XEVA
Business Development Manager Vacancy – NORTHERN BASED, UK
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Role Overview
We are seeking a highly motivated and commercially driven Business Development Manager to identify, develop, and win new business opportunities across our target markets. The primary objective of this role is to increase market share by actively targeting competitor accounts and converting existing users of alternative technologies, products, and services to Motorola Solutions offerings.
The successful candidate will be responsible for developing strategic customer acquisition plans, building strong stakeholder relationships, and positioning Motorola Solutions as the preferred technology partner. This role requires a solid understanding of technology and demonstration skills, a proactive "hunter" mentality, and a proven ability to displace incumbent suppliers and deliver sustainable revenue growth through competitive conversions.
Key Responsibilities
Market Share Growth
- Identify and target competitor-held accounts within assigned territories and vertical markets.
- Develop and execute strategies to win market share from incumbent providers.
- Analyse competitor strengths, weaknesses, pricing models, and customer relationships to create compelling competitive sales campaigns.
- Build and maintain a robust pipeline of competitive replacement opportunities.
Motorola Solutions Conversion Strategy
- Drive the migration of customers from non-Motorola technologies, products, and services to the Motorola Solutions portfolio.
- Position Motorola Solutions' advantages through consultative selling and value-based business cases.
- Identify opportunities to upgrade or replace legacy communication and managed service solutions.
- Work closely with Motorola Solutions teams and channel partners to maximise conversion opportunities.
Business Development
- Generate new business opportunities through prospecting, networking, referrals, industry events, and strategic account targeting.
- Develop relationships with senior decision-makers, including operational leaders, procurement teams, technical stakeholders, and executive management.
- Create account development plans for high-value target organisations.
- Maintain accurate sales forecasts and pipeline reporting within CRM systems.
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Strategic Customer Engagement
- Understand customer operational challenges and develop solutions aligned to business objectives.
- Deliver compelling presentations, demonstrations, and commercial proposals.
- Lead customer negotiations and support contract closure activities.
- Ensure a seamless transition from sales to implementation and ongoing account management teams.
Industry & Market Intelligence
- Monitor market trends, competitor activity, emerging technologies, and regulatory developments.
- Provide market feedback to internal stakeholders to support business strategy.
- Identify new vertical market opportunities for XEVA and Motorola Solutions products and services.
Key Performance Indicators (KPIs)
- Annual new business revenue target achievement.
- Market share growth within assigned sectors and territories.
- Number and value of competitor accounts converted.
- Revenue generated from Motorola Solutions product and service adoption.
- Pipeline generation and conversion rates.
- Gross margin performance.
- Customer acquisition and retention metrics.
- Sales activity and CRM compliance.
Skills & Experience
We welcome interest from strong candidates working in other technology sectors as full training will be given.
Essential
- Proven track record in business development, new business sales, or strategic account acquisition.
- Demonstrable success in winning business from competitors.
- Experience selling technology, communications, security, software, or managed service solutions.
- Strong consultative and value-based selling skills.
- Ability to engage with stakeholders from operational through to executive level.
- Commercially astute with strong negotiation and presentation skills.
- Self-motivated with a proactive and results-driven approach.
- Full UK driving licence.
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Desirable
- Experience within the critical communications, public safety, security technology, or enterprise solutions sectors.
- Knowledge of Motorola Solutions products and services.
- Experience selling two-way radio, body-worn video, and managed services.
- Understanding of public sector procurement and framework agreements.
Personal Attributes
- Competitive and driven to win new business.
- Strategic thinker with strong commercial awareness.
- Resilient and persistent in pursuing opportunities.
- Excellent communicator and relationship builder.
- Comfortable challenging incumbent suppliers and changing customer perceptions.
- Highly organised with strong planning and pipeline management skills.
- Team-oriented while maintaining an independent, entrepreneurial mindset.
Why Join Us?
This is an opportunity to play a pivotal role in expanding our market presence and accelerating the adoption of Motorola Solutions technologies across key sectors through XEVA's existing customer base and new partner acquisition. You will have the autonomy to drive growth, challenge competitors, and directly influence the company's strategic success through the acquisition of new customers and competitive conversions. Northern-based.
Travel Requirements
This is a field-based role requiring regular travel throughout the UK and, where necessary, Ireland.
- Expected travel is approximately 50-70% of working time, visiting prospective customers, industry events, Motorola Solutions partners, and key stakeholder meetings.
- Frequent face-to-face engagement with target accounts is a critical success factor in the role.
- Occasional overnight stays will be required depending on customer locations and event commitments.
- Attendance at trade shows, exhibitions, Motorola Solutions conferences, and sales training events will be expected.
- A full UK driving licence is essential.
- Flexibility to travel at short notice to support strategic opportunities and competitive displacement activities is required.
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