About Luxtrust
We are a multicultural and forward-thinking qualified Trust Services Provider based in Capellen, Luxembourg, with over 110 professionals and actively expanding our business internationally. We provide state-of-the-art on on-boarding, digital identities, strong authentication and security services, and qualified electronic signatures, all bundled into integrated digital documents & identity management solutions.
As a Trusted Partner, we prioritize building long-lasting relationships with our international clients and stakeholders, based on trust and integrity. We strive to be a Committed Partner, dedicating ourselves to delivering exceptional performance and showing steadfast commitment to make a positive impact. As a Visionary Scout, we are constantly seeking out new opportunities for growth and innovation, always staying ahead of the curve in our industry.
Join us in our mission to drive innovation and co-create a better future!
We are currently looking for a motivated and driven Business Development Manager for our Luxembourgish business unit under a permanent contract.
Summary
Missions of the role
Sales development
- Directly contribute to profitable revenue growth: prospect new accounts and close deals
- Help penetrate the market with LuxTrust’s solutions portfolio
- Meet or exceed sales goals
- Provide customers and prospects with accurate proposals and quotations
- Actively contribute to RFP process when assigned and accordingly with internal processes
- Review own sales performance, aiming at meeting or exceeding company’s targets
Account management
- Build, maintain, and be accountable for strong and long-lasting relationship with existing clients
- Serve as the lead point of contact for all customer account management matters and act as client’s first level escalation level (after Customer Care involvement)
- Ensure a high level of customer satisfaction
- Make sure clients are aware of roadmap evolutions in order to ensure client retention and stimulate upsells (roadmap communication to clients is submitted to management approval beforehand)
- Make sure the clients implement our solutions and products accordingly with our validated models Elaborate a yearly upsell action plan on your territory (stakeholders, decision makers, solution project status, level of interest, …) and identify upsell opportunities
- Take care of contract renewal and ensure that LuxTrust meets its contractual obligations, including towards RAs and Application Providers
- Collect customer’s feedback and satisfaction level in order to ensure that this is known and followed up within LuxTrust
Activities
Develop consultative selling approach
- Gain, document and internally share clear understanding of prospect’s / client’s business context, objectives, requirements, expectations and constraints
- Develop and maintain a well-coordinated relationships with key customer’s decision makers and influencers
- Manage sales and win plans
- Ensure proper account follow-up
- Identify, document and escalate roadblocks, if any
- Own problem management (for own accounts), if and when applicable
- Negotiate customer conflict resolution, if applicable
- Advise customers on forthcoming product developments
- Maximize Total Customer’s Experience (TCE)
Help build operational excellence
- Actively maintain the sales pipeline
- Provide accurate and regular reporting
- Follow Marketing leads accordingly with the lead management process
- Supports the sales forecast process with a focus on accuracy and predictability
- Follow the CRM process for the invoicing and billing process
- Help improve LuxTrust processes wherever possible
- Maintain accurate view on opportunity lead to cash progress status
- Manage customer contracts and maintain related library
- Help maximize collaboration between Commercial and other departments
- Help LuxTrust leverage the dematerialization advantage for its own benefits
- Help maximize the results of marketing initiatives
- Maximize re-use (e.g. write for maximum re-use)
- Challenge management, if and when appropriate
Help develop LuxTrust solution portfolio (i.e. help LuxTrust develop for sustainable growth)
- Write problem statements, suggest solution leading to new value propositions
- Help transform LuxTrust into a well-recognized e-identity and trust services provider
- Help align LuxTrust’s services and solutions portfolio with market needs and trends
- Provide competitive intelligence
- Leverage customer’s feedback and propose ideas for innovative solution development
Progressively become subject matter expert in the field of eIDAS
Other duties as assigned
Required skills
Qualifications / diploma(s): Bachelor’s or Master’s degree or related experience
Years of experience in the area: At least 5 years of experience in IT business and salesmanship
Languages: French and English fluent. Any other language is an asset.
Specific skills:
- Results driven
- Customer minded
- Solution and business minded
- Opinion leader
- Innovative / creative
- Team player
- Rigorous and methodic
- Experience in IT business and salesmanship
- Problem solving minded
- Works in autonomy and demonstrates constant initiative and proactivity
- Addresses challenges with a positive and constructive mindset
Core competencies at LuxTrust:
- Analytical mindset & decision making
- Organizational fluency
- Personal effectiveness
- Results-driven
- Client service mindset
- Strategic vision
- Leadership
Our company is committed to fair recruitment, based on the skills of each candidate, regardless of gender nationality, sexual orientation, religion, or any other discriminatory criterion.
Please note that in order to comply with our regulatory requirements an extract of the criminal record is requested upon entry into service