Business Development Manager

Key Performance Indicators

Business development

• Support the realisation of the annual allocated product category unit targets.
• Focus on new new customers.
• Focus on profitability of solution implemented.
• Identification of new business opportunities and subsequent alignment.
• Develop, document, and delivery of an account-plan.
• Forecast potential sales and manage sales cycle pipeline.
• Create long-term relationships with all customers.
• Create unique and value add proposals that align with the needs of the customer.
• Organise internal and external key account-meetings when required.
• Manage customer’s expectations.
• Focus on profitable markets/ customers.
• Focus on customer support and business development activities for graphic arts sales cycles including presentations, demonstrations, assisting with customer application samples and development.
• Create awareness and requirements of Graphic Arts market business development within Océ.
• Identification of new business opportunities and subsequent go to market strategies
• Assist in the promotion and/or development of Value Propositions for Graphic Arts Industry.

Market and Marketing Awareness

• Develop production & graphic arts awareness and strategies within your allocated market.
• Identify Graphic Arts companies and the categories in which they operate.
• Actively provide feedback on market development.
• Assist in the promotion and/or development of Value Propositions for Graphic Arts Industry
• Participate, network and exchange industry information by creating relationship with best-in-class Industry associations and suppliers.
• Develop a close association with product marketing.
• Develop relationships with Graphic Arts vendors & associations
• Provide qualified input into the development of GA focused marketing plans.
• Assist in the delivery and impact of GA focused marketing plans.

People

• Ensure effective and timely communication with stakeholders
• Continuously seek opportunities to identify potential problems and provide solutions
• Proactively achieve and learn
• Support and encourage team members with their new ideas
• Participate in departmental activities and special projects to ensure quality and team development within group and across the division
• Proactively and effectively, ensure the health and safety of employees

Customer

• Develop and maintain strong relations with key stakeholders and customers
• Focus on and ensure customer satisfaction and a positive customer experience
• Ensure customer retention through a partnership approach
• Engage regularly with the customer to build profitable relationships
• Contribute to the development /implementation of department and divisional strategies
• Identify weaknesses in offerings to customers and recommend course of actions to fill gaps
• Recommend and actively participate in marketing activity that will improve penetration of nominated accounts such as events, industry briefings etc.
• Be accountable for providing succinct and timely input into the forecasting, competitor intelligence, supporting the budgeting process and business opportunity and risks analysis
• Actively engage in opportunities for the business growth
  Financial/Commercial
• Achieve revenue and profit targets
• Manage expenses to budget and within guidelines
• Continuously monitor and adjust processes and procedures to ensure maximum efficiencies

Process

• Develop and maintain a strong knowledge of Océ products
• Continuously improve and maintain knowledge of Océ offerings across the business
• Ensure adherence to business and corporate processes / policies
• Actively engage and work with internal stakeholders to improve revenue from customer(s)
• Use CRM system to keep all activity and sales pipeline up to date
• Report weekly on the state of business and the state of competition
• Complete weekly sales forecasting
• Complete monthly sales reporting