Note: The job is a remote job and is open to candidates in USA. Lucy Group Ltd is a company focused on Smart Street Lighting and Smart City sectors, seeking a Head of Business Development for North America. This leadership role involves managing partnerships, driving revenue growth, and leading a team to establish the company as a leading provider in the region.

Responsibilities

• Business Development: Participate in formulating the strategy and identifying, evaluating, and structuring key transactions to ensure continued financial health and maximum value creation through the entire product life cycle. Transactions may involve alliances, collaborations, mergers and acquisitions, in- and out-licensing initiatives, and other activities
• Customer Relationship Development / Prospecting: Develop and implement relationship management plans for complex potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues
• Customer Needs Clarification: Set clear objectives for each sales call; develop and make presentations that are tailored to the known interests, needs, issues, and concerns of decision-makers and influencers within the customer organization; gather and analyze relevant information; and gain agreement to a statement of customer requirements
• Sales Opportunities Creation: Develop a personal network within the business sector and represent the organization at business sector events. Obtain market intelligence and enhance the visibility and reputation of the organization, its products, and its services
• Sell Customer Propositions: Configure a complex product-and-services solution and associated contractual terms that meet the customer's mid- to long-term needs, taking input from relevant internal specialists. Present the solution to customer representatives and negotiate agreement within a predefined range of commercial parameters, or, alternately, review sales proposals from team members and authorize those that deviate from standard terms, escalating issues to senior management where appropriate
• Promoting Customer Focus: Develop internal marketing plans and work collaboratively with other departments to improve internal relationships and build strong external customer relationships
• Customer Relationship Management / Account Management: Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Manage ongoing relationships with identified customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input
• Customer Relationship Management (CRM) Data: Oversee the implementation and maintenance of the CRM system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships
• Operational Compliance: Maintain and renew a deep knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards. Or identify, within the team, patterns of noncompliance with the organization's policies and procedures and with relevant regulatory codes and codes of conduct, taking appropriate action to report and resolve these and escalating issues as appropriate
• Personal Capability Building: Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation, where relevant, to improve performance and fulfill personal potential. Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media

Skills

• Degree in Business, Engineering, Technology or a related field
• MBA or relevant executive education
• Significant experience 8-12 years' experience in business development, partnerships or commercial leadership across the Smart Street Lighting/Smart City sectors
• Proven track record of driving growth in North American markets
• Experience managing and developing teams
• Demonstrated success in negotiating and closing complex, high value deals
• Experience selling and scaling solutions that combine hardware, software, and services
• Demonstrated success in managing partners such as system integrators and distributors
• Experience working in or with multinational organizations
• Strong strategic thinking and commercial acumen
• Solid understanding of Smart Street Lighting technologies, IoT eco-systems and data driven solutions
• Deep understanding of North American market dynamics and business culture
• Excellent relationship – building and stakeholder management skills
• Advanced negotiation and influencing capabilities
• Ability to operate autonomously and make decision in a regional leadership role
• Strong leadership and people development skills
• Master's Degree or Equivalent Level
• Experience enables job holder to deal with the majority of situations and to advise others (Over 3 years to 6 years)
• Experience of general supervision of more junior colleagues (7 to 12 months)

Company Overview