Director Business Development

Austin, TX, United States

UBEO Business Services, the premier provider of business technology products and services, is seeking to hire a Director of Business Development to join our team anywhere in the Central United States.

UBEO is a distributor/servicer of document equipment and software solutions. Primary products include Xerox, Ricoh, Canon and Konica Minolta multi-functional equipment and Kyocera printers. UBEO specializes in electronic document management software and integrations.

The primary responsibilities of this position is as follows:

Finance Partners and Portfolio Management

Owns all aspects of the financing business at a region level including alignment with corporate initiatives and direction.

Directs finance partner choice to the one that provides most value to the customer and UBEO.

Business partner with all of sales on portfolio management including deal structure, reporting and disposition of assets.

Conducts monthly and quarterly reviews on top opportunities with regional leadership to drive customer retention and profitability.

Owns rep rate card updates, distribution, and communication to the field

Knowledge leader of pricing programs, current promos and support mechanisms to best support profitable deal structure.

Interact with the finance and vendor credit process to ensure full and timely recognition of credits from vendors for transactional business.

Provides management, most notably President and VPGM, analysis to best support decision making.

Transaction/Bid Support and Strategy

Creates compelling opportunity win strategies for each assigned client, in particular focusing on early client engagement to either avoid or positively influence open-market tenders.

Leads the opportunity qualification to ensure that the opportunity is both attractive to UBEO and compelling for the client.

Oversees the permeation of the win themes into all aspects of the proposal, setting appropriate pricing levels and overall TCO, managing margin levels and leveraging creative deal structuring tools such as financing, rental, and subscription models.

Contributes to and vets bid questions to the client.

Manages the internal deal process and deliverables in accordance with regional leadership direction.

Summarizes the pricing proposal in client-facing language which is lucid and compelling; using the numbers to "tell the story"of why UBEO is the best choice of supplier.

Ensures the pricing aligns with the operational and commercial approach, particularly focusing on the client view of the numbers, checking orders of magnitude, selection of appropriate products/configuration, ensuring all (and only) services required by the client are included in the final price and that non-standard commercial proposals (T&Cs) have been developed in coordination regional leadership.

Conducts a critical review of the written proposal, both in terms of content and presentation. Owns preparation of the executive summary, which elucidates the opportunity win themes to client senior management.

Reviews and signs off client-facing pricing assumptions and internal pricing summary to clarify UBEO's offer, in preparation for post-award negotiation.

Reviews and signs off final client-facing pricing, ensuring all appropriate services are included and the price is competitive and aligns with proposed T&Cs, making adjustments in consultation with the client and regional leadership to win business, whilst meeting internal financial objectives.

Aligns bid pricing strategy with UBEO internal financial objectives and gains required approvals from management as appropriate.

Qualification

Bachelor’s Degree in Finance, Economics, Business Administration, or a related field.

5 years of experience in pricing, financial analysis, sales development or a related field.

5 years of experience constructing customer proposals for both products and services.

Experience working for technology companies in a commercial management, deal desk or pricing capacity.

Experience in developing and managing business plans, including revenue and margin projections.

Experience in a leadership capacity driving decisions and defending positions as needed.

Experience working in a global environment, with the associated cultural, economic and financial diversity.

Advanced knowledge of Excel and proficient with PowerPoint.

Team leadership, including leading teams in a cross-functional environment.

UBEO offers a competitive compensation package. UBEO also offers an excellent benefits package which is a significant part of our employee's total compensation. We strive to provide a broad range of competitive benefits designed to meet your personal needs and priorities. Our comprehensive benefits package includes:

Choice of medical, dental and vision plans that provide our employees and their families with high-quality healthcare, including orthodontia for both adults and child(ren)

Generous Company Paid Health Reimbursement Account Options to defray deductible expenses

Company paid life and accidental death and dismemberment insurance for you, your spouse and child(ren)

Flexible Spending and Health Savings Account Options - Set aside pre-tax dollars to cover out-of-pocket expenses related to health or dependent care

Voluntary coverages at low group rates including Aflac Insurance - In the event of death or disability, you can help protect your family against the loss of income with various types of insurance

Pet Insurance, breathe easy knowing Nationwide has your pets covered

Pre-paid legal coverage, access to experienced attorneys that can help you with any legal issue 24/7

A generous wealth accumulation program will help you achieve financial security for retirement. We offer a 401(K) Plan w/ Match upon eligibility and Free Financial Counseling

Generous vacation, holiday, and sick leave programs - as we believe that taking advantage of time away from work is essential for a well-balanced life

UBEO is an Equal Opportunity Employer and considers applicants for all positions without regard to age, sex, color, race, religion, national origin, disability, genetic information or predisposition, military/veteran status, citizenship status, marital status or any other group protected by applicable federal, state or local laws.

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