As the leader
responsible for business development and commercial growth at RMSI across
Australia, your role is multifaceted and pivotal in driving the company's
success in the region.
Utilising your commercial and technical
expertise coupled with your client engagement skills, you will be responsible
for sales for RMSI as a leader in Telecommunication engineering services, mapping/GIS
services, digital technologies, and utility networks.
You will be responsible for driving new sales
and client acquisition through identifying new service opportunities, developing
proposals and RFP responses, building client & industry relationships and executing
commercial agreements for the supply of services.
The role will require strategic thinking
abilities complemented by excellent leadership, interpersonal and relationship
building skills as well as an ability to deal with a range of difficult and
complex issues.
You must possess an in-depth understanding of
RMSI services and solutions, particularly those supporting the planning and
design of Telecom network deployment, Mapping & GIS services, Utility Network
GIS services and Digital solutions.
The successful candidate will be tasked with achieving predetermined business growth objectives within the
market. This necessitates fostering enduring relationships with key stakeholders to drive sustained account expansion and success.
Requirements1. Market Analysis and Opportunity Identification:
· Conduct
thorough market research to identify emerging trends, client needs, and
competitive landscape in the telecommunication engineering, mapping/GIS,
digital technologies, and utility networks sectors.
· Analyse
industry developments, regulatory changes, and technological advancements to
stay ahead of the curve.
2. Strategic
Planning:
· Develop
a strategic plan outlining objectives, targets, and tactics for achieving
business growth and market expansion.
· Proficient
use of Sales CRM systems and platforms.
· Identify
key market segments and prioritise opportunities based on revenue potential
and strategic fit with RMSI's capabilities.
3. Client
Engagement and Relationship Management:
· Cultivate
strong relationships with existing clients, understanding their evolving needs,
and providing tailored solutions to address them.
· Regularly
engage with key stakeholders, including decision-makers and influencers, to
maintain rapport and gather feedback.
· Act
as a trusted advisor to clients, offering insights and thought leadership to
help them achieve their business objectives.
4. New
Business Development:
· Proactively
identify and pursue new sales opportunities through targeted prospecting,
networking, and lead generation activities.
· Collaborate
with the marketing team to develop compelling sales collateral, case studies,
and presentations that showcase RMSI's value proposition and differentiation.
· Respond
effectively to requests for proposals (RFPs) by crafting persuasive proposals
that align with client requirements and highlight RMSI's expertise and
capabilities.
5. Commercial
Agreements and Contract Negotiation:
· Lead
contract negotiations with clients, ensuring favourable terms and conditions
that mitigate risk while maximizing value for RMSI.
· Work
closely with legal and finance teams to review contracts, manage contract
lifecycle, and ensure compliance with regulatory requirements.
6. Team
Leadership and Collaboration:
· Collaborate
with RMSI’s operational, global sales and business development teams,
fostering a culture of high performance, accountability, and continuous
improvement.
· Encourage
collaboration and knowledge sharing across departments, leveraging internal
expertise to deliver innovative solutions and address complex client
challenges.
7. Performance
Monitoring and Reporting:
· Drive
key performance indicators (KPIs) to measure progress against business
objectives, tracking sales pipeline, revenue and order booking targets, and
market share.
· Regularly
report on sales performance, market trends, and competitive insights to
senior management, providing actionable recommendations for business optimisation
and growth acceleration.
Benefits
Skills Required
- Proven experience in business development and sales for telecommunication engineering, Mapping/GIS, digital technologies, or utility networks
- In-depth understanding of telecom network planning and design, Mapping & GIS services, Utility Network GIS services, and digital solutions
- Proven ability to identify opportunities, develop proposals, and respond to RFPs
- Proficiency with Sales CRM systems and platforms
- Strong client engagement, relationship building, and stakeholder management skills
- Experience leading commercial contract negotiations and managing commercial agreements
- Ability to work with legal and finance teams on contract review and compliance
- Strategic planning and market analysis capabilities, including tracking industry and regulatory changes
- Team leadership and cross-functional collaboration experience with operational and global sales teams
- Experience driving and reporting on sales KPIs, pipeline, revenue and order booking targets
- Excellent interpersonal, communication, and presentation skills
What We Do
RMSI is a global leader in geospatial and engineering solutions. These solutions address global issues of climate change, natural calamities, human habitation, food security, autonomous transportation, smart utilities and networks. RMSI's core competency lies in providing solutions across the entire geospatial value chain - from data enhancement including every manner of data conversion to software development, modeling, analytics, and consulting. RMSI has the highest levels of certifications and accreditations for its processes, information security and health and safety standards including CMMI Level 5, ISO 27001:2013, ISO 14001:2015, ISO 9001:2015 and ISO 45001:2018.
