Job Description
Speshally NHS, a leading recruitment agency, is proud to represent one of our esteemed clients in the heavy machinery manufacturing and production industry. We are seeking skilled candidates for the position of Business Development Manager (BDM) to join their dynamic team.
Position Overview: The Business Development Manager will play a critical role in driving business growth, developing strong client relationships, and identifying new business opportunities. The role involves extensive travel and requires a proactive individual with solid industry experience.
We are looking for:
- Business Development: Generate leads from the market for assigned segment or geographies or both - through participation in tradeshows/exhibitions/seminars/workshops & through connects with suppliers/agents/consultants / end-users etc.
- Opportunity Mapping: Update the Sales Funnel & CRM with the leads on a weekly basis (at least) with complete information of scope, offering, details of influencer & decision maker, timeline of finalisation etc. to enable complete market transparency.
- Sales Strategy Execution: Participate & facilitate Technical & Commercial meetings/Case-specific Workshops with competent team members to clarify SW offerings, Contractual Terms & Conditions, Payment terms etc.
- Bid Management: Prepare, Submit & Negotiate techno-commercially clear bids with appropriate submittals like basis of offering, assumptions (if no information), schematics, features & benefits, presentation of "Why Seco Warwick", etc.
- Process Management: Obtain approvals from stakeholders before finalising orders starting from Sales (Rationale & Strategy), Operations (Design, HQ approvals, Estimations), Contracts (T&Cs), Finance (Procurement & Financial T&Cs) & Business.
- Sales Management: Order Booking as per targets set with margins & value with clear approvals from all stakeholders, collaborating with all functional departments & be available for any clarifications & adhering to the SOPs & guidelines laid by SWI.
- Client Relationship Management: Identify, Nominate & Appoint Partners / Agents who can represent SW in a geography/market vertical / end-user to increase share of wallet for SW across all business segments.
- Collaborative Working: Work with segment leads, design, project managers, procurement & HQ for inputs of costing & pricing to enable a cost-effective offer, keeping in mind the boundary conditions for margins & client's capacity to pay.
- Product & Service Knowledge: Staying updated on product features, benefits & competitive advantages to effectively communicate value propositions to Clients.
- After Sales Business acquisition: Focus on clients with an aim to promote Annual Maintenance contracts with spares, Retrofits & Upgrades with eye on profitability & Key Account Management.
Measurable Goals:
- Order Intake (Quarterly performance & linearity)
- Booked Gross Margin.
- Advance Payment.
- Mix of Orders (Business segments or geographies or market verticals)
