JOB TITLE: Analytics Business Development ManagerDEPARTMENT: Industrial & Mining (C&I )REPORTING TO: C&I and DDS DirectorADDITIONAL INFO: Frequent travel to customer sites, to support clients and to drive top line growth of Gilbarco Veeder-Root (GVR) Analytics mining portfolio.PURPOSE OF POSITIONGilbarco Veeder-Root MEA requires a growth focused sales professional who has successfully created positive impact through year-on-year business expansion. The ideal candidate will know – and have run all phases of a sales cycle, including qualification, sales pursuit and close by applying deep sales process and technical expertise. Develop relationships with key buyers and decision-makers at new and existing clients by utilising a differentiated roadmap and framework leveraging the latest technologies and approaches.The Analytics Business Development Manager role in Mining will provide analytics-based solutions to new & existing mining and commercial customers. These solutions will span the entire value-chain of basic and advanced analytics product offerings.This is an exciting opportunity for an experienced industry professional with strong core technical skills and architecture understanding to join and add value to a highly-driven team.Responsible for actively driving and managing the sales process with customers, the Analytics Business Development Manager must be able to articulate the company’s technology and product portfolio, positioning to both business and technical users.Primarily engaged in a sales role, the Analytics Business Development Manager will identify customers technical and business requirements, prior to proposing the ideal analytics-based solution.Working as part of GVR MEA’s C&I Business Unit, this is a specialist sales role to promote GVR MEA’s Data & Decision Science Analytics capabilities with new and current strategic customers. The role is focussed very much on new business acquisition in addition to expanding existing strategic clients.KEY RESPONSIBILITIESSupport GVR MEA by enabling customers to define, develop, and deploy their next-generation Data and Analytics strategy.Build strategic relationships with executives and key decision makers in our clients to promote our portfolio of Data & Analytics solutions.Allow our clients to empower their organizations with analytics, by providing their business users the tools and capabilities to understand and analyze data, visualize information, predict business and operational outcomes and automate decision making using machine learning.Prospect for new client engagement & opportunity development.Leverage the wider sales GVR MEA C&I team to plan the overall Data & Analytics strategy within a set of defined accounts.Manage all aspects of a sales cycle from opportunity identification, through to the negotiation and closure of contracts.Gain the trust of senior IT and business executives within named accounts and foster long-term partnerships.Be proactive with our clients to ensure that the GVR MEA Data & Analytics capabilities become the first choice for our strategic customersProduct and solution costingPreparing CVP’s (fit for purpose solution)Business case modelling on current vs target state, and clearly articulate financial and value propositionCollaborate with clients to ensure comprehensive and accurate understanding of their requirement and devise effective resolutions through innovative solutions architectureHigh Calibre presentation skills, to convey architected solutions/proposals to all client levels including C-Suite clienteleAbility to influence at a C-Suite levelAdhere to good governance, risk and compliance within the within the broader GVR governance standardsDELEGATION OF AUTHORITYAs per the formal Delegating of Authority (DOA)POSITION RELATIONSHIPSInternalSalesKAMFinanceOpsDDSEngineeringExternalClientsMEASURES OF PERFORMANCE (INDICATORS)Leading Indicators$ value of Sales Funnel in Stage 3+ at minimum 100% of pro rata projected annual targetLagging Indicators$ Value of Sales conversion at minimum 100% of pro rata projected annual targetPERSONAL QUALIFICATIONS & EXPERIENCEEducation/achievementsTechnical qualification or degreeKnowledge of Analytics and Data ScienceBusiness qualificationExperience/KnowledgeExtensive experience in enterprise sales rolesExtensive experience in selling Data, Analytics, and Business Intelligence solutionsA background in consultative customer engagement with an Analytics Software provider or on the sales team of an Analytics resellerWritten and verbal communication skills; ability to present to executives and senior executivesAbility to sell solutions in a multiproduct environment, On-premise, Hybrid or as a ServiceProven ability to work with global cross-functional teams and achieve success for customersBalance of strategic and tactical skillsSolution selling approach, Business case, ROI etc.In-depth knowledge of an industry or industriesDemonstrated Experience in Influencing and directing conversations with others through storyboard tellingAll the required elements with the following:Demonstrated experience in client engagement to elicit requirements and build a solution based on an initial vague or ambiguous requirementRegulatorySpecific SkillsExtensive knowledge in advanced data productsExtensive Experience in in-field technologies and solutionsExperience in Cloud technologiesStrong interpersonal skillsInnovatorAbility to aggregate different technology platformsProblem solverDisplays discipline and logic;Uncovers and clearly articulates the problem that needs to be solved.Is committed to excellence and understands how daily work impacts the customerHighly organized and task and deadline oriented displaying intense sense of urgencyDedicated to exceeding customer expectationsHigh problem solving aptitudeStrong customer facing interactionTravel and flexibilityAbility to work under pressureDemonstrate humility and self-awarenessPotential SkillsCommercialization & Innovation: Ability to create and monetize new innovative ideas suites based on current trends that are seen to be vital to the market and customersWHO IS GILBARCO VEEDER-ROOTGilbarco Veeder-Root, a Vontier company, is the worldwide technology leader for retail and commercial fueling operations, offering the broadest range of integrated solutions from the forecourt to the convenience store and head office. For over 150 years, Gilbarco has earned the trust of its customers by providing long-term partnership, uncompromising support, and proven reliability. Major product lines include fuel dispensers, tank gauges and fleet management systems.WHO IS VONTIERVontier (NYSE: VNT) is a global industrial technology company uniting productivity, automation and multi-energy technologies to meet the needs of a rapidly evolving, more connected mobility ecosystem. Leveraging leading market positions, decades of domain expertise and unparalleled portfolio breadth, Vontier enables the way the world moves – delivering smart, safe and sustainable solutions to our customers and the planet. Vontier has a culture of continuous improvement and innovation built upon the foundation of the Vontier Business System and embraced by colleagues worldwide. Additional information about Vontier is available on the Company’s website at .At Vontier, we empower you to steer your career in the direction of success with a dynamic, innovative, and inclusive environment.Our commitment to personal growth, work-life balance, and collaboration fuels a culture where your contributions drive meaningful change. We provide the roadmap for continuous learning, allowing creativity to flourish and ideas to accelerate into impactful solutions that contribute to a sustainable future.Join our community of passionate people who work together to navigate challenges and seize opportunities. At Vontier, you are not on this journey alone-we are dedicated to equipping you with the tools and support needed to fuel your innovation, lead with impact, and thrive both personally and professionally.Together, let’s enable the way the world moves!
