Client is engaged, inter alia, in the provision of services for the onshore and offshore renewable energy sector at various sites. The Business Development Manager will look to secure the company new clients and to generate business for the renewables sector, as well as to continue to develop and market Client SA business interests.
REPORTING STRUCTURE
Reports directly to client General Manager.
- Cooperative reporting to Business Development Manager: Oil and Gas
- Cooperative reporting to Key Account Manager
- Cooperative reporting to Operations Manager
JOB PURPOSE
To build market position by locating, developing, defining, negotiating, and closing business relationships:
- Identify new business opportunities, including new markets, growth areas, trends, new partnerships or products, and services.
- To locate or propose potential business deals by contacting potential partners; discovering and exploring opportunities and synergies.
- To increase client base and in turn increase cash flow.
- To predict, diagnose, analyse and avoid potential business hazards, in conjunction with incumbent department heads.
- To negotiate service level agreements, framework agreements, memoranda of understanding and other relevant business structures with existing and future clients.
DUTIES, RESPONSIBILITIES AND AUTHORITIES
LEADERSHIP
- Brand Ambassador role. Maintain a positive outlook and ‘can do’ attitude.
- Identify new business opportunities – including new markets, growth areas, trends, new partnerships or new products and services.
- Focal point and primary contact for all new clients for all issues involving rate negotiation, new business opportunities, service level agreements, framework agreements, master service contracts.
- Possess a thorough understanding of the company’s services, the competition in the industry and positioning.
- Liaise with the clients Management Team to develop promotional strategies and activities to successfully target new business opportunities.
- Decisive decision making, with a clear understanding of when to escalate for General Manager input and approval.
SAFETY
- Inspection of documentation.
- Compliance: Familiarization with all company and client health and safety standards.
- Comply with company safety requirements.
Authority:
- Intervene in all non-compliances observed.
- Have the authority to stop work when hazardous conditions or at-risk behaviours are observed.
- Have the authority to intervene when unlawful instructions are given.
- Have the authority to remove people from a worksite should their actions or behaviors be deemed a risk to the activities / project.
QUALITY
- Understand the needs of client customers and be able to respond effectively with a plan how to meet these needs.
- Strong attention to detail and accuracy in your work.
- Keep abreast of trends and changes in the construction/work at height industry and market.
- Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
- Draw up client contracts - depending on the requirements, this may be outsourced to the relevant subject matter experts.
- Encourage and monitor efficient communication, establish and sustain the best practice standards.
- Comply with companies Integrated Management System and its procedures.
- Assist in updating relevant procedures.
- Manage all traceability of business development and execution on company’s central server.
PRODUCTION
- Maintain a perceived neutrality as the liaison between client and clients.
- Attending face-to-face meetings with clients.
- Assist the Key Account Manager to develop strategic business relationships with existing clients to ensure increased work scopes.
- Prepare and present powerful and persuasive sales presentations that effectively demonstrate the value proposition of the company.
- Remedy any client discontent that may lead to a decrease in work scopes.
- Maximise human potential and motivate staff for better results.
- Seek ways of improving the way in which the business operates.
PLANNING AND SCHEDULING
- Identify new business opportunities - including new markets, growth areas, trends, customer products.
- Seek out the appropriate contact in an organization.
- Generate leads and cold call prospective customers.
- Meet with customers/clients face to face, or online, as the customer prefers but with a firmly established regular travel schedule.
- Attend seminars, conferences and events where appropriate.
- Create and maintain a sales pipeline.
- Forecast sales targets and ensure they are met.
- Be organised and self-aware, consistently following up on leads and planning ahead.
- Handle objections and encourage the issuing of purchase orders.
- Think strategically and set aims and objectives in order to develop and improve the work strategically, carrying out necessary planning in order to implement operational changes.
- Liaise strategically with the local operations, HR, inspections and oil and gas, whilst maintaining focus on renewables.
FINANCIAL
- Be commercially aware and able to deliver profitable proposals that meet internal guidelines.
- Negotiate pricing with customers, and suppliers in some cases in conjunction with the General Manager and CFO.
- Negotiate SLA’s, MOU’s, FA’s and other relevant business structures with existing and future clients in conjunction with the General Manager.
- Use existing relationships to assist finance department with debt control and consistent payment of invoices in conjunction with the Financial Manager.
REPORTING
- Develop and maintain a deal pipeline to continuously grow the business and generate sales.
- Carry out sales forecasts & analysis and present the findings to the General Manager.
- Follow up with clients on quotation sent to project managers to keep BDM informed.
- Update and maintain RGA register in conjunction with Key Account Manager and operations.
- Submit monthly progress reports and ensure that the data is accurate for the General Manager report.
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