| Business Development Manager |
Location: UAE/Saudi Arabia
Division: Sales
Job Purpose:
- Reporting to Country Sales Manager, the primary objective will be to achieve the pre-determined sales objectives in the region. The candidate will be responsible fort the market development of the new business for Industrial Cranes and Handling Technology business. The candidate will play a key role in selling the company’s USP for technological leadership which is key to the value chain.
- Sales
- Achieving the new business budget in the designated sales region
- Generate enquiries through MEP companies, contractors, consultants, process industries and other large manufacturing & material handling industries
- Follow up on inquiries, submission of quotations, negotiations, follow ups and finalization
- Marketing
- Identify and developing the new business opportunities and developing partnerships to increase market share.
- Market Penetration of new products/service opportunities, in particular for the refurbishment business
- Key Account Management
- Identify the key customers for the region and building customer relations
- Liaise between the customer and the company in project execution
- Reporting
- Support the Country Sales Manager in regional data input for MIS reporting
- Based in regional location independently, and is expected to be critically involved with the customer. The job will require travel within the geographical region; however, long distance travel to remote locations is unavoidable due to the remote geographical positioning of the industrial areas. Hence, Travel planning and scheduling is critical for the job.
- The job will involve a high degree of communication as customer relationship building is critical.
- Require to critically analyze commercial contracts and clients terms.
- Co-ordination between the various functions of the department is critical and will also need to earn the confidence of the regional reporting manager in shaping the market structures.
- The decision making is under the guidance of the Country Sales Manager. However, certain functional flexibility will be provided for independent decision making for the client. This will require experience within the organization to understand the organizational dynamics.
- He is also guided by the framework standard operating procedures.
a. Education
- Engineering graduate, preferably in Mechanical or Industrial Engineering
- Marketing Management qualification will be an added advantage
- Should have minimum 4 years experience in selling capital equipment in the industrial segment
- Experience on Overhead Cranes and Harbour Cranes will have a distinct advantage
- Knowledge of SAPB1, AutoCAD and MS Office
- Working knowledge of 7 steps to successful technical selling
- Proven track record of achieving sales targets
- Knowledge of the Middle East Market and possessing GCC Driving License will have an added advantage
- Understanding of the Macro Economics will be an advantage
- English, Arabic (desirable)
- Being an active team- worker
- Must be self motivated and target driven
- Should have aptitude towards capital equipment and the sales function
- Excellent communication skills both oral and written are critical.
- Meeting the sales targets for Order Entry and Gross Margin
- Management of Daily Sales Outstanding Ratios and Market Recovery
- Accuracy of MIS Reporting and Project List Management
- Generation of New Customer Bases
- Customer Feedback
- Product Knowledge and Technical Selling
