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Business Development Manager

Published
07/27/2023
Expires
05/31/2024
Location
Immingham, United Kingdom
Job Type

Description

Purpose 

The Business Development Manager is responsible for driving business
growth within the company, developing a network of contacts to attract new
clients, research new market opportunities and oversee growth projects,
making sales projections and forecasting revenue, in line with projected
income.

Accountabilities

  • Assess market trends, future developments, and opportunities
  • Identify development opportunities and agree a strategy with the Head of Business
    Development, in line with the Market Sector Strategy
  • Assist the Business Functions in producing information for proposal submissions
    and PQQs
  • Advise the Head of Business Development of potential alliances, Joint Ventures, and
    Acquisitions
  • Assist the Head of Business Development regarding operational matters
  • Produce a weekly BD update report and support in updates during the monthly BD
    Meeting
  • Support the BD Function in its delivery of company KPIs

Competencies

  • Able to identify laws affecting selling in an organisation (internal/external)
  • Understand and operate to company ethics policies and standards
  • Understand benefits of selling ethically
  • Initiate marketing plans (mission, audit/analysis, objectives, strategies, tactics,
    implementation, control)
  • Able to conduct market research using a range of methods
  • Can identify the features and benefits of our services and USPs
  • Able to identify channels or routes to market to promote our business
  • Able to identify client needs and wants
  • Understands client buyer decision-making process
  • Able to identify influences motivating the client
  • Can collect and use information to develop a sales forecast and pipeline
  • Able to monitor actual performance against forecast sales
  • Understands and monitors their own KPI targets
  • Understands factors that can cause variances to sales targets
  • Able to determine the purpose of the client meeting and desired outcomes
  • Able to plan for a client meeting, identifying amount of time required, diarise date,
    venue, and time. Plan route. Research client and plan resources needed (Promotion
    materials, PowerPoints, other documents, references etc.)
  • Understands customer’s needs, wants and expectations; competitor comparisons USPs; consider standard and unusual objections; questioning techniques to probe
    needs and wants in relation to objections
  • Able to identify customer requirements through open and probing questions, active
    listening, body language
  • Able to identify additional needs, take opportunity to up-sell / cross-sell
  • In-depth knowledge of services and how to use knowledge when answering
    objections. Valid and invalid objections
  • Able to identify potential trade-offs that will be mutually beneficial to the customer
    and to own organisation
  • Able to confidently present to clients at all levels
  • Set objectives for the presentation ensuring they reflect client needs and interests
  • Evaluate the presentation to identify lessons learnt which can be applied to future
    presentations
  • Able to understand and work with various contract forms (NEC, IChemE etc.)
  • Able to negotiate potential project contracts
  • Able to identify any potential contractual issues that could prevent the Client progressing
  • Able to explore issues with the client to identify and prioritise concerns
  • Able to prioritise clients and project lists based on potential revenue and project
    scope. Methods for estimating maximum and minimum returns, and potential value
    and probability
  • Able to seek out opportunities that fit with the business strategy (short/medium/long
    term)
  • Ability to Key Account Manage (KAM)
  • Use of the Salesforce CRM system

Key Indicators/Requirements

  • Achievement of Key Performance Indicators and Service Level Agreements, as set by your line manager from time-to-time;
  • Satisfied clients, both internal and/or external
  • Timely completion of work
  • Quality of work
  • Adherence to relevant processes, procedures, and Policies
  • Professionalism
  • Integrity
  • Trust
  • Team Spirit

Commercial & Risk

  • Inform project manager / line manager of potential risks identified in a timely manner
  • Work within allocated CTR or allocated hours where applicable
  • Demonstrate clear understating of relevant commercial and budgetary landscape
  • Work to agreed plans, using initiative to identify improvements/savings
  • Function as an ambassador for the Company, always presenting the right image to
    existing and potential clients
  • To attend meetings and forums, representing the Company
  • Forge links and establish communication with relevant colleagues and other
    stakeholders

Health, Safety, Environment & Quality

  • Inform line/project manager of potential project risks identified in a timely manner
  • Working within the Company’s ISO9001:2008 quality systems
  • Responsible for own safety at work
  • Consideration to be given to others in working environment
  • Adhere to Company and client health and safety procedures
  • Comply with – and work to - relevant procedures, policies, processes, and standards,
    Business Development Manager - Job Description and Person Specification
    to meet the required level of quality in all outputs
  • Zero non-conformances to all Company, client, and project specific quality and safety
    plans
  • Adherence to PPE requirements, where applicable

Technical Requirements

  • Keep up to date with latest industry and functional standards, technology, and norms
  • Be familiar with all relevant systems
  • A good understanding of the availability and use of all relevant electronic tools and
    software
  • Full awareness and understanding of relevant legislation and standards, and their
    practical application
  • Awareness and understanding of all relevant Company Policies, processes, and
    procedures

If you feel you have the experience, qualifications and requirements then APPLY NOW for further details.

 

 

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