation skills; in particular, the ability to interpret written requirements and technical specification documents.
  • Ability to travel and work away from home when required.
  • Ability to work on classified projects, some of which may require government, police or other clearance.