PACS Business Development & Consultant Growth Manager

ASSA ABLOY Group; United States; Remote; USD 93,000 - 146,000; Full time

Job summary

HID Global Cardiff-based team is seeking a Business Development Manager - Consultants to drive demand for HID PACS through security consultants, architects, engineers and specifiers across the United Kingdom and Ireland.

You will develop and execute a sales plan, identify early projects, shape requirements before tender, and maintain a robust consultant-influenced pipeline with cross-functional support from End User Business Development, regional sales and channel partners.

Qualifications

• Experience in consultative selling to security consultants, architects, engineers and specifiers.
• Ability to identify and progress consultant-influenced opportunities.
• Proven track record in building and managing consultant-driven pipeline.

Responsibilities

• Develop and execute a United Kingdom and Ireland consultant and specification sales plan aligned with PACS growth priorities and agreed commercial objectives.
• Build strategic relationships with security consultants, architects, engineers, specifiers and other advisers who influence physical access control decisions.
• Identify new-build, refurbishment, migration and technology-upgrade projects early and convert them into qualified sales opportunities.
• Win influence before tender by shaping customer outcomes, security architecture, design standards, specifications and approved product lists through consultative selling.
• Own the identification, qualification and progression of consultant-influenced opportunities, collaborating with End User Business Development, regional sales and channel partners to support conversion.
• Develop account plans for priority consultant practices and maintain an active consultant-influenced pipeline.
• Maintain accurate consultant contacts, activities, project influence, opportunity values, next steps and forecasts in Salesforce or the agreed CRM platform.
• Prioritise consultant organisations and specifiers connected to strategic or sizeable opportunities, using market intelligence, existing industry relationships, networks and proactive prospecting to uncover projects and decision makers.
• Act as HID's commercial liaison with the consultant community, coordinating discovery meetings, project activity and cross-functional follow-up that progresses opportunities.
• Plan targeted consultant campaigns, seminars, CPD activity and solution workshops with Marketing, Pre-Sales, Product and other specialists. The role may support delivery but is not the primary technical trainer.
• Identify requirements for consultant-facing sales tools, specification content, case studies, BIM/CAD resources and technical documentation, and coordinate with the relevant internal owners.
• Represent HID at consultant meetings, specification platforms, industry associations, conferences, trade events and relevant standards or built-environment forums.
• Understand and apply external factors that shape customer requirements and specifications, including cybersecurity, NIS2, resilience, secure open standards, interoperability, smart-building design and migration from legacy technology.
• Use these drivers and relevant experience of specification-led, regulated or complex infrastructure markets to develop opportunities in areas such as secure infrastructure modernisation, mobile and digital access, smart buildings and cloud-enabled services.
• Gather and communicate intelligence on customer requirements, project trends, standards, competitors and specification barriers.
• Work independently and manage multiple priorities while collaborating effectively across HID Sales, Pre-Sales, Product, Marketing, channel teams and ASSA ABLOY to support joined-up solutions.
• Provide accurate updates on activity, qualified pipeline, opportunity progression, specifications, risks, forecasts and consultant-influenced revenue.
• Empowerment: You'll work as part of a global team in a flexible work environment, learning and enhancing your expertise. We welcome an opportunity to meet you and learn about your unique talents, skills, and experiences. You don't need to check all the boxes. If you have most of the skills and experience, we want you to apply.
• Innovation: You embrace challenges and want to drive change. You'll have opportunities to share insights and contribute forward-thinking ideas that shape future outcomes.
• Integrity: You are results-orientated, reliable, and straightforward and value being treated accordingly. We want all our employees to be themselves, to feel appreciated and accepted.

Skills

Consultative selling

Strategic relationship building

Sales planning

CRM Salesforce

Tools

Salesforce

Job description

HID Global Cardiff-based team is seeking a Business Development Manager - Consultants to drive demand for HID PACS through security consultants, architects, engineers and specifiers across the United Kingdom and Ireland.

You will develop and execute a sales plan, identify early projects, shape requirements before tender, and maintain a robust consultant-influenced pipeline with cross-functional support from End User Business Development, regional sales and channel partners.