Business Development Manager

Job description / Role

MAIN PURPOSE OF JOB:

The Business Development Manager will be responsible for elevating our brand and creating new business opportunities for our entire product and service offerings in alternative – i.e. non-construction sectors.

The role holder will take the lead in the lead in the strategic development of business opportunities in new industry sectors that supports Rapid Access’ overall growth strategy in alternative sectors.

Using a consultative sale methodology, the Business Development Manager’s strategy will include the proactive targeting of key market sectors, customers and project pursuits as well as the engagement with current and potential customers to present our value propositions so long-term revenue growth is achieved.

The Business Development Manager will also act as a strong change agent as a major challenge of this role will be to challenge the status quo and influence potential customers within alternative sectors to adapt their current working at height methods in response to the value propositions presented.

This is a highly visible role that is critical to growth of Rapid Access.

KEY RESPONSIBILITIES:

Development of the Business Development Strategy:
• Provide strategic planning input into the business development plan to identify opportunities for new market and customer penetration. Identify realizable revenue streams in each sector and forecast anticipated profit margins
• Prepare comprehensive market and competitive analysis of the potential for alternative project delivery sales outside of the core construction market
• Actively research, identify, develop and track project opportunities in defined target market sectors
• Develop innovative business development propositions through effective collaboration with the marketing, sales, hire desk and engineering teams

Implementation of the Business Development Strategy:
• Achieve retention, growth and profitability goals through professional, consultative and proactive sales activities directed at key decision makers
• Analyse opportunities to increase sales and expand the scope of the work undertaken by identifying customer needs within their wider organisation. Developing and delivering solutions to meet these needs
• Utilise marketing initiatives in line with the business development plan to increase the awareness of Rapid Access in the sector
• Develop and maintain a robust sales pipeline towards targeted sectors to continuously grow the business and generate sales
• Develop new business opportunities with potential customers at all stages of the sales cycle to include targeting, prospecting and presenting compelling business propositions
• Manage the bid process by responding to RFPs and delivering high quality, viable bids and proposals that result in revenue generation against agreed targets
• Prepare and present persuasive sales presentations that effectively demonstrate the value proposition of the Rapid Access product solutions
• Effectively manage large scale, complex contract negotiations and close new business deals by delivering compelling calls, introductions and presentations to a variety of audiences

Internal and External Stakeholder Industry Relationships:
• Develop, implement and deliver a multifaceted stakeholder relations strategy with the aim of constructively influencing all parties having a current or potential vested interest in the powered access industry
• Map all influencing end-user and non-end user stakeholders such as policy makers, clients, budget holders, principal contractors, subcontractors, professional bodies and environmental groups
• Analyse stakeholder mapping information to identify and understand the levels of influence of potential champions and industry partners. Identify ways to directly contact and communicate with these stakeholders
• Establish, build and maintain strong relationships with key contacts and industry partners. Understand their challenges and expectations and the information gathered to successfully get their support in the integration of the Rapid Access suite of products into existing or planned projects

Industry Awareness:
• Keep up to date with legislation and other external factors that may affect the Rapid Access business
• Maintain a high level of awareness about regional industry activities, economic trends, and competitive pressures
• Participate in industry events, trade-shows, and associations to enhance our reputation

Internal Communications:
• Coordinate and act as an implementation lead before account handover to the key account team
• Ensure strong internal communications and work with the sales team to assist them in understanding the market
• Provide input into training efforts for the Rapid Access key accounts team

Reporting and Analysis:
• Track business development efficiency in each of the current and anticipated market sectors
• Prepare and present business reviews and to the senior management team on a regular basis
• Provide feedback to the senior management team on required service offerings necessary to achieve current and future growth plans

Requirements

• Demonstrable track record of successfully achieving sales targets across a variety of industry sectors
• Experience managing complex sales processes and long sales cycles
• Proven track record of developing effective proposals and strategies that win business
• Experience of developing strategic relationships with customers and adding significant value to customers
• Strong analytical skills in assessing and interpreting customer business data
• Experienced in negotiating and formalising customer needs and communicating these to colleagues in other service lines

DESIRABLE
• Experience working in the Powered Access, Plant or construction related sector
• Fluent Arabic speaker

About the Company

Established in 1996, Rapid is the Middle East leader in powered access equipment rental & sale, and part of Europe's largest powered access rental company, Lavendon Group plc.

At Rapid, we offer wide range of MEWP's (Mobile Elevating Work Platforms), which offer a number of features making them particularly suitable for different types of applications.

• Steel Erection and construction
• Lighting and electromechanical maintenance
• Industrial and building maintenance
• Signage and Events
• Outside Broadcasting
• Telecommunications maintenance
• Facilities Management
• Airport, Ship and Highway Maintenance

As members of the team committed to providing strength on the ground and performance in the air we work with a simple business philosophy 'Your success is ours'.