Job Purpose
The Business Development Manager will be the front-face of the company and must have dedication to create and apply an effective sales strategy. You will work to identify and pursue new business opportunities, manage client accounts, and develop strategies to increase the profitability of the company. The primary goal is to drive sustainable financial growth by boosting sales and forging strong, long-term relationships with clients in line with the Medium Term Plan
Job Context
Establish an understanding of products required and optimise routes to market.
Develop relationships within a specified region within Australia.
The role will report directly to the National Business Development Manager with a dotted line relationship to the Sales Director – Australasia
Job Dimensions
The role will be based in Australia with regular travelling in Australia and some visits to Lucy sites in Asia Pacific.
Key Accountabilities
Including but not limited to:
Primary
• Create and implement dedicated and focused plans for existing, and emerging/new customers and sectors in line with the Company’s Medium Term strategic plan.
• Gather / acquire current sales data to create a view of the target markets.
• Gain appropriate Client approvals and/or specification compliance for projects.
• Assimilate views and information on specific markets and customer requirements and drive general product developments.
• Establish and report on any barriers to gaining market entry.
• Set outline targets for sales growth.
• Coordinate and carry out promotional activities in the target markets to facilitate introduction of new products.
• Initiate demonstrations and/or trial orders with major customers to gain experience and pre-qualification.
• Establish business potential for complimentary products not currently in the product range.
• Regular reporting of plans and activities.
• Handling customer queries and clarifications, responding in a timely manner.
• Preparation and submission of quotations whilst following approved processes.
• Update CRM for all customer related activities
• Working with a broad internal Lucy Electric team in other departments necessary to coordinate and drive business success.
Secondary
• To help identify and undertake any other duties and responsibilities to improve the efficiency and quality of internal procedures and customer services.
• Comply with all company policies and procedures and maintain confidentiality of information relating to the company’s business and staff.
Qualifications, Experience & Skills
• Extensive commercial and technical sales experience within the Secondary and Primary Switchgear markets.
• Previous experience of Business Development and Marketing with Australian Utilities, Contractors, Consultants and EPCs in the electrical sector
• Knowledge and understanding of contract law and terms and conditions
• Ability to negotiate contracts and close orders leading to profitable business for Lucy Electric.
• Excellent understanding of the key business issues in end user accounts
• Strong understanding of costing and setting prices to return agreed GM.
• Familiarity with CRM Systems, preferably Microsoft D365 or similar
• Fluency in English
• Excellent communication skills
• Excellent in MS Office and computer literacy.
• Excellent reporting and documentation skills.
• 3-5 Years within similar industry or role.
Behavioural Competencies
• Mature judgment with a demonstrated ability to prioritise and work with little to no supervision.
• Customer focused with the ability to deal with a variety of people in a professional and courteous manner in diversified situations.
• Must be able to cope under pressure and multi-task.
• A team player with enthusiasm, keen to learn and develop skills.
• Well organised with good time management.
• Organized and detail oriented.
• A passion for excellence and a proven ability to succeed.
Responsibilities
Responsibilities:
1) Business Development: Monitor and assess sales and market data for a specific geographic region that will assist management in identifying areas in the market where business can be developed.
2) Customer Needs Clarification: Set clear objectives for each sales call or meeting; use standard materials to make a presentation to the customer; and ask relevant questions to evaluate the customer's level of interest and to identify and respond to areas requiring further information or explanation.
3) Customer Relationship Development / Prospecting: Develop and implement a customer contact plan to communicate product launches and engage the potential customers in relevant sales campaigns to build new relationships. Act as first point of contact for customer queries and complaints and resolve them, referring complex issues to others and ensuring that the customer receives an appropriate response.
4) Sales Opportunities Creation: Identify potential customers by obtaining information, referrals, and recommendations from existing customers and other contacts and/or through participation in trade shows and conferences.
5) Sell Customer Propositions: Identify the products or services that best meet the customer's stated needs, use personal expertise to propose quantities and product configurations, explain the selection to the customer, and invite the customer to make a purchase at the standard price/terms and conditions of sale.
6) Customer Relationship Management (CRM) Data: Monitor team members' use of the CRM system, identifying and resolving standard issues and escalating them to a senior manager as appropriate.
7) Customer Relationship Management / Account Management: Develop and implement a customer contact plan to communicate product launches and engage the customers in relevant sales campaigns. Act as first point of contact for customer queries and complaints and resolve them, referring complex issues to others and ensuring that the customer receives an appropriate response.
8) Operational Compliance: Develop knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct to ensure own work adheres to those standards. Obtain authorization from a supervisor or manager for any exceptions from mandatory procedure.
9) Personal Capability Building: Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation, where relevant, to improve performance and fulfill personal potential. Maintain an understanding of relevant technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.
Educational Requirements: Bachelor's Degree or Equivalent Level
General Experience Requirement: Sound experience and understanding of straightforward procedures or systems (7 to 12 months)
Managerial Experience Requirement: Very limited (0 to 3 months)
