Job Vacancy: Job title: Business Development Manager
Job description: Company Description
Our client, a multinational, is an expert in industrial adhesives, coatings and sealants.
Job Description
Position Overview
The Business Development Manager (BDM) is responsible for expanding market share profitably in strategic markets, particularly in beverage labeling within Nigeria and the West Africa cluster. The BDM, skilled in navigating complex decision-making processes, plays a significant role in strategy planning for converting and packaging segments. About 50% of their time is dedicated to tactically visiting customers to enhance existing operations and secure new accounts. Additionally, the BDM assesses and promotes new business opportunities, serves as an expert on product performance, and collaborates on product launches in Nigeria. Presentation skills are essential, and the BDM acts as a consultant to stakeholders, staying informed about industry trends and market forces.
Primary Duties
✓ Profitably grows market share through acquiring new business at new customers
and new applications at existing accounts.
✓ Meets annual budget growth objectives by closing qualified new business
opportunities.
✓ Maintains a healthy new business pipeline of new opportunities in line with the
annual growth plans.
✓ Skillfully utilizes the company’s sales process to find, qualify and close new
business.
✓ Sells at optimum value and margin to meet agreed profit targets.
Maintain business in existing accounts
✓ Develop trusting and productive relationship with the key decision makers in the
account. Is able to develop relationship maps and maintain in SFDC under
contact records.
✓ Understands market trends and offers solutions to customer’s ensuring
expectations are met.
✓ Collaborating with the customers to review the business performance during
formal business review meetings.
✓ Gathers business intelligence to understand possible threats and mitigates the
same.
✓ Collaborating with global team/s especially tobacco to grow and maintain
tobacco sector business within company’s\.
Manages activities related to identifying new business opportunities
✓ Is technically independent and competent enough to manage running own
technical demonstrations- and able to produce technical reports.
✓ Manages own time by focusing efforts on the blue-chip opportunities.
✓ “Opens the door” at potential customers, develops and explains the company’s
value proposition.
✓ Helps customers to select appropriate products for various applications.
✓ Ensures customers are fully aware of value delivered.
✓ Evaluates and establishes relationships with potential partners, such as
application equipment providers, OEMs, Industry associations to achieve a
deeper market penetration.
✓ Evaluates customer requirements within the overall context of the market, i.e.
applicability of similar products and projects for other customers.
✓ Support opportunities related to regular business and support successful closure
Develop and improve value offering
✓ Capture customer requirements (VOC) and help translate them into value
propositions.
✓ Collect data supporting value propositions at customers Monitor and document
the offered values in continued business.
✓ Ensures customer projects are on time and on budget.
Work on Product Portfolio
✓ Manage product program in the segment and define the GOTO product portfolio.
✓ Completes detailed customer requirements with appropriate business to ensure
understanding of requirements and CTQ’s as necessary for R&D / Technical
Service.
✓ Capture trends from industry and translate them into new product or service
developments and innovative offerings.
✓ Propose and lead suggested price positioning in the segment in cooperation with
business manager.
✓ Support product complexity reduction exercise lead by Marketing.
Interaction and communication with internal stakeholders
✓ Seeks input from SAM’s , Business colleagues and sales to develop segment
strategy.
✓ Partners with all stakeholders to establish priorities, service levels and
deliverables.
✓ Provides, summarizes, analyses and processes relevant customer and market
information using SFDC and other information sources.
✓ Coaches and influences senior sales colleagues.
✓ Partners with Marketing, Technical Department and R&D to ensure voice of the
customer is received and acknowledged.
✓ Provides supporting resources & intelligence to sales teams to respond to
customer’s requests.
✓ Expertly communicates across the business on all internal and external activities,
in line with the strategic plan.
✓ Provides regular updates to all stakeholders.
✓ Is aware of the forecasting.
✓ Partners with an expert colleague from the Technical Department on specific
issues
Budgetary/Financial Accountability
The Business Development Manager is responsible to grow the business in selected
strategic accounts according set budgets on defined markets.
Qualifications
- Master’s degree in Business, Marketing or Technical with postgrad marketing (or equivalent through experience).
- 5+ years’ experience in sales and marketing of adhesives or related sales.
- Selling/marketing or technical experience with industrial multi nationals
- Experience in more than one market/application/geography.
- Experience in selling adhesives into multinational companies
Additional Information
The ideal candidate must have the following;
✓ Proven track record of successful market development with a minimum of 5
years technical sales experience.
✓ Expert in the value selling process with good understanding of B-2-B selling
process.
✓ Ability to harness and manage important business relationship.
✓ Outstanding commercial and communication skills at all levels of contacts:
Executive, Middle Management, Production floor.
✓ Understanding of basic financial metrics such as Operating Profit, Margins and
Working Capital.
✓ Significant industry standing. Considered an expert in technical Adhesives.
✓ Fluent in English language, with other additional European languages a plus.
✓ Ability to work in a team with different cultures and nationalities.
✓ Ability to travel with region – between 50-60% time.
✓ Ability to acquire knowledge of adhesives performance and applications of
product range within 6 month period.
✓ Ability to work from a home office.
Remuneration:
✓ Net salary is =N=1,200,000 (negotiable)
✓ Other benefits include: Contribution to pension, Family Health Care, Annual Leave
allowance and 13th month Allowance.
Location: Lekki, Lagos State
Job date: Sat, 06 Jan 2024 23:36:14 GMT
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