Business Development and Sales for BU CO – PAVA in SPAIN

• Actively manage existing customer structure (PAVA) and develop new customers.
• Build up relevant network of indirect SI’s (2nd Tier) to secure that relevant part of country TNS is based on run-rate business via DI’s.
• Ensure sales targets by increasing share of wallet with existing customers and in existing business, identifying additional business opportunities, or developing potential new ones in Spain.
• Conduct regular customer visits and establish close relationship with customers in Spain.
• Execute basic design & quotation on projects, and monthly follow up on open quotes.
• Develop, implement and follow-up on business development approach for key verticals
• Actively work with key influencers and end-users and act as Key Influencer for defined local influencers. Get involved in tender specification of large projects, drive specification of BT, and convert these tenders into leads.
• Provide feedback on market sizes and trends, customer/end-user needs and support collection of

competitor information.

• Drive proper use of CRM, insert your customer related data such as account information, activities, opportunities regularly into CRM and make use of available CRM data and reports to follow-up; Make active use also of other specific sales IT tools (SAP, Cheetah, etc).
• Drive healthy project pipeline in country, to at least 3-4 times sales targets.
• Increase average hit rate on project business.