We are currently seeking a Business Development Consultant to help our potential Retail customers realize the value of big data and how using SAS will allow them to implement strategic solutions to help them understand their customers better and optimize their merchandising processes through analytics.
The Business Development Consultant will assist the sales teams, pre-sales teams, and senior and executive management to maximize revenue opportunities and ensure the highest levels of customer satisfaction.
Builds trusted relationships with sales teams and client accounts, such that they can leverage their industry expertise to increase the company’s credibility and communicate the company value proposition primarily in sales situations that advance the sales of software.
Ensures that proper expectations are set to ensure customer satisfaction. This may involve the delivery of compelling software demonstrations as appropriate to the sales situation.
Strategizes with sales team on objectives for customer meetings. Understands how this activity relates to overall sales plan and provides strategic leadership for sales opportunities.
Clearly articulates the breadth and value of software and the company in assigned domain or business/industry area. Clearly states how the company differentiates from the competition, to empower sales/pre-sales to identify opportunities and successfully position SAS, and/or to 3rd parties such as analysts or the press.
Assists in the response to RFI/RFP’s or business case requests utilizing the RFP Repository and/or crafting thorough and compelling answers and proposals that effectively differentiate the company from our competitors.
Works with product marketing, product management, sales and R&D groups to validate market driven sales approaches to support strategic initiatives and ensure customer and market direction input is reflected in ongoing releases.
Contributes to the design and production of sales, pre-sales and marketing materials.
Proactively drives customer retention efforts.
Maintains the highest standards of expert Industry knowledge at all times.
Proactively communicates knowledge to sales colleagues and other non-technical sales functions that empower the field to identify opportunities and successfully positions the company’s software appropriately in the business function, business process or industry area.
Supports senior/executive management through the execution of sales workshops, or other means, to examine the pipeline and suggest appropriate activities to expand the pipeline (business expansion), move deals through the pipeline or improve the local ability to execute.
Maintains a clear map of company software capabilities to customer needs and business processes as well as into a specific industry where applicable by analyzing industry trends and other market information to identify common opportunities
Develops and manages relationships in strategic markets and accounts including building customer networks, especially with C-levels and senior executives.
Works closely with local, regional and international sales practices to align internal organizations around common goals and improve their ability to be effective and adopt repeatable business practices.
Runs workgroups to share sales best practices, identify new opportunities, share sales successes and to proactively drive appropriate information to field constituents
Required Knowledge, Skills and Abilities
Must have strong retail domain expertise, specifically in area of merchandising (commercial)
Must have energy, passion, and strong commitment to driving new sales as well as ensuring customer satisfaction throughout the implementation process and afterwards
Outstanding communications and interpersonal skills
Understanding and being able to quantify business value of analytical solutions in financial terms familiar to retail executives.
Ability to do retail “storyboarding” to create the retail process in a product demonstration environment.
Must have knowledge of:
Sales and/or pre-sales in the retail industry including retailers, wholesalers and their suppliers
Assortment planning process and analytics used to optimize that process
Managing and working with industry implementation partners
Visual analytics and visual statistics packages
Demand forecasting, inventory modeling, forecast modeling and optimization
Pricing process within retail (regular, promotional, etc.)
Customer analytics and how they impact both the marketing and merchandising areas within retail
Allocation, replenishment, size / pack optimization process in retail
Required Work Experience
Experience having worked either in the retail industry or the technology industry with a focus on selling into the retail industry.
Experience working as a business consultant either internally or as a vendor
Work location in EMEA with a preference for Germany, France, Belgium, Netherlands, Nordics, U.K. or Spain.
Fluent in English and French and/or German
Willing to travel
If you are interested in learning more about this role please contact Nicholas.Butlin@sas.com or apply via this page.
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Additional Information To qualify, applicants must be legally authorized to work in the country of employment, and should not require, now or in the future, sponsorship for employment visa status. SAS is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status or any other characteristic protected by law. The level of this position will be determined based on the applicant's education, skills and experience. Resumes may be considered in the order they are received. SAS employees performing certain job functions may require access to technology or software subject to export or import regulations. To comply with these regulations, SAS may obtain nationality or citizenship information from applicants for employment. SAS collects this information solely for trade law compliance purposes and does not use it to discriminate unfairly in the hiring process.