Business Development Manager
Total Foundation Solutions FZCO
Total years of experience :16 years, 5 Months
A) Lead generation.
• Identifying potential new customers & new leads for sales of equipment for deep foundations & piling, by referrals, cold calling potential customers & visiting their sites and to identify appropriate products & services to promote in each situation.
• Maintaining contact with potential new customers and geotechnical consulting engineers to track new projects contractors.
• Attending at least 250 Sales Calls (meetings or extended telephone meetings) per quarter to be recorded on the Company's CRM database, Salesforce.com
• Tracking piling projects that may generate new leads for sales of equipment & services for bored piling and assisting potential customers to choose appropriate equipment to bid successfully. .
B) Estimating & quotations.
• Support the Managing Director and the Technical Manager to:
1. Liaise with the Company's international partners on site issues, soil conditions being encountered by clients and potential customers, to identify appropriate products & services to be offered.
2. Obtain quotations from suppliers and freight forwarders for components and services required to complete quotations to potential customers
3. Assist in Preparation of estimates and quotations.
• Submitting quotations to target clients, targeting the submittal of a minimum of number quotations
Per quarter of value to be advised. Re-submitting & revising quotations to potential customers as and when necessary.
C) Marketing.
• Support the Director and / or the Technical Manager to prepare marketing collateral (brochures, letters, emails, mail shots, advertising, etc.).
• Travelling to various locations in the Sales Territory to promote the Company and identify & pursue new leads and secure sales, sometimes with the Managing Director and / or the Technical Manager and sometimes with representatives of the Company's international partners. Pre - arranging meetings with full itinerary prior to such sales missions.
• Support the Director and / or the Technical Manager to deliver presentations to geotechnical engineers and consultants on the merits of techniques used by the specialist equipment distributed by the Company.
• Participate, and assist in the organization of, Company marketing events, such as client seminars (master - classes), trade shows, etc. and attend industry seminars, exhibitions and conferences from time to time to identify new leads, make new contacts and to present the Company at such events.
D) Securing Sales & Payments
• Persistently following up with potential customers and negotiating sales to meet sales targets (to be advised).
• Securing sales through persistent expediting of issue of signed purchase orders or contracts.
• Expediting receipt of full payments per terms of signed purchase orders and contracts.
E) Reporting
• Extensive recording of all sales activities on the Company's salesforce.com account, including the logging of all Accounts, Contacts, Leads, Opportunities, Calls, Meetings Emails, Letters, Files for sharing, Reports, onto salesforce.com within 24 hours of each activity, with follow ups calls and meetings also logged.
• Reporting to the Managing Director on progress of sales and marketing activities on a weekly basis. Preparing weekly sales reports on the Company's CRM software, salesforce.com
• Identify and develop new customers
• Work closely with distributor and end users to improve market share
• Implementing marketing programs, conduct campaigns, meets and brand building activities
• Regular liaising with the OEMs service team
• Build relationships with new and existing customers
• Manage the relationship from inquiry stage to delivery and payment
• Achieve sales as per business plan
• Customer visits On site
• Provide Technical knowledge to customers
• Development of sales of cutting and welding machines in the assigned area
• Managing the order process to ensure the customer is informed at all times
• Liaison with the technical department to support customer queries
• Ensure monthly reporting are updated
• Promoting products such as Welding consumables, machinery, cutting machines and welding automation manufactured by ESAB.
• In charge of Key accounts / Export (Turkey)
• Traveling to my customers and train them how to use our system.
• Attending customer queries on routine/ critical basis and processing formal quotes on ERP.
• Ensuring quotes conversion to orders, processing in ERP and following up with Logistics on timely deliveries without compromising the quality of service to assure maximum customer satisfaction.
• Routine follow-ups with logistics on any modifications on the ship dates and generating weekly reports to customers on improved/delayed shipping schedules.
• Coordinating with Sales Manager on the sales forecast and requirements and processing orders to suppliers to ensure the material is available for customer critical orders reducing the delivery lead times.
• Handling discrepancies/ issues and coordinating with quality, logistics and finance department to identify the solution.
• Coordinating with the product management on any additional product/ distribution included in the company portfolio, receive trainings and to ensure the product description is well advised to the customer
• Coordinating with accounts departments on overdue payments and ensuring the payments are received from customers in timely manner.
• Focused coordination with Sales Manager on new projects, preparing proposals as per customer requirements.
• Complete customs documentation for export shipment and local DDU shipments to free zones.
• Processing & submission of duty return documents in JA customs.
• Liaising with service team to provide timely services to the customers for machine repairs.
• Generating weekly, monthly reports on sales and issues to obtain feedback from higher management on areas to improve focus to achieve maximum customer satisfaction.
• Working with senior management
• Developing and implementing strategic business plans and initiatives to drive the company growth across all products and sectors.
• Managing a team of Sales, analyzing performance, and proposing improvements.
• Supervising the preparation of monthly financial reports,
• Analyzing performance across revenue and expenses lines
• Interacting with my line manager to provide consultative support to planning initiatives through financial and management information analysis, reports, and recommendations
• Deal with customers either by telephone or electronically and responsible for attending and resolving customer inquiries.
• Providing rates and additional information to the customers to handle booking and claims.
• Handling operation in the domestics department.
• Following up on shipments deliveries and pickup.
• Providing support to sales team.
• Handle and resolve customer complaints
• Obtain and evaluate all relevant information to handle inquiries and complaints
• Coordinate with internal departments, Follow up on customer interactions.
• Assisting in the training of new customer service representative and associates