Business Development Manager

Aotearoa New Zealand Association of Social Workers; Hamilton; On-site; NZD 90,000 - 120,000; Full time

Job summary

ADT Security in New Zealand seeks a Business Development / Key Account Manager to identify and secure multi-site and key account opportunities within electronic security and integrated services. You will develop and maintain a strong sales pipeline, tailor security solutions, and build long-term relationships with customers, facilities managers and executives.

The role partners with National Sales, Operations and Technical teams to deliver on revenue targets, manage tenders and proposals, and

Qualifications

• 5-8 years of proven experience in business development or account management.
• Experience in electronic security or related industries.
• Strong communication, negotiation and presentation skills.
• Ability to manage multi-site accounts and complex contracts.
• Proven track record of meeting sales targets.
• Experience with tender processes and proposals.

Responsibilities

• Identify, develop and secure new business opportunities in electronic security and integrated services.
• Target commercial, corporate and multi-site customers to maximise revenue and value.
• Build and maintain a robust pipeline and forecast accurately in Salesforce.
• Prepare quotations, tenders, proposals and security submissions.
• Negotiate contracts while protecting ADT’s commercial interests.
• Collaborate with internal teams to ensure delivery of customer solutions.
• Establish and maintain relationships with key decision-makers.

Skills

Business development

Key account management

Sales

Relationship building

Negotiation

Education

Relevant qualification in business, sales, marketing or security management

Tools

Salesforce.com

CRM software

Job description

The Business Development / Key Account Manager is responsible for developing and growing new and existing business opportunities for ADT Security, with a strong focus on the electronic security and integrated security services market.

The role is responsible for identifying and securing multi-site and key account opportunities, developing long-term relationships with customers and key decision-makers, and positioning ADT as a trusted security partner and supplier of choice.

The successful candidate will have a strong understanding of the security industry and the security solutions ADT provides, including electronic security systems, security and fire monitoring, planned preventative maintenance, mobile emergency response, access control, CCTV/video surveillance, alarm systems and other integrated security solutions.

The role will work closely with customers to understand their security risks, operational requirements and business objectives, and then develop appropriate ADT security solutions that provide effective protection, reliable service delivery and long-term value.

The position will play an important role in growing ADT’s presence across commercial, corporate and multi-site customer environments, while ensuring sales activity supports the company’s financial, operational and customer-service objectives.

Key responsibilities

Identify, develop and secure new business opportunities within the electronic security and integrated security services industry.

Target commercial, corporate and multi-site customers to maximise revenue, gross margin and long-term customer value.

Develop and maintain a strong pipeline of new business opportunities across ADT’s security solutions and services.

Achieve agreed sales targets in line with ADT Security’s overall financial and operational objectives.

Identify customer security requirements and develop appropriate solutions across areas such as:

Electronic security systems

CCTV and video surveillance

Access control

Security and fire monitoring

Planned preventative maintenance

Mobile emergency response

Integrated and multi-site security solutions

Develop security solutions that address customer risks, site requirements, operational needs and compliance considerations.

Establish and maintain long-term relationships with key decision-makers, property managers, facilities managers, operations leaders, procurement teams and senior executives.

Build strong relationships with customers at multiple levels, from operational and frontline stakeholders through to senior management and Board level.

Prepare professional sales quotations, tenders, proposals and security solution submissions.

Manage the commercial sales process from initial prospecting and solution development through to negotiation, contract award and handover to operations.

Negotiate commercial agreements and contracts while protecting ADT’s commercial interests and ensuring solutions can be delivered effectively.

Work closely with ADT’s National Sales Team, Branch Managers, Operational Managers, Monitoring teams, Technical teams, Customer Success and other internal stakeholders to ensure effective delivery of customer solutions.

Ensure customer requirements are clearly communicated to operational and technical teams prior to implementation.

Work with relevant operational and technical teams to identify appropriate security products, technologies and service solutions for customers.

Develop and contribute to Account Plans and Territory Plans, including strategies for customer retention, growth and expansion.

Identify opportunities to expand existing customer relationships through additional security sites, services, technologies and solutions.

Develop a strong understanding of each customer’s security environment, business structure, risk profile, site requirements and future security needs.

Monitor market and industry developments, including changes in security technology, customer expectations, compliance requirements and emerging security risks.

Maintain accurate customer and opportunity information within Salesforce.com, including forecasting, pipeline management and client profiles.

Provide accurate and timely sales forecasting and reporting.

Manage all administration associated with acquiring new business and managing key customer relationships.

Work collaboratively with internal teams and external suppliers/contractors to ensure customer commitments can be delivered.

Build trust and credibility with customers by demonstrating a strong understanding of security risk, technology, service delivery and operational requirements.

Gain commitment from internal and external stakeholders and establish shared ownership of customer outcomes.

Represent ADT professionally and promote the organisation as a trusted security partner, rather than simply a supplier of security products.

About you

The successful candidate will have a strong background in business development, sales or account management within the security industry, with a demonstrated understanding of electronic security solutions and the commercial security market.

5-8 years of proven experience and success in business development, key account management or a similar sales role.

Significant experience working within the electronic security, security services, monitoring or related security industry.

Strong understanding of commercial security solutions and services, including electronic security systems, alarms, CCTV, access control, monitoring and maintenance.

Experience developing and managing multi-site, commercial or corporate security accounts.

Demonstrated ability to identify customer security requirements and translate them into appropriate security solutions.

Experience managing client relationships at multiple levels, from frontline and operational stakeholders through to senior management and Board level.

Proven experience in contract negotiation, tender processes, proposal development and account development.

Demonstrated success in achieving sales targets and growing customer accounts.

Strong understanding of the commercial drivers associated with security service delivery, including recurring revenue, maintenance, monitoring and installation opportunities.

Experience working with internal technical, operational and service delivery teams to develop and implement customer solutions.

Strong communication, presentation and interpersonal skills.

Ability to build trusted and long-term relationships with customers, employees, contractors, suppliers and internal stakeholders.

Strong customer-service ethic and a genuine understanding of the importance of security, reliability and service continuity to customers.

Ability to understand both detailed customer requirements and the broader commercial and strategic picture.

Strong commercial awareness and negotiation skills.

Excellent organisational skills and the ability to manage multiple customer opportunities and priorities simultaneously.

Experience using CRM systems, preferably Salesforce.com.

A proactive, solutions-focused and can-do attitude.

Ability to work collaboratively as part of a national security organisation.

Relevant qualification in business, sales, marketing, security management or a related discipline.

Experience managing national or multi-site security accounts.

Existing relationships within the commercial security, facilities management, property, construction or corporate sectors.

Experience selling integrated security solutions involving multiple ADT service and operational divisions.

Understanding of security industry standards, customer compliance requirements and relevant regulatory considerations.

Experience working with large commercial, corporate or enterprise customers.

Security Industry Focus

This role requires more than general sales or business development experience. A strong understanding of the security industry is essential, including how electronic security technologies, monitoring services, maintenance, installation and emergency response work together to protect customers, people, property and business operations.

The successful candidate will be expected to understand customer security challenges and work with ADT’s technical and operational teams to develop practical, commercially viable and customer-focused security solutions.

Experience within the electronic security, monitoring, alarms, CCTV, access control, fire/security monitoring or related security services industry will be highly relevant to the role.