Business Development Manager

Job Description

• Engage in a consultative, relationship-driven proactive sales process, focusing on 20-30 prospects/accounts. Be accountable for driving aggressive sales goals, and executing engagement strategies, and tactics with the support and mentorship of the Regional BD Director. Identify and build credible relationships from the engineering level to C-level personnel, accelerating the sales cycle from sensor test/evaluation to POC and small field test deployments with Hesai sensors.

• Qualify incoming leads for the North American region collected or generated from Hesai's corporate website, tradeshows, and various marketing campaigns.

• Utilize Hesai North America's CRM as the database management tool, maintaining all customer and contact information, tracking and logging activities from emails and calls to revenue forecasts, including products and deliverable due dates.

• Manage a short list of existing customers, responsible for developing proactive sales engagement strategies, co-marketing support programs, and tactics to increase sensor revenue quarter over quarter.

• Coordinate and provide logistics support to Hesai's Digital/Event Marketing team for NAM tradeshows and industry conferences. Attend trade shows to engage with potential and targeted prospects, strengthening relationships with existing customers.

• Identify new customer/prospect requirements and communicate them to product management, industry manager/product marketing, and engineering teams. Be highly responsive to customer needs and work cross-functionally internally to satisfy customers, grow relationships, and maintain internal reporting/forecasting for business operations and finance teams.

Requirements

• High technical proficiency with all aspects of LiDAR sensors and complementary sensors, understanding LiDAR technical approaches, and various real-world use cases from autonomous vehicles to smart infrastructure, to 3D digital imaging survey/mapping.

• Track record of exceeding sales targets, business development goals, account management goals, or successful customer-related projects.

• Curious and analytical, able to understand customer perspectives and preemptively offer solutions to potential barriers.

• Resourceful and creative in finding efficient and effective ways to achieve goals.

• Hungry and results-oriented, demonstrating a strong work ethic, and motivation to learn, plan, execute, deliver, and be accountable for results.

• Product Development experience from quote to production.

• Organized and diligent, following up regularly to maintain momentum with counterparties and equipped with all required documents, demo tools, internal sales processes, and communication methods.

• Polished and relatable, managing conversations and meetings with external parties smoothly and charismatically, communicating credibility with everyone from VPs to entry-level engineers/analysts.

• Self-aware, openness to constructive feedback, and proactively identifying opportunities for self-improvement.

• Account management experience with a focus on strategic high-level accounts with growth expectations.