We are looking for a customer-centric Business Development Manager to provide strategic and tactical business development support to JC MEA sales team, fostering the team-of-teams spirit
Perform the sales functions applicable to the business development phase of strategic alliance agreements with customers, including purchasing and primary supplier agreements, reliability agreements, turbomachinery agreements, asset management agreements, JC Sense agreements (digital services), frame agreements and others.
Manage relationships at customers’ corporate decision-making level, both with existing alliance accounts and with potential ones (being John Crane’s primary contact and focal point at HQ level).
Identify profitable top line growth opportunities and potential risks to JC alliance business, preparing and ensuring the implementation of action plans to develop/mitigate them.
Duties and Responsibilities
Support the sales team prospecting, understanding voice of customer (needs and motivators), customizing solutions, providing high impact presentations, understanding the decision making processes and assisting in the overall development of contract opportunities, including commercial & legal T&C negotiations.
Support all contract renewals processes, looking forward to securing John Crane’s business while also seeking profitable top line growth opportunities through the expansion of the service and product scope.
Establish and maintain strategic relationships with external and internal stakeholders, targeting customers’ decisions makers and influencers at multiple organizational levels (site and corporate), developing sponsors, interacting with all John Crane pillars and functions (locally/regionally/globally) and always seeking productive networking opportunities.
Provide assistance to the sales team and the contract management local/regional group during program implementation stage.
Review contract KPIs and P&L to monitor program performance; and participate in key program reviews with customers at both site and corporate level, triggering actions to ensure a healthy long-term profitable relationship for both parties and to strengthen John Crane’s positioning at alliance accounts.
Participate in John Crane’s internal strategic discussions and commercial planning.
Monitor market trends in maintenance, reliability and asset management practices.
Identify End-To-End service innovation opportunities and new potential competitive advantages.
Identify customer’s digital transformation and Industry 4.0 projects, while also their safety, energy saving, emissions reduction and environmental corporate efforts, as these are strategic potential areas for increasing John Crane’s business, providing new solutions and adding more value to them.
Preparing sound and meaningful Business Cases along with the supporting financials.
Maintain and extend service offering proposals on existing contracts.
Strategize and reposition opportunities from a competitive perspective on contracts.
Develop tracking tools for easy KPI analysis.
Use Interface for all strategic customers across MEA.
Provide presentations on various aspects of the reliability initiatives and programs.
Support business development initiatives at both existing and prospective client locations.
Develop new business opportunities for JC products and grow the Reliability footprint within MEA.
Meet budgeted or amended FORQ targets for Orders / Sales / Profit margin for area of responsibility.
Required Skills and Experience
Mechanical or Industrial Engineer.
Solution selling or business development background (industry experience required).
Leadership, change agent, negotiation, strategic thinking and high impact communication.
A self-starter with high performance objectives
Must have demonstrated ability of high client awareness and standards for customer service
A continuous improvement work ethic with the ability to apply this in the workplace
Places a high value on teamwork
Personal behaviours that demonstrate adaptability, initiative, integrity and cross cultural and commercial awareness
Capable of communicating complex engineering issues, problems and solutions to others with varying levels of comprehension/technical skills
Ability to plan prioritize and organize work within a set time table in an area of conflicting demands
John Crane (www.johncrane.com) is a global leader in rotating equipment solutions, supplying engineered technologies and services to process industries. The company designs and manufactures a variety of products including mechanical seals and systems, couplings, bearings, filtration systems and predictive digital monitoring technologies. John Crane customer service is accessed through a global network of more than 200 sales and service facilities in over 50 countries. Fiscal year 2016 revenue was greater than 1 Billion USD (£830m). John Crane is part of Smi
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