Job Description

Business Development Manager

Department: Sales - Field Sales Direct

Employment Type: Permanent - Full Time

Location: New Zealand/Auckland

Reporting To: Head of Professional Services, ANZ & Sales Director, NZ

ROLE TITLE: Business Development Manager FUNCTION: SalesREGION: Asia PacificREPORTING: Head of Professional Services, ANZ and Sales Director, NZLOCATION: Auckland, New Zealand
Introducing GloryGlobal Leaders in Customer Experience Automation With a culture rooted in innovation, Glory’s people are transforming our customer’s businesses every day. Our automation solutions empower retailers, restaurants and financial institutions to save time, money, and deliver unrivalled customer experiences. Publicly listed and proudly international, Glory has been a trusted name for over 100 years, and a global leader for more than a decade. This reputation is built on our pioneering software and hardware combined with our dynamic people. Alongside our technology, it’s our people who drive our success.
ROLE PURPOSEThe Business Development Manager is responsible for leveraging existing and new relationships to maximise sales across the assigned territory. Reporting to the Sales Director NZ, the Business Development Manager has day to day responsibility for the effective growth of profitable revenue growth and market share in the assigned region. Critical to success is building customer relationships and sales opportunities through a consultative solution based selling approach.

Key Responsibilities

MAIN RESPONSIBILITIESStrategic Business Planning

• Monitor market trends and identify potential revenue growth areas and risk mitigation strategies in response.
• Build and maintain strong product knowledge to support ongoing business growth opportunities across the Glory Product offering including Cash, Acrelec, and Flooid categories.
• Liaise with Sales team members to leverage existing relationships and new prospects to deliver total product solutions.
• Communicate customer feedback to key stakeholders for use in future revenue/product planning.

Business Development

• Proactively generate and qualify new opportunities and progress them through the sales funnel
• Develop relationships with channel partners e.g. POS providers, resellers of Cash Automation Technology for additional new business and SOW opportunities
• Promote Cash Automation technology to all potential customers, creating awareness of Glory’s wider product portfolio
• Attend trade shows promoting products when required as well as coordinating Retail Thought Leadership events
• Serve as the primary point of contact with customers, providing customers with updated delivery information, managing and responding to customer complaints, and ensures partner or customer satisfaction.
• Manage and respond to miscellaneous enquiries received through website and other sources

Customer Relationships and Management

• Build and maintain trusting relationships with customers and account stakeholders.
• Communicate clearly and accurately to customers on the status of projects and implementation.
• Serve as the primary point of contact with customers, providing customers with updated delivery information, managing and responding to customer complaints escalated from the service team, and ensure customer satisfaction.
• Ensure a structured cadence is in place for nominated strategic accounts the alignment of joint business plans if appropriate.
• Meet with customers in person when possible, as opposed to virtual premises.
• Operate to support and strengthen the GGS brand with assigned customers at all times.
• Develop corrective action plans for customer problem solving when necessary.
• Ensure customer installations, training, handover and implementation documentation is in place for all new customers and new projects.
• Ensure the smooth coordination and deployment of new customer installations working with the deployment team.

Financial and Business Planning

• Develop growth plans to meet and exceed company revenue objectives.
• Develop comprehensive account plans for nominated accounts.
• Provide monthly reports on key accounts including accurate forecasts.
• Meet company deadlines for financial forecast submission ensuring that the forecast is for a minimum rolling twelve-month period.

Leadership and Personal Development

• Communicate progress on a timely basis and in an effective format enabling support departments and management to understand progress, issues, and opportunities.
• Work with service to ensure that there is the required support structure in place for customers.
• Maintain awareness and keeps up to date with best practise, trends and market information through research, networking, and attending seminars.
• Identification of own training and development needs.

Health & Safety

• Take reasonable care for your own health and safety, and ensure your actions do not adversely affect others in the workplace.
• Comply with all company health and safety policies, procedures, and instructions.
• Identify and report hazards, risks, incidents, and near misses promptly.
• Report injuries, illnesses, and unsafe conditions promptly.
• Assist with incident investigations and hazard control implementation where required.
• Use personal protective equipment (PPE) and safety systems correctly and as required.
• Follow safe work practices and contribute to maintaining a safe and healthy work environment and a positive safety culture, including ensuring equipment and work areas are kept clean, safe, and fit for purpose.
• Participate in training, toolbox talks, and safety meetings as required.

Skills, Knowledge & Expertise

REQUIRED QUALIFICATIONS

• Tertiary qualifications in Business, or Marketing would be advantageous.
• Completion of sales training programs and conversant in Sales Methodologies.
• Minimum 5-8 years’ experience working within a sales capacity in a technology related field.

REQUIRED SKILLS AND COMPETENCIES

• A strategic account manager with high level industry contacts
• The ability to work independently, flexibly, and with a high degree of initiative and creativity
• Excellent presentation, communication and interpersonal skills
• Strong customer focus
• Solid project management skills in the coordination of both internal and external resources
• High level of integrity and work ethic
• A thorough understanding of the Banking, Quick Service Restaurant, Retail, Grocery environment and current trends/ challenges
• Strong aptitude for business case development
• Proficient with the use of
• Proficient business writing and presentation skills and a thorough knowledge of Microsoft Office products
• Ability to work independently with a high sense of urgency
• Strong influencing skills, both internal and external
• Proven track history of 100% quota attainment of $3 - $10 million plus territory
• Experience of developing and driving interest in similar technologies
• Experience of the Banking environment would be highly regarded
• Experience using CRM software and/or similar KPI reporting tools
• The ability to work independently, flexibly, and with a high degree of initiative
• A team player with the ability to engage and gain support from internal stakeholders

Job Benefits

Glory ValuesThe Glory Values represent our commitment to collaboration, diversity and innovation. They serve as a practical blueprint of how we work together both with colleagues and customers. By living these values, we can tackle new challenges, exceed expectations, enhance our skills, and foster trust and respect in our work relationships.
Customer Delight. We put our customers first Integrity. We do the right thing, always. Innovation. We embrace new challenges and shape the future. Speed. We move fast, that’s how we stay ahead. Diversity & Respect. We value the strength in our differences. Teamwork. We succeed together.
Equal OpportunitiesGlory believes in equal opportunity for all qualified persons and will not discriminate against any applicant for employment because of race, colour, religion, marital status, national origin, gender, age, disability, veteran status, or any other status protected by law.

Third Party AgenciesUnsolicited resumes will not be accepted by Glory. Should an agency choose to send unsolicited resumes, Glory reserves the right to review such resumes but will not be held liable for any fees/charges associated with a candidate hire except where a formal written agreement is in place between Glory and the Agency to source candidates for a specific role.

Why Join Us Here at Glory, our ambitions are as big as yours. And that’s why we are actively looking to recruit the best of the best. Join Glory and you will be part of the force driving our transformative technology and leading-edge innovations. That’s because every Glory solution is powered by exceptional people like you. People with experience, skills and dedication. Here, we prioritise the development and well-being of our people. Across vibrant and collaborative workplaces, you’ll team up with colleagues across the world to deliver remarkable solutions in more than one-hundred countries. Looking to make a global impact? Join Glory in innovating the future of business transformation.