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Business Development Director — Data Centres
3 months ago
LENNOX EMEA, an international company and leading player in the HVAC&R field, has 900 employees in Europe, 3 production sites, a commercial presence in 46 countries, 1 European HVAC&R Development Center, 1 European Training Center.
As an inclusive company, Lennox EMEA is committed to disability, respect for the environment and quality of life at work.
Lennox EMEA is committed to developing its employees' skills and promoting internal mobility.
ROLE PURPOSE:
To be the Business Development Director overseeing and cultivating our relationships with key clients in the Data Centre sector. Responsible for understanding the technical intricacies of our offerings and delivering tailored solutions by closely working with our technical teams. Manage commercial engagements, ensure smooth handovers for manufacturing, and identify and harness opportunities for business development within these key accounts.
WORK LOCATION:
UK/Europe (ideally London, Paris, Amsterdam, Frankfurt)
MAIN RESPONSIBILITIES:
1. Client Relationship Management:
• Develop and maintain strong, long-lasting client relationships at multiple levels within global organisations.
• Understand the business needs and challenges of key accounts and position our offerings in a way that addresses those needs.
• Ensure regular communication and updates with key stakeholders, addressing any concerns or requirements they might have.
2. Technical Engagement:
• Engage with clients to understand their technical needs and challenges concerning Data Centre operations.
• Collaborate closely with our in-house technical team to tailor solutions that meet the client’s specifications.
• Keep abreast of industry trends, technologies, and competitor offerings to ensure our solutions remain innovative and relevant.
3. Commercial Management:
• Oversee all commercial aspects of account management, from initial engagement, proposal development to contract negotiation and closing.
• Engage with the finance team to ensure accurate billing and address any client concerns related to invoices or payments.
• Ensure a clean order handover to the manufacturing team, liaising between the client and factory to guarantee quality and timely delivery.
4. Business Development:
• Identify new opportunities with both prospective and existing accounts, and act on potential sales including up-selling and cross-selling opportunities.
• Collaborate with the marketing and product development teams to develop and execute strategies to expand our footprint within the key account.
• Ensure consistent revenue growth within developed accounts by fostering deeper partnerships and identifying new opportunities.
5. Internal Collaboration:
• Work closely with the Sales & Marketing Director and other executive members to align business development strategies with the company’s overall goals.
• Foster a collaborative environment between sales, marketing, product development, and technical teams to ensure unified efforts towards client satisfaction and business growth.
• Ensure all business units are collaborating and considered in each opportunity.
PERSON SPECIFICATION:
Essential qualifications:
• Bachelor’s degree in Business Administration, Engineering, or related field. Or compensatory work experience.
Knowledge:
• Business Development.
• Data Centre technical requirements, focus on mechanical aspects.
• All commercial related tasks including proposals, pricing, through to contract negotiation.
• Deep knowledge and relationships within the Data Centre industry.
Experience:
• At least 8 years working within the Data Centre space in a sales related role.
• Exceptional communication, presentation, and ability to work with others. At least 5 years working within the Data Centre space in a sales related role.
