Business Development Manager

Job Responsibilities

Growth of business in responsible territory

• Proactive identification and capture of new business opportunities with focus on year over year revenue growth to generate increased revenue and market share
• Primary revenue growth responsibilities will be around the opportunity capture of new contracts that complement and grow our existing product portfolio in Ship Management business
• Lead capture and proposal team activities with a focus on customer requirements and budget, competitive intelligence, and price-to-win analyses
• Conduct customer engagements and customer call planning with the purpose of establishing critical trust with senior leaders
• Identification of strategic alliances, teammates, and partners for key pursuit opportunities
• Curate a pipeline of new business opportunities, to include qualification, pursuit and re-assessment on an ongoing basis

 

Contextualize sales cycle policies and processes for the country

• Accountable for localizing sales cycle policies and processes for the country
• Derive insights from the analysis of the local business environment to assist Business Development Lead in tailoring sales cycle policies and processes to their respective business environment while adhering to overall commercial strategy and financial controls
• Assess implemented policies and processes within the sales cycle and collaborate with Business Development Lead to align them to the local business environment if needed

 

Align business development efforts

• Accountable for the alignment of business development efforts in the country to the commercial and business strategy of FML
• Establish, cultivate and maintain relationships with potential clients, influencers and key opinion leaders to gain a detailed understanding of their future requirements and needs
• Interpret Company level changes in commercial strategy in a Country context, and work to design and implement changes
• Participate in relevant industry forums and seminars to stay abreast of customer strategies, goals and objectives

 

Provide input to development of sales strategy

• Responsible for assisting the Business Development Lead in understanding country level business development efforts
• Developing growth strategies and plans for the country
• Identifying and mapping business strengths and client needs
• Develop long term strategies that differentiate us from our competitors and respond to competitive offerings valued by our clients
• Aggregate and derive insight from business development efforts (e.g. conversation rates, sales) in the country to inform strategic decisions made by Business Development Lead

 

Drive continuous improvement within the department

• Responsible for implementing and driving continuous improvement initiatives in country
• Collaborate within the department to identify improvements that can be made to policies, processes or technological infrastructure.
• Assist in the operationalization and implementation of improvement initiatives within the department
• Monitor and report improvement in outcomes within the department to Business Head

 

Oversee day-to-day operations

• Accountable for building professional relationships between FML and potential customers
• Oversee networking and communication efforts of account managers to ensure the creation and nurturing of leads into customers
• Engage in high level negotiation, proposals or conflict resolution with customers if needed
• Conduct all business in strict compliance with corporate policies and applicable international regulations

 

Manage and review costs

• Responsible for adherence of all department operations to budget
• Accountable for the review, aggregation, projection and presentation of the annual budget for the department
• Assist in the identification, escalation and resolution of areas of anomaly in budget reports for the department

 

Relationship (mostly Internal and or External) and Nature of Communication

• Primarily maintains relationships with Business Development Lead, Chief Commercial Officer as well as key external stakeholders such as customers
• Collaborates with Business Development Lead, Chief Commercial Officer to ensure customer needs are met and with key external stakeholders to ensure the development and maintenance of a long-term relationship
• Resolves conflicts between FML and key external stakeholders to ensure business interests and professional relationships are protected