JOB DESCRIPTION

Head Business Development (NATO)

The Company
Our client has been built via organic growth and is quite successful having acquired some major
framework contracts with the European Institutions.
Recently the decision has been taken to reinforce the Program Management & Business
Development functions in order to better tap into upcoming opportunities and exploit existing
contracts. In addition since 1/10/2015 the management of NATO account has been transferred to Belgium hence there is a need to build a new unit.

Position overview
This position aims at introducing our client and get qualified among the suppliers of ICT Services
for NATO. It encompasses the negotiation, definition and monitoring of the contracts with the
various stakeholders, business domains, customers and constituency of the Contracting unit, in
alignment with the agreed strategy. This function also contributes to the development of the
maintenance of the budget together with the ICT and finance stakeholders.

Reporting
This position reports to the Managing Director.
This role will carry the task of developing new business building a strong pipeline and position the
company within the targeted qualified opportunities to create the best possible boundary
conditions to win new deals.

Main responsibilities
Key duties and responsibilities of which the appointed candidate will be accountable are:

• Identifying target opportunities
• Managing the Business Creation, planning and executing actions aimed at increasing visibility and credibility with the end-user, and in doing so, spot out relevant business opportunities aimed at closing relevant deals that will contribute to grow Volumes and Margin
• The successful candidate will have a background and track record in selling to NATO and in general in the market of ICT Solutions and Services, (especially in TC, cloud based and cyber security knowledge will be a plus), is a thought leader, with a strong sales orientation and natural ability to socialize quickly building relationships, with an Executive approach and in particular will have to:
  • Have a strong network within the NATO, related agencies and in particular with the relevant target players;
    o Be used to work on transnational business opportunities work on large and complex strategic deals being able to define tailor made compelling value propositions that will position the company as a winning player towards the targeted prospects, making sure that the customer perceives the added value that the firm can bring;
    o Be able to qualify relevant opportunities and build consequently the required
    business case to enable the company management to decide whether or not
    pursue the given deal
    o Used to work in matrix organizations, he has experience in facilitating large and
    complex Sales projects through all functions of the Group, thus maximizing
    responsiveness to customers, competitiveness and likelihood of success;
    o Have a clear hunting attitude in opportunities discovery, being at the same time
    able to follow up the entire process both from the client development stand-point
    as well as the internal selling pursuing diligently each steps until the final closing,
    ready to jump afterwards on a new opportunity.

His profile will encompass:

• Entrepreneurial approach, with drive and charisma.
• Seniority in terms of experience (the ideal candidate should have 10/15 years of positive business track record)
• Determination and professionalism to build the morale and momentum of the team, so as to inject enthusiasm and energy into Unit activity, as well as reflecting in the relationship with the clients the winning image of the company.
• Experience of at least 10 years in Sales organizations, with specific experience in Business Development roles.
• Fully aware of the P&L management requirements. Holds a University degree.
• Is not only literate, but well acquainted with the use of IT tools required to prepare documents.
• Has good presentation skills and he’s/she is fluent in English, besides the local mother tongue to interact with client’s as well as with the International colleagues of the Global Account team. Knowledge of German and any other European language will be a plus.
• Customer oriented, with a proper focus on customer satisfaction and service, is able to understand end-users requirements and is able to position properly his/her portfolio of services and solutions towards the competition.