Business Development Manager

Job description / Role

Job Purpose

The Business Development Manager is responsible for selling to and educating customers about Rapid Access’ product portfolio, facilities and services.

The role holder will be part of a team responsible for providing high quality and proactive business development opportunities to the assigned region.

The Business Development Manager will be given a defined customer portfolio within an assigned territory and will be tasked with its growth and maximising revenue and profit against agreed targets by converting enquiries and sales proposals into confirmed orders.

This is predominantly achieved through field-based sales activity and account management of both the existing customer base and new business.

The Business Development Manager can be required to travel throughout their assigned territory as well as spending time in the depot when needed.

Account Management:

• Actively manage and develop all customers within an agreed portfolio which may extend across country/region.
• Develop and sustain a solid relationship between Rapid Access and its customers.
• Deal with all customer queries quickly, efficiently and cost effectively.
• Ensure customer service and customer expectations are exceeded.

New Business Development:

• Identify and follow up enquiries and sales leads with new and existing customers.
• Grow the given portfolio through proactive prospecting through activities such as market research, networking and lead generation.
• Update the management team on topics such as industry trends, area performance, competitor activity, lost jobs, revenue and utilisation.
• Conduct customer sales visits with new and existing customers with goal of securing or retaining business.

Targets:

• Achieve all revenue and KPI (Key Performance Indicators) targets to include:
• year-on-year revenue growth.
• redevelopment of dormant accounts to agreed percentage.
• retention of existing active customer base within agreed percentage.

Reporting & Information Systems:

• Ensure the CRM system is routinely updated with information such as customer visits, quotes, forecasts.
• Assist with production of sales activity, market and competitor analysis reports.

Sales Support Activities:

• Prepare and coordinate customer proposals and quotations
• Attend company stands at exhibitions, trade shows and conferences when required
• Provide support to cash collection activities
• Assist the Hire Desk Control team with customer queries
• Responsible for understanding and practicing appropriate safety procedures as follows:
o Act as safely at work as you would elsewhere, if not more so
o Use the tools available to you to maintain a safe environment
o Participate in the safety training programme to educate yourself on hazards, safety practices, and rules
o Communicate about unsafe practices and conditions
o Always follow safety rules and regulations

The chosen candidate will meet the criteria below:

• Proven track record in a business-to-business target –driven, consultative sales role in the heavy plant, machinery or construction related industry sector.
• Ability to demonstrate effective negotiation skills and deliver convincing arguments in order to win commercially viable business.
• Experience of strategically growing business in an assigned territory through an understanding of a customer base, competitor activity and buying behaviours.
• Competence in the Microsoft Office suite including Word, Excel and PowerPoint.
• Fluent in English.
• A valid driver’s license with a good driving record.
• Fluent Arabic and Hindi Language skills would be desirable.
Person Specification:

• Well-presented, commercially astute individual with a strong understanding of business development activities.
• Strong written and verbal communication skills.
• Strong interpersonal skills with the ability to successfully build rapport with others.
• Ability to establish credibility and be decisive.
• Self?motivated, dynamic and confident, with the ability to work on own initiative.
• Detailed, organised and results?oriented.

About the Company

Established in 1996, Rapid Access is the market leader for powered access solutions in the Middle East and part of world's 3rd largest rental company, Loxam Group.

We hold the largest and most diverse selection of access equipment in the GCC ensuring availability and the right equipment for every application.

In addition to equipment hire and sale, we offer working at height consultancy, training and a unique range of material handling attachments and safety systems which increase the efficiency and safety of working at height.