Business Development Manager - Glass OEM

Job Title : Business Development Manager - Glass

Introduction :

Our client is targeting rapid growth across APAC. This growth would be from key vertical markets like Life Science, Heat Treatment, Glass and Plastics. In order to deliver this growth strategy, it is important that the organization has Business Development Managers working closely within each of these verticals.

Main Responsibilities :

- Responsible for executing the overall business development strategy for the Glass vertical.

- Responsible for achieving orders and revenue and profitability objectives, leveraging existing channel manager resources and Channels within the Glass verticals.

- Lead the organization's growth into the Glass market.

- Develop the brand name of the organization within the Glass market space so as to be widely recognized as a high quality supplier to the industry.

- Represent the organization within the Glass market space, trade shows, exhibitions and industry associations so as to increase the visibility of the organization within the Glass industry.

- Work closely with marketing team to develop marketing collaterals relevant to the local Glass market.

- Monitor and analyze channel sales volumes, pipeline activities and competition activities within the Glass vertical and develops strategies to minimize negative trends.

- Work with relevant functions to develop channel sales strategies, goals and Ensures goals and strategies are properly and effectively communicated, understood and applied within the Glass market space.

- Work with Regional HQ to perform market analyses in an effort to determine customer preferences and requirements and take strategic decisions

- Perform any other reasonable tasks in accordance with instructions as maybe requested by management.

Competencies & Key Metrics :

- Strong business and technical mindset.

- Proven track record in business development within the Glass industry

- Excellent knowledge on various Glass processes

- Excellent knowledge on various regulatory requirements of the Glass industry

- Memberships with key technical user groups that work with the Glass industry

- Ability to reach, secure and conduct effective - C-level- meetings with major customers in Glass market.

- Ability to address and present the client Glass story before gatherings like conferences, user forums etc.

- Good team player and communicator, able to manage and motivate.

- Commercial awareness in assessing financial and contractual viability of potential work.

- Organised methodical approach, able to work effectively in occasionally intense environment.

- Builds good relationships with external and internal customers.

- Drive for results.

- Foster open communication and team work.

- Display organisational awareness.

The Primary KPIs for this role are:

- Meet or exceed AOP Sales targets and other financial KPIs

- Increase in client s market share in Glass industry

Skills, Knowledge & Experience

Skills :

- Proven track record in sales, sales management and business development

- Knowledge of industry standards for Glass

- Strong experience in understanding customer needs and business drivers

- Must be team and task oriented but capable of logical and original thought with the ability to react coolly under stress.

- Experienced and capable individual who is self motivated, articulate, and decisive with strong management/leadership/business skills.

- Building and maintaining external customer relationships

- Process compliance and process management

- Reliable forecasting and modelling

- Communication

- Creating and delivering strong and distinctive sales plans

- Key Account Management

- Understands market dynamics and competitive environment

- Able to use market research effectively to understand customer, markets, channels

- Understands customer needs

- Anticipates changes in the market and adjusts strategies accordingly

Experience :

- Minimum 10 years in the industry with at least 5 year's proven experience in Sales management or business development

Qualifications :

- University Degree in Engineering - B.E. Electrical (Mandatory)

Other Requirements :

- Must be prepared to travel widely and work unsociable hours if necessary.

- Demonstrate commitment to work and confidence that client can become a leader in the Glass market.

Reporting Relationships :

- Functionally reports to Managing Director, APAC.

R. Mahesh Kumar
Global Professional Services
Chennai