Business Development Lead , IOT

Lead business development activities in the APAC region and provide technical sales support for the IoT Services product portfolio. Accountable for topline growth and customer pipeline development, aiding IoT Services bookings.

The position will report to the Marketing & Technology team and will be located at our Bengaluru or Chennai location. The position is also open for remote working in India for the right candidates

Responsibilities & Requirements:-

• Proactively drive and be held accountable for booking growth on IoT Services, current portfolio includes Wireless Condition Monitoring and Predictive Analytics.
• Support Flowserve End-User Sales as needed (and/or our Distribution Network) to drive from initial opportunity generation through proposal development to closed bookings. Provide technical support to sales team, supporting site visits with presentations and demonstrations of products and technical credibility on IoT Services as required.
• Define Account Plan Initiatives to Identify and prioritize a set of specific customer accounts and approach for business development activities to generate bookings growth on an annual basis, include plan for bridge into larger enterprise level sales opportunities.
• Training and mentoring End User Sales and Commercial Operations associates within their defined geographic area of responsibility.
• Define the technical scope of supply and support Commercial Operations during proposal generation. Drive improvements in quality of customer proposals and increased hit rate.
• Use SalesForce CRM tool on a daily basis to log any new opportunity and review and develop existing opportunity, providing specific monthly, quarterly, and annual bookings forecasts in a timely manner, focusing on improving forecast accuracy for the month and quarter.
• Manage customer relationships and realization of IoT Services value proposition for their respective accounts, starts from time of booking and continues through active life of that customer account. Includes successful implementation and ongoing operation with the customer to realize and track “IoT Triggered” pull-through after-market business.
• Act as team leader for their respective accounts coordinating and collaborating with other resources in product marketing, technology, operations, or engineering as required.
• Provide specific and actionable customer feedback that supports continuous improvement process for all products, helps guide R&D and product roadmaps to meet customer needs.
• Provide pricing feedback on current trends for adjustment with market conditions
• Participate and support development of IoT Services product/service portfolio based on feedback from customers, FLS end-user sales, distributors and field selling experience

Preferred Experience / Skills: Qualifications:-

• Education: Undergraduate degree in engineering or related technical field; MBA Preferred
• Minimum 7-10 years of technical sales experience with end-user customers
• Fluency in English is a must

Preferred Skills:-

• Previous experience with IoT technical sales
• Strong engineering and technical understanding of pumps, seals, pumping systems, valves and other rotating equipment.
• Familiar with instrumentation and electronics, wireless systems, vibration measurements, predictive analytics
• Experience with plant reliability engineering and operations
• Proven business development success with target accounts
• Track record of complex sales success
• Travel 50% of the time

Key Performance Indicators:

• Growth in IoT Services bookings
• Increase in proposal hit rate and forecast accuracy
• Growth in “IoT Triggered” pull-through after-market business
• Customer satisfaction

Location:-

• Bangalore, India.

Company Overview:-

If a culture of excellence, innovation and ownership is what you’re searching for, consider putting your experience in motion at Flowserve. As an individual contributor, or as a leader of people, your enterprise mindset will ensure Flowserve’s position as the global standard in comprehensive flow control solutions. Here, your opportunity for professional development and industry leading rewards will be supported by our foundational commitments to the values of people first, integrity and safety. Thinking beyond opportunity and reward, at Flowserve, we are inspired by working together to create extraordinary flow control solutions to make the world better for everyone!