Business Development Manager- Infrastructure

KPA - KEY PERFORMANCE AREAS Promote, develop and increase sales of company's products and company's services to Infrastructure projects -Expanding customer base -Maintaining and increasing business relationships with existing customers. -Plan and execute sales calls economically, logistically and with the most impact. Stakeholders (buying center) include • Construction customers • Architects • Engineers • Government departments / infrastructure entities • Local government • Applicators Ensure that the sales process is applied and that the customers are served with solutions: • Prospect and qualify opportunities well in advance (including cross-selling opportunities), sound product know-ledge and ability to quickly assemble information is key. • Understand the customers’ needs. • Ensure that sales opportunities pipeline is updated and filled. Maximize sales efficiency and employment of resources by effective sales administration. • Map and cover the entire buying center in complex project environments (architects, engineers, owners, contractors, etc.) • Ensure systematic follow-up and realization of opportunities. Close sales. • Manage objections actively and ensure that brand reputation is maintained. • Retain customers and provide key account management To meet and exceed the Sales Budgets / Targets. Monitor Business environment and Market Trends Monitoring the business environment and market trends. Ensure information on all present and future major projects in Tanzania, map stakeholders (contractors, owners, specifiers). Reporting trends to the Line Manager. Excellent Product Knowledge and Marketing Knowledge Non-stop learning of solutions we can provide. To have an in-depth technical knowledge of all relevant solutions for the Tanzanian market. To write and submit specifications for solutions where required (in collaboration with Area support functions). Training of customers to extend their knowledge of products and usage, including architects, engineers and project owners. Define together with Marketing Manager marketing plan and do follow-up. Reports Systematic and complete documentation and follow-up of activities, opportunities, projects and stake holders. Ensure on-time delivery of reports for Country Manager and other Corporate functions. Anticipate customer demands, forecast sales. Organizing of seminars and launches To plan and conduct product and application systems seminars to customers. Manage Key Accounts and expenses To assist the Financial Controller with the collection of all money owed to the company Debtor control. Keeping the Financial Controller informed of any development that may affect the ability of a Debtor to fulfill his obligations to the company. Control of debtors accounts. Control of expenses related to sales. Team Lead Lead Infrastructure team: set objectives together with Country Manager and pro-actively follow them up Ensure coordination between departments and within sales team to ensure the highest possible responsiveness towards customer inquiries. Ensure to the extent possible that yearly and monthly sales budgets are met, anticipate variations towards budgets / forecast as early as possible. Oversee all sales activities and customer relationships of team members. Provide guidance and support if necessary. Develop team members and ensure that there is a proper deputy system in place. General Undertakes such additional duties which may from time to time be assigned to the Employee in the discharge of his / her duties. To ensure that a correct and proper image of the Company is maintained at all times. As a senior member of the company, an overall interest in the company and being a true leader is required Requirements Education and experience Tertiary sales / marketing or civil engineering qualification Affinity / interest for specifying and providing complex solutions within the construction industry Minimum of 5 years of sound sales experience in construction sector, know-how of how to navigate in complex project environments, experience with Chinese contractors is an asset Distribution experience is a plus Experience of marketing of products Computer skills Customer service experience Preferably team lead experience Special requirements Regular and on time attendance Will be required to work overtime Overseas travel may be required. Benefits Company Car & Fuel Company Phone & Airtime Health Insurance