Business Development Manager

Description:

The Business Development Manager - NSW Industrial Fluid Power plays a key role in achieving the sales growth strategy for Gates Australia. The position is pivotal for revenue generation, accountable for customer / distribution management, deploys strategies maximising sales, profits and market share benefiting both Gates and channel partners. Embraces responsibility and leads growth expectations. Prepares high level, quality communication, engages internal & external stakeholders delivering value across the business and market channels. Manages financial & performance objectives aligned with Company strategic plan, maximises customer satisfaction, delivers functional sales leadership.

The Role

The incumbent reports to the National Sales Manager - Industrial Fluid Power. The BDM manages the OEM & distributor relationship and works closely with distributors, end users & OEM's in order to grow Gates sales of industrial Fluid Power products. The BDM is responsible for providing channel management, technical service and market extension support (such as joint calls, training, and end user support). Implements distributor growth activity to promote Gates products ensuring the Gates brand is foremost in all endeavours. The BDM manages channel mix and ensures there is diversified balance through distribution and Gates direct sales. The BDM role exhibits strong business development qualities, maximises share of wallet through competitor account conversion and secures direct business in-line with Gates 'rules of engagement'. The position establishes and maintains professional relationships with key management, operations and field personnel of OEM's and Gates distribution network in order to strengthen the Gates value proposition.

Your Responsibilities

The Business Development Manager - Industrial Fluid Power specific responsibilities will fall into the following primary areas:

Accountabilities

• Develops a business plan and strategy for the responsible market that ensures attainment of company sales goals and profitability.
• Develops and expands the number of Gates distributors throughout the responsible region.
• Forecast long and short-range market potential in the responsible region
• Prepares action plans to effectively identify sales leads and prospects by effectively utilising a CRM Database.
• Develops action plans to penetrate new markets and customers.
• Establishes a customer intimate relationship with Senior Management and Decision makers at important customers and/or potential new customers to ensure high levels of client satisfaction.
• Creates and conducts technical and commercial presentations/proposals.
• To be the leader in the allocated region supporting and coaching other Industrial team members.
• Responsible for meeting sales objectives
• Implements business tools motivating distributors
• Manages the performance of channel partners
• Performs key account duties across OEM's
• Interacts with all company employees in a professional and respectable manner.
• Completes reports requested by management on time and in an acceptable form including populating a CRM.
   

Functional

• Leads sales activity in designated region / territory
• Maintains and develops key business relationships across new and existing customers
• Actively implements the sales plan, seeks new opportunities to grow sales / business
• Conducts distributor / end user training
• Conducts other end user activities - site surveys, fleet surveys etc
• Develops and implements Gates business tools to enhance success
• Sales recovery actions for off-plan activity
• Gates Industrial and channel partners reporting
• Performance plan management
• Distribution and OEM contracts
• Actively practices & supports Gates strategic plan
• Aligns with Gates vision & strategic priorities
   

Other

Extensive customer visitation is required and may involve up to 80% of time, with the rest spent in the office. Overnight travel will be required away from home and will be based on business requirements depending on the demands of the market place.

This is for the purpose of calling on Industrial Fluid Power distributors, resellers, OEM and end user customers. This may involve prolonged travel at times up to 5 days in length. Time spent in the office will be for the purposes of planning and processing of field activities.

Required Skills And Knowledge

• Ability to influence high level engagement and relationship building
• An excellent ability to listen, understand and deliver on customer needs and requirements
• Requires a comprehensive knowledge and implementation of sales management, marketing and selling techniques. Must have strong mechanical aptitude and an understanding of the principles of fluid power applications
• Must have strong interpersonal and human relation skills to handle a busy office environment and a demanding customer base.
• Must be a team player and have excellent planning and prioritisation skills to handle varied workload.