Business Development Manager

Company

SENER Engineering and Construction (Pty) Ltd

Date

17 Oct 2017

Reference Number

2156323

Description

POSITION: Business Development Manager

PRIMARY LOCATION: Sandton

DESCRIPTION: The successful candidate will be responsible for developing and maintaining strong, productive working relationships with clients at all levels of their organisations. In this role, you will develop practical and innovative ways of marketing new segment strategies and managing new and existing client relationships to meet the goals and objectives of the business.
Key objectives for this role will include developing business in the following areas:

- Power: Combined cycle and co-generation plants
- Renewables: CSP, biomass and waste to energy
- Gas Solutions: FSRU's, LNG regasification units, and virtual pipelines; and
- Industrial: Process plants for paper & food industries, Petrochemical plants and oil re-refining plants, and Refineries

KEY PERFORMANCE AREAS AND RESPONSIBILITY

- Focus on developing strong relationships with clients
- Actively seek and build relationships with new clients
- Focus on growing sales and share for SENER across the EPC sector
- Prepare cost effective proposals, and alternate value engineered proposals, from project plans and specs and negotiate and secure project orders
- Mine EPC data to identify new opportunities to bid, key trends in marketplace, and new product needs
- Analyse territorial sales potential and develop sales strategies, utilising regional commercial operation resources necessary to achieve client service levels
- Monitor client satisfaction and propose / deliver corrective actions
- Actively listen to clients' needs and provide effective technical service to resolve issues and inquiries
- Develop and maintain a high level of client satisfaction through consistent high quality interactions with client management.
- Build long term strategic alliance with a portfolio of accounts to continue to add value, and promote service offerings to identify and escalate commercial service needs
- Maintain proper relationships with commercial and channel client segments and key decision makers within those segments
- Provide management with current competitive information on a continuing basis, including competitive pricing, policy changes, product development, and marketing strategies
- Submit accurate and timely reporting of pertinent business development activities
- Keep management aware of commercial developments and trends, both product and market that could affect future business
- Generate cross-selling leads and make it easier to do business with EPC Solutions
- Identify and track upcoming sales opportunities and influence customer specifications to favour SENER
- Conduct technical presentations
- Introduce new products to existing client base and identify target customers
- Meet or exceed assigned volume and margin measurement
- Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends
- Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
- Identify opportunities for campaigns, services, and distribution channels 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 differentiator

QUALIFICATION AND EXPERIENCE:

- Bachelor's Degree in Engineering (Mechanical, Electrical or Chemical)
- Registered as a Professional Engineer with ECSA
- Min 5 years in Power, Oil and Gas environment
- Previous experience in business development in the construction and/or engineering firms would be an added advantage

Contract Type:

Permanent, Permanent/Contract

Region:

Sandown
Gauteng
South Africa