Business Development Executive

cap LP & Associates' client

post time Posted 66 months ago

Role title: Business Development Executive

Overall Role Purpose: Identify new business opportunities, acquire, develop, and improve company‟s in the target Industrial Estate zones in 12-24 months period. The manager must ensure that the markets receive the highest levels of service from the network, using a consultative selling approach and applying company advantage programs and logistics solutions to strategically improve the overall competitive advantage of the customer.

Reports to: Relationship Sales Manager

Accountabilities

Key activities

Overall goals / Typical measures

Customer

- External

- Internal

Customers (Local & International)

Lead and manage customer presentations and proposals, ensuring there is a common understanding of service expectations and solutions, both with the customer and Company

Business Development Manager

Follow BDM directions and report progress

Gain market share in industrial areas in Vietnam

Achieve revenue targets

Timely and accurate reports

Stakeholder

- External

- Internal

Business and Trade Associations/ Industry and Commerce Associations

Establish relationship and work closely with their governing bodies and members

Government Entities (i.e. the Industrial Estates Authority)

Establish relationship and work closely with their governing bodies and members

Sales Management Team

Lead and coach the functional sales team, Field Sales Executives, Key Account Executives, and Global Executives for company products and logistics solutions and selling skills ensuring businesses are acquired and secured

Coordinate with National Sales team to provide seamless services to customers and to ensure fair internal treatment

Operations/ Business Services Management Team

Coordinate with National Operations team to ensure quality services and customer satisfaction

All Relevant Departments

Inform and coordinate with other departments to ensure smooth operations flow and target achievements

Asia Pacific Regional Office

Work with worldwide company Network in securing country, regional and/or global contracts from targeted customers

Gain leadership position in the industry

Establish positive regulatory environment to support business growth

Provide seamless services to customers

Ensure customer satisfaction

Ensure appropriate internal communication

Achieve revenue targets for GMNC customers

Process

Sales Planning

Formulate sales plan that incorporates initiatives in identifying and gaining new businesses and maximizing growth within the existing customers to achieve required sales results

Lead and direct company resources to identify and develop express and logistics opportunities in industrial areas.

Lead and manage the development of business acquisition projects with nominated accounts ensuring targeted revenue and profitability levels in line with the sales plans

Customer Relation Support

Manage a consistent customer approach across all projects and sites to provide a common basis for working together to avoid duplication and redundancy and to provide customers with a “one company” service or solution.

Develop strategies, service initiatives and contingency plans for the effective denial of competitor initiatives with the nominated customers to prevent split business and customer defection.

People - Management

Incumbent has no direct reports and authority over country line and functional personnel. Nevertheless he/she must be able to demonstrate ability to influence decisions/actions.

Informal influence to enable improvement and change within the organization

Skills / Qualifications

Skills

Ability to manage and develop relationships and negotiate at all levels of management in a customer organization.

Computer software literacy (Microsoft Word, Excel and PowerPoint)

High caliber in sales

Highly Motivated

Excellent Drive and Resilience

Extended Network Knowledge

Strong written and spoken English skills

Language of business practices is required: total quality management, supply chain management, progressive and regressive pricing, electronic commerce, profit value chain components, matrix management

Competences

Competency segment „Business‟

Analysis: Breaks down a problem, situation or process into its component parts, separates the main issues from side-issues, understands the nature of parts and their relationship to one another. Seeks out and critically evaluates both numerical and narrative information. Draws accurate conclusions.

Planning & Organizing: Sets clear and realistic goals and objectives. Establishes a course of action and a sequence of steps to ensure that activities and objectives are efficiently achieved. Is structured with good personal organization. Schedules time effectively and uses efficient work methods and tools.

Decision Making: Makes timely and appropriate choices based on accurate analysis and experience. Uses sound judgment even in conditions of uncertainty. Anticipates impact of decisions and plans how to manage risk.

Results Orientation: Continually seeks to accomplish critical tasks with measurable results. Overcomes obstacles and makes adjustments to achieve results. Focuses self and others to achieve targets aligned with business goals.

Competency segment „Leadership‟

Teamwork: Works cooperatively with others to achieve target and objectives. Accomplishes own tasks in support of team goals and actively offers to help colleagues. Supports group decisions.

Competency segment „Personal‟

Accountability: Acts responsibly. Can be counted on to keep commitments. Complies with the intent of policies, procedures and agreements. Builds others' trust in own professionalism, integrity, ex pertise and ability to get results.

Communication: Provides both verbal and written information in a timely, clear and concise manner. Expresses ideas effectively, adjusting style, tools and mode to the needs of others. Listens attentively, and summarizes or asks questions, when needed, to clarify information.

Self Management: Remains calm, objective and controlled in responding to urgent or demanding situations. Maintains effective performance under pressure. Stays positive.

Expected years of experience

Exposure in handling specific industry accounts is an advantage.

Comprehensive knowledge of company network or related industry is an advantage.

Total dedication to and focus upon servicing and supporting both internal and external customers

Ideally with experience in selling to the key industries

Minimum 5 years corporate sales experience, preferably in a service-related industry

Previous experience in managing account managers or sales staff

Educational Qualifications

Preferably with a degree in Business Management

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