BUSINESS DEVELOPMENT MANAGER

Industry:Oil & Gas

Job Purpose:

• Business Development Manager to strategically source, develop and tactically execute a continuous pipeline of new business opportunities, engaging with key stakeholders to win opportunities that will contribute to the long-term growth and profitability of the Company
• To successfully manage the generation, nurturing and tracking of qualified leads into the sales process and through to a winning conclusion
• To uncover the compelling reasons why customers buy
• To deliver focused sales and marketing plans/campaigns in conjunction with Marketing that create a sense of urgency and shorten the sales cycle.

Job Responsibilities:

• Source, analyse and qualify a strategic pipeline of new and profitable business opportunities, develop proposals and presentations to inform key stakeholders where appropriate.
• Maintain a database of prospects and account customer activity utilising the Opportunity Pipeline Tracker (OPT), appropriate tools and systems.
• Prepare and manage a sales budget, and forecast, track and report on KPI targets (e.g., customer visit reports, prospect mapping, strategic plans, gross margin, sales growth, new customers), pipeline and attainment of revenue objectives
• Be accountable for delivering results, achieving and exceeding agreed targets and always strive to improve own performance
• Work closely and network with field sales colleagues and other key stakeholders (e.g., Marketing, Technical) to identify and develop commercial initiatives and secure new business opportunities
• Generate and capitalise on new ideas and opportunities through a high level of activity across multiple channels (e.g. traditional, digital and mobile)
• Quickly and effectively uncover customer requirements, applying a consultative approach and a creative and positive attitude to examine customer needs and goals as well as business risks and potentials in order to reach a mutually beneficial solution
• Confidently promote the Company’s full portfolio of products and capabilities using exceptional active selling skills to maximise each account’s potential through range-selling, cross-selling and value-selling, as well as presenting complex solutions
• Delight customers by delivering exceptional customer service with every interaction
• Prepare and submit formal business tenders and proposals for new commercial opportunities
• Keep ahead of the competition by constantly monitoring industry and competitor trends and developments, bringing fresh ideas forward for new business opportunities and keeping key stakeholders (Sales Manager, Marketing, etc.) informed
• Establish and increase contacts and opportunities by maximising networking opportunities using multiple sources (conferences, events, social media, etc.) to increase awareness of the brand
• Prepare, contribute to and manage a sales budget, and forecast, track and report on KPI targets (e.g., gross margin, sales growth, new customers), pipeline and attainment of revenue objectives
• Quickly form positive and productive relationships with colleagues across the business and work closely with key stakeholders (e.g., Internal Sales Team, Marketing) at all stages of the sales process
• Continually learn and update personal knowledge by actively participating in learning events, researching, reading professional publications, and participate in both internal and external-led workshops and associated events.

Job Requirements:

• Must possessminimum 4 years of experience in the Oil & Gas Industry as a Business Development Manager.
• Must possess5 – 7 years of experience in managing a sales team of at least 3 – 4 members(Sales Engineers / Sales Executives / Sales Representatives)
• Experienced in working with international / European oil & gas companies
• Knowledge of engineering/engineering background
• Exceptional sales techniques – especially in consultative and value selling and with highly technical products and services
• Excellent presentation and influencing skills at various levels of a business
• Able to negotiate (LTA, contracts, T&C, etc.)
• Able to problem solve and make focused and considered decisions
• Adaptable to change (trainable and coachable)
• IT and Microsoft Office Skills
• Knowledge of engineering terminology
• Able to read and understand engineering drawings
• Willingness to travel
• Minimum Maths and English qualification (e.g., GCSE, Baccalaureate, US High School Diploma)
• Degree qualification or equivalent, preferably in an engineering or technical-related qualification
• Formal recognised sales qualification (or working towards), e.g., ISMM
• Creating sales plans and working with others to drive sales and deliver both sales and profit targets
• Targeting and actively selling in multi-product / complex solution environments
• Experience of addressing ‘technical’ issues whilst working in a ‘sales’ role/environment