Business Development Manager at Gilbarco Veeder Root

PURPOSE OF POSITION

The primary objective is to drive profitable growth of Mining products and solutions in line with the accelerated growth strategy. Is responsible to assist the mining business unit grow its market share within the mining sector through strategic initiatives that will result in revenue growth in SADC region.

KEY RESPONSIBILITIES

• Drive revenue growth through sales strategy
• Cultivate and drive new customer growth.
• Ensure mining product and solution sales growth, profitability and planning.
• Continuous growth of the sales funnel and effective close out rate
• Provide solid field and marketing strategy to grow the Mining business.
• Develop key and strategic customer relationships.
• Responsible for Key Customer complaints and follow ups.
• Define and drive strategic initiatives that will help achieve business objectives.
• Accurately capture sales funnel on Salesforce.com
• Stakeholder management-become the single point of contact for his/her portfolio
• Expose mining customers to full GVR product basket and obtain buy in
• Execute projected forecast.
• Achieve predetermined revenue and funnel targets.
• Accurately document all sales activities on Salesforce.com
• Have a 360 view of all account activities globally and inform business of any key developments.
• Compile product preparations and solution proposals
• Sales administration and reporting
• Market research and keeping up to breast with industry developments.
• Follow-up for on receivables

DELEGATION OF AUTHORITY

As per Board-approved DOA and as necessary for functions outside the DOA.

As delegated by the Managing Director, when necessary.

POSITION RELATIONSHIPS

Internal            

• Product/Marketing
• KAM & Sales teams
• Finance
• DDS
• GVR Manufacturing Facilitates
• Engineering
• Operations
• Centre of Excellence      

External

• Mining Clients (existing and new)
• Competitors
• Industry Bodies
• Business Partners

MEASURES OF PERFORMANCE (INDICATORS)

Leading Indicators

Core Growth

• Deliver Funnel growth - 3 months 3+ y X of sales target
• Deliver target Funnel Add per week
• Time taken to grown opportunity from ‘opportunity’ to ‘order

Quality

• Forecast Accuracy
• Proposals submitted
• Customer Engagement

Lagging Indicators

Core Growth

• Increase in I&M core growth from x% to y%

Quality

• VOC
• Win rate of large tenders

PERSONAL QUALIFICATIONS & EXPERIENCE           

Education/achievements   

Required

• Tertiary qualification in Engineering or related.

Preferred

• BSc. /HND in Mechanical or Electrical Engineering.
• Master’s in Business, Engineering or Mining will be an added advantage

Experience/Knowledge        

• At least 5 years proven track record in solution selling.   
• Extensive solution sales experience preferably in the mining sector
• Exposure to mining sales /KAM will be advantageous.

Specific Skills

Negotiation skills

• Great at navigating customer negotiations, considering both short term and long-term implications, and landing deals that are win/win for the customer and the business.

Presentation skills

• Comfortable presenting in front of customer groups with diverse backgrounds (commercial, technical, senior executive)

Analytical skills

• Comfortable consuming customer, market, and business data to derive insights useful in driving business growth and solving business problems

Preferred

• Results orientated
• Drives innovation and growth
• Customer oriented
• Solution sales
• Self-motivated and great interpersonal skills

Potential Skills  

• Thorough knowledge of SADC market
• Market development experience
• Strategic/tactical planning and execution             

ROLE SPECIFIC COMPETENCIES & BEHAVIOURS

Competency Descriptors

Customer Driven             

• Gains insight into customer needs.
• Identifies opportunities that benefit the customer.
• Builds and delivers solution that meet customer expectation.
• Establishes and maintains effective customer relationships.

Collaborative    

• Works cooperatively with others across the organization to achieve shared objectives.
• Represents own interest while being fair to others and their areas.
• Partners with others to get work done.
• Credits others for their contributions and accomplishments.
• Gains trust and support of others.

Inclusive              

• Seeks to understand different perspectives and cultures.
• Contributes to a work climate where differences are valued and supported.
• Applies others’ diverse experiences, styles, backgrounds, and perspectives to get results.
• Is sensitive to cultural norms, expectations, and ways or communicating.

Accountable      

• Follows through on commitments and makes sure others do the same.
• Acts with a clear sense of ownership.
• Takes personal responsibility for decisions, actions and failures.
• Establishes clear responsibilities and processes for monitoring work and measuring results.
• Designs feedback loops into work.

Champions VBS                

• Identifies and creates the processes necessary to get work done.
• Separates and combines activities into efficient workflow.
• Seeks ways to improve processes, from small tweaks to complete reengineering.
• Is a simplifier, focused on cutting through complexity.
• Prioritizes to the critical few – focuses on what matters most.

Self-Aware         

• Reflects on activities and impact on others.
• Proactively seeks feedback about shortcomings.
• Admits mistakes and gains insight from experiences.
• Knows strengths, weaknesses, opportunities, and limits.

Pioneering         

• Comes up with useful ideas that are new, better, or unique.
• Introduces new ways of looking at problems.
• Can take a creative idea and put it into practice.
• Encourages diverse thinking to promote and nurture innovation.
• Anticipates and adopts innovative digital and technology applications.

Agile     

• Learns quickly when facing new situations.
• Experiments to find new solutions.
• Takes on the challenge of unfamiliar tasks.
• Extracts lessons learned from failure and mistakes.
• Bounces back from setbacks and failure.