Access Manager (Business Development)

SUMMARY:
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POSITION INFO:

Develop the distribution strategy and expand business opportunities meets with decision makers to analyze customers’ requirements and recommends solutions that enhance operating efficiency for the customer. Develops plans for introducing new solutions through collaborative relationships in order to ensure a sustainable, efficient and performing market access to all Business Lines.

Employee enhancement

• Communicates expectations and objectives providing ongoing feedback, and addressing shortcomings.
• Balances the workload, commitments and priorities of individuals vs the company when setting expectations and assigning work.
• Monitors and ensures the efficient and appropriate use of resources, tools.
• Uses individual as well as group goal setting to maximize performance.
• Challenges rules or practices that present inappropriate barriers to independent action and decision-making.
• Brings excellent performance to the attention of the larger organization.
• Seeks resources that will enhance the team''s productivity.
• Develops and supports employees'' career plans and learning opportunities.
• Applies company policies and procedures in managing direct reports’ performance.
• Coaches in different areas, identifying training and development needs to support professional growth
• Leads by example and fosters an environment of mutual trust through clear communication, open dialogue and consistent behaviour.

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Customer satisfaction

• Responds to customer/internal partner needs in a timely, professional, helpful, manner, regardless of the attitude.
• Shows customer/internal partner that their perspectives are valued.
• Adapts to the different working styles, personalities and cultural backgrounds of the people they work with
• Conducts analysis of demand for services and influences stakeholders to ensure that the necessary resources are made to deliver required services.
• Negotiates at senior level on technical and commercial issues, to ensure that customers, suppliers and other stakeholders understand and agree what will meet their needs, and that appropriate service level agreements are defined.
• Initiates improvement in services, products and systems.
• Supports business change, acting as a single point of contact for senior stakeholders, facilitating relationships between them.
• Builds rapport that foster positive and productive relationships.

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Empowerment

• Delegate’s authority to match responsibility, holding staff accountable for agreed upon commitments.
• Supports staff in taking independent action, providing coaching along the way.
• Delegate’s responsibility.

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Business Strategy

• Establishes a long-term market access strategy
• Translates and adapts the strategy into operational plans, planning, implementation and control.
• Ensures consistency of business plan implementation across the marketing/sales functions.
• Assesses the potential impact of wider environmental forces on the business strategy (. culture, ethics, economics, politics, legal frameworks and sustainability).
• Establishes key performance indicators and relevant metrics and monitors and analyses results in order to implement corrective measures, when appropriate, to maximize performance and achieve revenue and operating income budget.
• Distributes resources across segments/products/business lines/marketing mix (channel distribution, product, pricing, and promotion) based on distribution objectives/priorities.
• Anticipates and builds capacity and capability to respond to future market needs.
• Monitors partnership arrangements to ensure that the objectives of the partnership remain on target.
• Influences various partnerships to meet multiple goals.
• Analyses complex information, identifies patterns and implications

Channel Distribution

• Coordinates the implementation of channel strategy with other organizational stakeholders (e.g. sales, technology, etc.).
• Monitors and manages the effectiveness of channel performance and utilization of channel resources.
• Liaises with product and brand managers to facilitate the launch of new products via distribution channels.
• Builds and maintains long term relationships with channel members.
• Monitors and manages the effectiveness of channel performance and utilization of channel resources.

Business Partnering

• Assesses the value proposition when identifying and creating solution (product, service, solution).
• Develops new & existing customer potentials
• Leads new business opportunities
• Coordinates planning activities with other functions/stakeholders within the organization.
• Identifies business opportunities based on knowledge of clients, markets, products and services
• Creates new ideas, solutions or approaches to solve problems and produce the desired effect.

Customer Value Management

• Develops and executes channel and customer promotions/programs that leverage national brand ideas/thinking and customer activity.
• Works with sales& marketing to deliver against organization and customer objectives.
• Coordinates planning activities with other functions/stakeholders and customers.
• Proactively monitors key performance indicators and is responsible for implementing corrective measures, when appropriate, to maximize performance and achieve revenue.

Industry Knowledge

• Objectively critiques the competition (strengths, weaknesses) and seeks opportunities for business development
• For a given bid, evaluates direct competition in order to position own organization appropriately.
• Continually develops industry knowledge by attending trade shows, seminars, conferences etc.
• Identifies current industry trends.
• Explains industry trends to customers
• Develops knowledge of related industries and their impact on own industry.

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