Business Development Manager

SUMMARY:
We are looking for a Business Development Manager in the Bulk Materials Handling (BMH) industry with 10 years industry related experience based in Johannesburg East

POSITION INFO:
PURPOSE OF THE JOB:
The BDM is responsible for driving New business revenue and focus on the acquisition of New accounts and Clients in the South African & African Market, identify suitable projects at both New & Existing clients with view to ensuring the Company’s participation in these projects. Working with the Sales Director, Sales Manager and their team to upsell on existing accounts, and contribute towards the overall growth of the Company, whilst making a positive impact on our customers business.

DESCRIPTION:
As a BDM you are tasked with promoting and selling Transfer Chutes & Solutions services, and product offerings to Mining Company’s Head Office & Project Teams, Senior Management at both existing and New Mines & Plants, Project & Engineering Companies & EPCMs with the objective of establishing new clients and securing the Company’s involvement in projects within our industry.


REQUIREMENTS:

• 10 Years experience as a BDM or Sales Manager within the Mining and Bulk material industry.
• Diploma or degree in Sales & Marketing, Business, Mining or Engineering.
• Proven experience and results in business development in the South African and African markets.
• An extensive established client list and contact base within the Mining industries head office teams, Senior personnel at mines, bulk material facilities, EPCMs and engineering companies and other suppliers to our client sector.
• A strong technical and/or engineering and plant process knowledge relating to our Client’s operations.

• Acquire knowledge and understanding of all the different Company Product offerings
• Promote and sell the different solutions and services applying consulting led sales skills » Develop a sales and business development plan to increase penetration of services and accelerate gross margin
• Generate and present effective Transfer Point proposals
• Build and maintain a pipeline of potential customers by developing and managing relationships with current and new clients
• Consistently track and measure your pipeline progress
• Forecast new business prospects that result in successful client relationships and sales
• Create action plans to achieve gross profit targets
• Identify key decision makers whilst developing and qualifying new business opportunities within the targeted markets through calling, networking, and high-level prospecting
• Articulate the value proposition of the Company’s products and help the customer understand how it will improve their business’s productivity and reliability while reducing operating costs.
• Identify and close new customers globally and achieve or exceed monthly targets
• Win deals through world-class planning and preparation, as well as being consultative in your approach to solving real business problems
• Own the negotiation strategy with key vendors to structure optimized partnership terms, and help close more deals
• Follow up on marketing leads to generate new sales opportunities and pipeline
• Maintain accurate and thorough records for customer calls, emails, notes, tasks, meetings, and other relevant information in the Monday CRM system.
• Maintain up to date knowledge of the Company’s product solutions and competitor products to maintain an in-depth understanding of market movements and competitive presence to provide high quality information to all clients and prospects.
• Take complete ownership: Manage the end-to-end sales cycle, internally and externally, including the necessary role-players, initiatives, and actions to close deals
• Become a Transfer Point Solutions Expert: Collaborate with internal teams to expertly provide knowledge and support to clients.
• Keep abreast with innovative technology and changes within the industry.
• Keeping up with current trends and identifying business growth opportunities
• Identify opportunities for campaigns that will lead to an increase in sales.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
• Understands our USP, product offerings and our commercial pricing models, to be able to position the value and benefits of the different offerings to maximize our GP and the clients’ advantages and savings.
• Support the Directors & Business Unit Head with sales strategies, and vendor management
• Work with the internal sales & delivery teams to ensure delivery on the opportunities you identify and close.
• Partner with internal teams to ensure scope of work and proposals are tracked, managed and delivered on time
• Maintain and develop relationships with other key suppliers in the market to maintain and establish good working relationships when servicing mutual clients.
• Manage the deal with vendor registration and obtain OEM appointment with key clients.
• Have a Client-centric attitude coupled with problem solving attitude
• Have a strong business acumen and the negotiation skills to craft solutions that are beneficial to the Company and the client
• Natural team player – ability to coordinate and consult with the Sales & delivery teams across multiple business areas
• Adaptive learner to understand any innovative solutions that are ready to take to market
• Think independently and proactively
• Excellent communicator with Good presentation skills
• Good MS office and experience with working on a CRM