Electro Rent Corporation

  • Asset Management Business Development Manager (Inventory SaaS)

    ID
    2018-1218
    Location
    Los Angeles, CA Area
  • Overview

    The Asset Management Business Development Manager is a customer facing sales role. This position will be the primary contact and will qualify all Asset Management prospects to present our software and associated solutions by articulating the features and benefits to prospective customers to win new deals. The ideal candidate will be a sales representative with a proven track record of success, excellent qualification skills, with the ability to manage the sales process from initial engagement to closing. This challenging and high-visibility position provides leadership/coaching to the Sales Management community. They will develop long-term strategies and shorter-term plans to meet aggressive revenue goals. They must be extremely results driven, customer focused & technologically savvy. Driving the voice of the customer into the product development team to maximize our chances of winning is critical. Being able to develop long term relationships with executive level sponsors in the accounts that are targeted is also fundamental.

    Responsibilities

    • Close coordination with sales managers to work cohesively on their strategic account plans and maximize the chance of maximizing their spend with Electro Rent. Participate in quarterly reviews. Be a coach /mentor and business expert
    • In conjunction with the assigned Strategic Account Manager for the account, develop and implement strategic account plans for target accounts and markets for Asset Management product portfolio
    • Ability to effectively position entire Electro Rent value proposition including financial solutions with a specific focus on Asset Management Services
    • Successfully manage and influence resources in the UK to achieve US objectives. Position the US requirements during the annual Asset Management planning process
    • Business expert on the North American market for Asset Management. Specifically, in the A&D/Semiconductor R&D sector and the I&M Telecom/ Power segments. 
    • Be able to identify all business opportunities when engaging with strategic accounts at the executive level
    • Manage and drive all sales activities from opportunity inception through to deployment and most critically use of our solution.
    • Lead Electro Rent relationship / strategy for increase spend at Asset Management key US reference accounts.
    • Present and communicate the Asset Management strategy effectively
    • Set short-term and long-term goals quarterly aligned with the businesses Regional and global requirements.
    • Write RFP's aligned with customer requirements aligned with our ability to execute and then gain agreement from senior management.
    • Contribute to the board report each month to keep senior management informed of key issues and changes which may impact expected business results. Currently this involves monitoring all the process changes that adversely affect our ability to deliver revenue.

    Day to Day Responsibilities:

    • Take responsibility for understanding what need to be done to deliver value in the marketplace and then drive solution to win the business.
    • Responsibility for creating the North American Asset Management business plan fully supported by Marketing and other stakeholder teams.
    • Respond to all RFP’s ensuring our professional response is a differentiator.
    • Maximize time in front of customer, ensuring funnel is balanced.
    • Manage the order cycle from lead to investment and then monitor the deployment for additional revenue opportunities.

    Qualifications

    Key Abilities:

    • The positioning of all the Asset Management products and concepts focused around LEO 2.0 and saving customers money
    • Demonstrate the cost savings strategies and ROI models aligned with the Electro Rent offering
    • Articulate and deliver the benefits of working with ER, up to the General Manager/CFO/CEO level
    • Create and drive the North America Asset Management business plan, including co creation of effective marketing programs.
    • Experience driving large deals with long sales cycles and multilevel buying influences.
    • Understanding and the ability to communicate the benefits of managing assets.
    • Proven capability of consultative selling IT and/or SaaS to complex organizations
    • Asset Management, ERP and/or Financial Solution software background
    • Flexibility to travel at short notice sometimes for extended periods of time (70% + travel required)
    • Ability to work independently when required
    • Strong ability to work collaboratively with team based out of country
    • Strong communication skills with the ability to engage and present to C suite level executive effectively
    • Solid analytical and technical skills about software applications
    • Strong follow through skills coupled with a desire to continuously increase knowledge of customers, products and markets
    • Able to develop a thorough understanding of the LEO T&M Asset Management System and the wider Asset Management services available to the customer with an ability to demonstrate the solution effectively in various environments

     Role and Experience:

    • Background of selling enterprise services / SaaS products to major companies in A&D and semiconductor markets.
    • Proven track record of managing a sales team.

     

    Electro Rent is the largest, most comprehensive test equipment services provider for market-leading customers around the world. We are focused on delivering outstanding service to customers across a broad range of industries including Aerospace/Defense, Telecommunications, Mobile/Computing, Power & Industrial, Automotive, Medical, Education, New Space, Data Products Rental and more. With $1.1 billion of inventory, immediate shipping to over 100 countries, and a world-class accredited calibration and repair lab, our team of experts solve tough technical and financial challenges related to testing. EOE

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