Strategic Business Development Manager

Hanwha Vision; Chieti; In loco; EUR 70.000 - 110.000; Tempo pieno

Descrizione del lavoro

Hanwha Vision is seeking a field-based sales leader to drive strategic growth across Italy. You will manage End Users, AE consultants and key channel partners, delivering solution-based selling and project development from lead to order.

Reporting to the Country Manager, you will build a robust pipeline, collaborate with regional teams, and position Hanwha Vision technologies in bids. Fluent English and a valid Italian driving license are required.

Competenze

• Proven experience in a similar role within the bsecurity industry.
• Experience selling to End Users, consultants (AE) and channel partners.
• Ability to manage complex sales cycles and large-scale projects.

Mansioni

• Identify vertical market opportunities and tailor Hanwha Vision solutions.
• Develop and manage a pipeline from lead to order conversion.
• Collaborate with consultants, specifiers, and partners to influence project specifications.
• Maintain relationships with distributors, system integrators, and end users to drive project opportunities.
• Track sales activity and ROI to inform strategy.

Conoscenze

Key account management

Consultative selling

Strategic thinking

CRM software

MS Office

Formazione

Degree in Business or Technical field

Italian driving license

Strumenti

Salesforce

Descrizione del lavoro

pbJob Purpose:

To lead the development and execution of strategic sales and business growth initiatives across Italian territory, with a focus on End Users, AE consultants and key channel partners. This role combines key account management, solution-based selling, and project development to drive sustainable growth through both existing relationships and new business opportunities.

Reporting to:

Country Manager (Italy Greece)

Direct Reports:

None

Location:

Field-based (Italy)

Key Responsibilities:

Strategic Business Development

• Identify vertical market challenges (e.g., City Surveillance Smart City, Energy Critical Infrastructure, Retail) and offer tailored, value-driven Hanwha Vision solutions.
• Develop and manage a pipeline of new business opportunities from early-stage lead through to order conversion.
• Actively create demand and influence project specifications by working closely with consultants, specifiers, ME, and building contractors.
• Collaborate with regional and national sales teams to ensure seamless handover of specified projects and maintain customer satisfaction through to delivery.
• Monitor industry trends, competitor activity, and market dynamics to inform strategic direction.

Channel Key Account Management

• Maintain regular contact with key clients and partners, including AE consultants and end users, to ensure satisfaction, product availability, and opportunity identification.
• Manage and grow relationships with Distributor staff, System Integrators, and other STEP partners in the assigned area of competence.
• Promote and deliver training on Hanwha Vision products and software to partners to drive solution adoption.

Solutions Specification Development

• Position Hanwha Vision technologies (e.g., SSM WAVE VMS) within early-stage project discussions.
• Engage in consultative selling to develop bespoke solutions aligned with customer pain points.
• Collaborate with technical and marketing teams to develop vertical-specific sales materials and tools.
• Work with technology partners to position Hanwha as part of end-to-end or preferred solutions in the consultant community.

Commercial Planning Reporting

• Track and report sales activity, project status, and pipeline updates through Salesforce CRM and other internal reporting systems.
• Analyse and evaluate business development methods, project outcomes, and ROI to drive continuous improvement.
• Support the wider sales team in achieving national and regional targets through aligned efforts and cross-functional collaboration.

Brand Market Presence

• Represent Hanwha Vision at trade shows, industry events, and partner engagements.
• Help elevate the company’s image as a trusted, innovative, and solution-focused provider in the security and surveillance industry.

Performance Measurement

Performance will be assessed on:

• Project Order Intake (volume and value) in assigned verticals and regions.
• Growth and development of existing key accounts.
• Contribution to national sales performance and strategic initiatives.
• Successful specification and “pull-through” of projects into order.

Key Requirements

• Proven experience in a similar role within the bsecurity industry.
• Strong understanding of the complex sales process, involving bEnd Users, consultant (AE), and bchannel partners (Integrators and Distributors).
• Demonstrated success in developing business through specification and consultative selling.
• Experience working with System Integrators, Distributors, Consultants, and End Users.
• Proficient in Microsoft Office Suite (Excel, PowerPoint) and CRM tools (e.g., Salesforce).
• Ability to manage complex sales cycles and large-scale projects.
• Excellent communication, presentation, and interpersonal skills.
• Strategic thinker with a hands-on, results-driven approach.
• Highly organised, with strong attention to detail and ability to work autonomously.
• Degree-level education in Business, Technical or related field.
• Full clean Italian driving license.
• Italian mother tongue - Fluent in English.

Location

Field-based with regular client visits, site meetings, and industry events. Required to attend meetings in Hanwha Vision Milan office when requested and HQ in Chertsey (HQ) as necessary.