Business Development Manager
BASF Construction Chemicals Company
مجموع سنوات الخبرة :24 years, 4 أشهر
Produce and implement agreed Business Development Plan incorporating prioritized objectives and KPI’s in terms of focus, targets and outputs regarding market segments, business lines, projects, specifiers, sales values, conversion rates, and any other initiatives within the role scope.
Manage consultant portfolio to develop relationships, increase project awareness and intelligence, provide and promote BASF solutions, and thereby generate / influence specifications.
Manage specification sales process through all stages of the sales cycle (concept - design - tender - award - construction - reconciliation of values - completion and reference data collection - CRM / contact tracking), i.e. from "cradle to grave".
In co-operation with the RSMs and, if appropriate by ‘push-pull’ with other team members (e.g. Regional Business Sales Segment Mgrs and BL-Comml Mgrs), proactively engage with consultants / influencers to help convert sales on key projects (e.g. by spec-breaking, alternative proposals, trouble-shooting, support on complex submittals and design & build contracts, presentations etc.).
In conjunction with the GM and RSMs, identify, qualify, develop and eventually hand over to the appropriate account management resource commercial or institutional partners wishing to leverage a significant and mutually beneficial relationship with BASF, including:
Major Contractors / Developers / Owners / Govt. / Universities etc.
Maintain MD database, including a summary sheet, showing project status, priorities, actions and tactics.
In conjunction with the General Manager and Regional Business Segment Managers, provide feedback and recommendations on existing and new market and application segment needs, trends and tools.
Keep abreast of system technologies, market sector trends and opportunities, and continuously develop organizational via regular participation in company training and personal CPD activities, industry conferences, networking societies and events.
*Responsible for staff of 120 personnel including labors. This includes keeping staffing in proper levels, including interviews.
*Reporting directly to the owner of the company.
*Noting all unusual activities, invoices, LPO’s, payments, etc.
*Monitoring of all employees activity report.
*Monitoring productivity in the sales department and quote approvals. Critique, govern and sign incoming contracts from sales.
*Monitoring all detail supplies, waterproofing membranes, Coatings, concrete repair, tile adhesives and grouts etc. Having a firm knowledge of the products, the amount to keep in stock and confirming and signing of purchase orders. Occasionally price shopping/vendor shopping to measure cost effectiveness and quality in products and services extended.
*Holding meetings with new and existing clients in order to increase sales figures.
*Verification of invoices and issuance of payment certificates and warranties.
*Monitoring preparation of claims and attending meeting with Subcontractors to resolve disputes or follow up the progress of work.
*Holding meetings with new and existing suppliers to get better bargains on material purchases.
*Holding training sessions for sales and contracting department to improve their skills and have better knowledge in the material they are dealing with.
*Monitoring staff evaluation forms to reward or penalize them accordingly.
*Project Coordination: (Field of Work: Waterproofing Division)
*Specs and Drawing analysis and pricing Bill of Quantities.
*Technical submittals and follow-ups for approvals and meetings with consultants.
*Preparation and review of changes, variations and growth in scope of work.
*Reviewing all incoming correspondence and responses on contractual issues.
*Cost estimations and support to project execution team.
*Negotiations and agreement on variations with clients.
*Verification of invoices and issuing payment certificates.
*Preparation of claims and resolution of disputes with Subcontractors.
*On Site Inspections.
*Measurements and Offer Preparations.
*Technical Follow-up.
*Project execution follow-up.
1995 - 1999 - Bachelor of Science in Interior Design - Lebanese American University (LAU): • Graduated with Honor with a G.P.A = 3 / 4.0 • Sculpture Lab assistant • Library Assistant
1993 - 1995 - BACC II - Zahret Al Ihsan School