Strategic Business Development Manager

Job Purpose: To lead the development and execution of strategic sales and business growth initiatives across Italian territory, with a focus on End Users, A&E consultants and key channel partners. This role combines key account management, solution-based selling, and project development to drive sustainable growth through both existing relationships and new business opportunities. Reporting to: Country Manager (Italy & Greece) Direct Reports: None Location: Field-based (Italy) Key Responsibilities: Strategic Business Development - Identify vertical market challenges (e.g., City Surveillance & Smart City, Energy & Critical Infrastructure, Retail) and offer tailored, value-driven Hanwha Vision solutions. - Develop and manage a pipeline of new business opportunities from early-stage lead through to order conversion. - Actively create demand and influence project specifications by working closely with consultants, specifiers, M&E, and building contractors. - Collaborate with regional and national sales teams to ensure seamless handover of specified projects and maintain customer satisfaction through to delivery. - Monitor industry trends, competitor activity, and market dynamics to inform strategic direction. Channel & Key Account Management - Maintain regular contact with key clients and partners, including A&E consultants and end users, to ensure satisfaction, product availability, and opportunity identification. - Manage and grow relationships with Distributor staff, System Integrators, and other STEP partners in the assigned area of competence. - Promote and deliver training on Hanwha Vision products and software to partners to drive solution adoption. Solutions & Specification Development - Position Hanwha Vision technologies (e.g., SSM & WAVE VMS) within early-stage project discussions. - Engage in consultative selling to develop bespoke solutions aligned with customer pain points. - Collaborate with technical and marketing teams to develop vertical-specific sales materials and tools. - Work with technology partners to position Hanwha as part of end-to-end or preferred solutions in the consultant community. Commercial Planning & Reporting - Track and report sales activity, project status, and pipeline updates through Salesforce CRM and other internal reporting systems. - Analyse and evaluate business development methods, project outcomes, and ROI to drive continuous improvement. - Support the wider sales team in achieving national and regional targets through aligned efforts and cross-functional collaboration. Brand & Market Presence - Represent Hanwha Vision at trade shows, industry events, and partner engagements. - Help elevate the company's image as a trusted, innovative, and solution-focused provider in the security and surveillance industry. Performance Measurement: Performance will be assessed on: - Project Order Intake (volume and value) in assigned verticals and regions. - Growth and development of existing key accounts. - Contribution to national sales performance and strategic initiatives. - Successful specification and "pull-through" of projects into order. Key Requirements: - Proven experience in a similar role within the security industry. - Strong understanding of the complex sales process, involving End Users, consultant (A&E), and channel partners (Integrators and Distributors) - Demonstrated success in developing business through specification and consultative selling. - Experience working with System Integrators, Distributors, Consultants, and End Users. - Proficient in Microsoft Office Suite (Excel, PowerPoint) and CRM tools (e.g., Salesforce). - Ability to manage complex sales cycles and large-scale projects. - Excellent communication, presentation, and interpersonal skills. - Strategic thinker with a hands-on, results-driven approach. - Highly organised, with strong attention to detail and ability to work autonomously. - Degree-level education in Business, Technical or related field. - Full clean Italian driving license. - Italian mother tongue - Fluent in English. Location: - Field-based with regular client visits, site meetings, and industry events. - Required to attend meetings in Hanwha Vision Milan office when requested and HQ in Chertsey, (HQ) as necessary.