Business Development Manager: Mining
Job Description
- BDMs can financially justify the value of their solutions in sophisticated TCO/TCV financial justification models. Also, BDMs can manage the power base within the Buying Centre. They are both already accomplished in the fundamental attributes of Solution Selling, which are typically:
- Well versed in probing skills, able to uncover a Need, Pain, or something to be Gained (NPG)
- They are good listeners who listen to understand rather than just listen to respond
- They explore the consequence of each alternative, including doing nothing, in order to establish the explicit compelling business need. Having established and quantified the consequences, they provide effective and appropriate solutions to meet this compelling need, or NPG
- They must have a good grasp of the features, advantages and benefits of their products, services and or solutions, especially the unique selling propositions (USPs). They can link their solution to the customers specific need, pain or gain
- They produce effective Executive Summaries, summarizing the key salient points of their proposed solutions making it easy for their customers to make a decision in their favor
- Customer care, ethics, integrity and delivering against promises are their way of life
- BDMs must already demonstrate the above 6 Solution Selling attributes, using them as the foundation, taking their skill to a new level to perform effectively as complex solution salespeople where more than one individual is involved in the decision-making process of these very large deals. The BDM is political savvy (the essential core competence required in complex selling) enables them to succeed in closing very big deals involving a buying centre comprising many individuals, all influencing, recommending and contributing to the decision-making process.
- BDMs are able to articulate the clients compelling business need and develop a solution that will satisfy the critical elements required by each member of the power base, cost justifying their solutions, managing and justifying to the power base from the top down. They are therefore well versed in differentiating their company and their proposed solution, able to justify at both a business and a technical level, always conscious of protocol and conduct. They understand the intricacies of the job and the need to maintain a healthy sales pipeline.
- Lead demand-generating sales activities in the assigned market for the assigned product, service or solution.
- Maintain an extensive network of internal and external contacts to ensure that the relevant business unit within the OPCO is optimally placed in its understanding of business, economic, political and commercial challenges and opportunities.
- Lead relationship building initiatives with Principal Vendors including playing the lead role in negotiations with respect to pricing & procurement control.
- Coach, support, mentor and challenge subordinates in the application of effective operations practices, provide advice and guidance on complex issues to minimize risk and ensure performance.
- Represent our company, with a comprehensive understanding of our offerings
- Maximize the sales performance by establishing strong relationships and gaining insight to the needs and lifestyle of the client
- Meet weekly, monthly, and annual sales and activity quotas
- Generate leads and commit to customer service by building relationships
- Adjust sales techniques based on interactions and results in the field
- Perform incisive and insightful market and competitive research
- research and identify new business opportunities - including new markets, growth areas, trends, customers, partnerships, products and services - or new ways of reaching existing markets
- seek out the appropriate contact in an organization
- generate leads and cold call prospective customers
- meet with customers/clients face to face or over the phone
- foster and develop relationships with customers/clients
- understand the needs of your customers and be able to respond effectively with a plan of how to meet these
- think strategically - seeing the bigger picture and setting aims and objectives in order to develop and improve the business
- work strategically - conducting necessary planning in order to implement operational changes
- have a good understanding of the businesses' products or services and be able to advise others about them and call-in technical expertise at the right time in the sales cycle
- liaise with the warehousing and logistics departments as appropriate
- seek ways of improving the way the business operates
- attend seminars, conferences, and events where appropriate
- keep abreast of trends and changes in the business world.
- help to plan sales campaigns
- create a sales pipeline
- increase sales of the business
- conduct sales forecasts and analysis and present your findings to senior management/the board of directors
- accountancy
- business studies
- economics
- finance
- international relations
- marketing
- tenacity and drive to seek new business and meet or exceed targets
- an excellent telephone manner for making initial contact and for ongoing communication with customers and business associates
- interpersonal skills for building and developing relationships with clients
- written and verbal communication skills - needed for communicating with a range of people, both internally and externally, as well as presentation skills
- IT skills, including the use of spreadsheets
- teamworking skills and a collaborative approach to work
- decision-making skills
- the ability to multitask and prioritize your workload
- project management and organizational skills
- the ability to motivate yourself and set your own goals
- negotiating skills
- the ability to think strategically
- the ability to analyze sales figures and write reports
- a flexible approach to work with the ability to adapt to a fast-paced, ever-changing environment
- initiative and the confidence to start things from scratch.
- A full driving license is a requirement
- Own cell phone
- Own reliable vehicle to travel to mines and customers
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