Business Development Manager at Resource Intermediaries Limited

Position Overview 

• The Business Development Manager (BDM) is tasked with profitably expanding market share in specified strategic markets and accounts, with a focus on beverage labeling in Nigeria and the West Africa cluster. The BDM, experienced in navigating complex decision-making processes, contributes significantly tstrategy planning in converting and packaging segments. Approximately 50% of their time is spent tactically visiting customers tenhance existing operations and acquire new accounts. The BDM evaluates and promotes new business opportunities, acts as an expert on product performance, and collaborates on launching products in Nigeria. Presentation skills are crucial, and the BDM serves as a consultant tstakeholders, understanding industry trends and market forces. 

PRIMARY DUTIES

• Profitably grows market share through acquiring new business at new customers and new applications at existing accounts.
• Meets annual budget growth objectives by closing qualified new business opportunities.
• Maintains a healthy new business pipeline of new opportunities in line with the annual growth plans.
• Skillfully utilizes the company's sales process tfind, qualify and close new business.
• Sells at optimum value and margin tmeet agreed profit targets.

Maintain business in existing accounts.

• Develop trusting and productive relationship with the key decision makers in the account. Is able tdevelop relationship maps and maintain in SFDC under contact records. 
• Understands market trends and offers solutions tcustomer’s ensuring expectations are met.
• Collaborating with the customers treview the business performance during formal business review meetings.
• Gathers business intelligence tunderstand possible threats and mitigates the same. 
• Collaborating with global team/s especially tobacctgrow and maintain tobaccsector business within company's\.
• Manages activities related tidentifying new business opportunities.
• Is technically independent and competent enough tmanage running own technical demonstrations- and able tproduce technical reports. 

Manages own time by focusing efforts on the blue chip opportunities.

• “Opens the door” at potential customers, develops and explains the company's value proposition.
• Helps customers tselect appropriate products for various applications. 
• Ensures customers are fully aware of value delivered.
• Evaluates and establishes relationships with potential partners, such as application equipment providers, OEMs, Industry associations tachieve a deeper market penetration.
• Evaluates customer requirements within the overall context of the market, i.e. applicability of similar products and projects for other customers. 
• Support opportunities related tregular business and support successful closure 

Develop and improve value offering

• Capture customer requirements (VOC) and help translate them intvalue propositions 
• Collect data supporting value propositions at customers Monitor and document the offered values in continued business.
• Ensures customer projects are on time and on budget. 

Work on Product Portfolio

• Manage product program in the segment and define the GOTproduct portfoli
• Completes detailed customer requirements with appropriate business tensure understanding 
• of requirements and CTQ’s as necessary for R&D / Technical Service 
• Capture trends from industry and translate them intnew product or service developments and 
• innovative offerings. Propose and lead suggested price positioning in the segment in
• cooperation with business manager . Support product complexity reduction exercise lead by Marketing. 

Interaction and communication with internal stakeholders

• Seeks input from SAM’s , Business colleagues and sales tdevelop segment strategy 
• Partners with all stakeholders testablish priorities, service levels and deliverables
• Provides, summarizes, analyses and processes relevant customer and market information 
• using SFDC and other information sources
• Coaches and influences senior sales colleagues 
• Partners with Marketing, Technical Department and R&D tensure voice of the customer is received and acknowledged. 
• Provides supporting resources & intelligence tsales teams trespond tcustomer’s requests
• Expertly communicates across the business on all internal and external activities, in line with 
• the strategic plan. Provides regular updates tall stakeholders
• Is aware of the forecasting 
• Partners with an expert colleague from the Technical Department on specific issues 

BUDGETARY/FINANCIAL ACCOUNTABILITY

• The Business Development Manager is responsible tgrow the business in selected strategic accounts
• according set budgets on defined markets. 

KEY METRICS 

• Sales Budget in Euros
• Profitability measured as percent (%) contribution margin.
• New accounts won. 

MINIMUM REQUIREMENTS 

• Master’s degree in Business, Marketing or Technical with postgrad marketing (or equivalent through experience) 
• 5+ years’ experience in sales and marketing of adhesives or related sales. 
• Proven track record of successful market development with a minimum of 5 years technical sales experience 
• Strong driver for results and success. Shows passion for the role.
• Expert in the value selling process with good understanding of B-2-B selling process.
• Ability tharness and manage important business relationship.
• Outstanding commercial and communication skills at all levels of contacts: Executive, Middle  Management, Production floor
• Understanding of basic financial metrics such as Operating Profit, Margins and Working Capital
• Strong oral, presentation and written communication skills
• Good analysis capabilities linked tgood strategical thinking skills
• Significant industry standing. Considered an expert in technical Adhesives
• Excellent listening skills
• Strong technical skills
• Excellent computer literacy
• Fluent in English language, with other additional European languages a plus
• Ability twork in a team with different cultures and nationalities
• Ability tlead, influence and motivate the internal cross functional team tachieve business goals
• Intimate knowledge of the support functions
• Ability twork in a fast and changing environment
• Disciplined work approach with good reporting skills
• Ability ttravel with region - between 50-60% time
• Ability tacquire knowledge of adhesives performance and applications of product range within 6 month period
• Ability twork from a home office
• High ethical standards – must meet HBF Minimum 

PREFERRED QUALIFICATIONS 

• Selling/marketing or technical experience with industrial multi nationals
• Ability tlead and influence internal stakeholders in any function
• Willingness tmove tdifferent countries twork
• Experience in more than one market/application/geography
• Experience in selling adhesives intmultinational companies
• Fluency in English and Swahili – French would be an added advantage.