Business Development Engineer - Digital Solutions at Epiroc

Main duties and responsibilities:

Know your customer, your market, and Epiroc’s solutions:

• Stay abreast of relevant safety regulations and industry standards related to safety systems in mining.
• Clearly understand the key challenges our customers and how our digital solutions solve them.
• Understanding our current suite of digital products and helping customers understand the value and ROI of our products and solutions.
• Actively develop new business, including an actionable territory management plan with ambitious growth targets.
• Build and maintain relationships with key decision makers (technical and business) at current and prospective clients.
• Develop meaningful relationships with industry partners to advance mutual growth objectives.
• Deeply understand our Digital Solutions offerings and present as a believed advisor to our prospects.
• Research and develop a thorough understanding of the market, including prospects, partners and competitors, and work collaboratively with marketing, product development and other internal groups to maximize our offerings.

Sales management and execution:

• Keep meticulous records in our preferred CRM.
• Prepare detailed quotations, proposals, RFP responses, executive summaries, etc. that exceed customers’ expectations.
• Represent the company at trade shows, conferences, industry meetings and virtual events to initiate and progress sales.
• Lead sales activities from initial contact through deal close
• Generate new software licenses and technology product business opportunities through direct contact with mining companies and mining contractors.
• Generate upsell opportunities to existing customers, including account planning for key customers.
• Align and verify the proposed solution and pricing with the regional business manager and global sales support.
• Secure that the solution is in line with the product portfolio and that the needed resources are allocated for implementation and handover to support.
• Responsible for customer contact negotiations. Handover to local and central project organizations after contract signing.

Collaboration and competence development:

• Ensuring that you establish and maintain a relationship with local partners that are included in the digital ecosystem.
• Work together with the national sales teams within Epiroc to find synergies and create new business opportunities.
• Work with local CC and Global Marketing to plan and create leads-generating activities.
• Organize and deliver sales training and information sessions for internal stakeholders to create awareness of Digital products.
• Actively report and communicate customer requirements, trends, issues, and opportunities.
• Anything and everything else you and we can think of to drive success

Education and Experience:

• A degree in information systems, computer science or engineering. Alternatively, you can have a degree in business administration in combination with working experience within a technical environment.
• Minimum 5 years of working experience in sales/business development for software / digital solutions in B2B with a proven record of success.
• You have experience with interacting with and consulting customers on complex technical solutions.
• Ideally you are familiar with the mining and underground construction industry.

Competence:

• A safety-first and collaboration mentality
• Proven track record of success within enterprise-class software sales (B2B)
• Self-starter – you will own your region and know it like the back of your hand.
• Entrepreneurial spirit. We operate with a start-up mindset.
• Ability to prospect your region independently of business development efforts.
• You are self-driven with a hunter mentality and are willing to frequently within the region.
• Passionate about being in front of the customer and having the ability to explain the value of our digital products.
• You have excellent communication and negotiation skills and can generate trust.
• Able to multi-task – to handle multiple sales projects without sacrificing schedule or quality.
• Highly motivated, "hands-on", energized, enthusiastic with passion and commitment to doing things in the right way.
• Ability to work independently or as an integrated team member, as the situation requires.
• Strong written and verbal communication; native level fluency in English, additional languages an asset
• Fully computer literate with skill in Microsoft Office packages (Word, Excel, PowerPoint)