Business Development Manager - Rentals

Company Overview

At Motorola Solutions, we believe that everything starts with our people. We’re a global close-knit community, united by the relentless pursuit to help keep people safer everywhere. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future.

Department Overview

Motorola Solutions Australia operates a stand alone Rentals business unit that focuses on both short term major events such as music concert or sporting events and longer term communications hire at stadiums, showgrounds, conferences, exhibition halls and industrial factories.

This role will provide focus and business oversight of our national rental customers to ensure a consistent engagement experience, as well as identify new rental customer and go to market opportunities focusing on land mobile communications with future inclusion of expansion portfolio products and services.

Job Description

The Customer Support Manager (CSM) provides intense and appropriate customer focus and satisfaction during the delivery of Motorola’s Lifecycle Service products. The CSM manages government contracts with responsibility for successful delivery of Service products for Local government customers. Manages the relations with external partners responsible for delivering Service products to customers. Responsible for contract renewals, proposals, accurate forecasting, development of Statements of Work, and meeting P&L and receivables goals; overseeing contract P&L performance including meeting Service billing and cost performance goals. Responsible for marketing sophisticated / integrated service programs to multiple layers within customer organizations and works closely with the direct and indirect Sales teams. The CSM is responsible for the development of service account plans and profiles, goals and strategies within assigned accounts. Major emphasis includes developing customer relationships that will position Motorola for Service growth throughout the designated customer base. Must be willing to travel throughout the designated region.

• Develop and meet Rentals business sales goals for the designated Motorola Solutions radio communication products and services
• Develop a pipeline to incorporate future growth incorporating expansion portfolio such as video and video software products in the portfolio through extensive opportunity development
• Partner with Rentals sales agents to promote and develop Rental solutions for existing and new customers
• Develop trusted partner relationships within the  Motorola dealer network including also working with region/territory managers, sales account managers, enterprise architects and system integrators as a means of developing growth
• Represent the business at external Rental trade show or expos for purposes of identifying new Rental market opportunities
• Responsible for supporting strategic account planning for direct accounts as it relates to Rental growth including a comprehensive sales and retention plan for each Rental major account.
• Act as a trusted adviser to influence customer’s technology platform and solutions decisions
• Support the preparation of formal proposals and respond to tenders and present to all levels of the organisation including executive level

• Routing qualified opportunities to the nominated account lead for further development and closure.
• Forecast accurately for all transactions to ensure that the Supply chain can support the business in a timely and professional manner.

• Provide timely reports out of Salesforce on sales activity performance.
• Stay current on competitive developments and recommend actions.
• Maintain a high level of market and product knowledge to maximize performance.
• To Comply with Motorola Solutions requirements with regard to internal controls and code of conduct

Basic Requirements

Education and Qualifications 

Essential: 

• Tertiary education (Bachelor level) 

Experience and Skills 

Essential:

• Demonstrated experience and understanding of major event logistics, short term / long term hire sector
• Advanced sales & business management training 
• Ability to write customer facing proposals with financial acumen to construct deal pricing
• Minimum 5 years sales or business management 
• Proven strategic thinking capability 

Desirable:

• Familiarity with Baseplan hire management software
• Fluency in Salesforce .com or equivalent CRM system, knowledge of the Miller Heiman sales methodology 

Personal Attributes 

• Maturity, enthusiasm, goal driven, initiative, excellent verbal & written communication skills, strong interpersonal skills, self motivated with the ability to work autonomously. 
• Inherent curiosity, value based thinking and tenacious attitude to achieve results. 

Other Requirements

• Successful applicants will be required to pass a police security clearance
• Some national travel will be required

Travel Requirements

25-50%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

Yes

EEO Statement

Motorola Solutions is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion or belief, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other legally-protected characteristic. 

We are proud of our people-first and community-focused culture, empowering every Motorolan to be their most authentic self and to do their best work to deliver on the promise of a safer world. If you’d like to join our team but feel that you don’t quite meet all of the preferred skills, we’d still love to hear why you think you’d be a great addition to our team.