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Business Development Manager Modernization, KSEA

Kuala Lumpur Malaysia

3 months ago


Years of Experience

5 - 10 years

Workplace Type

On-site

Seniority Type

Senior

Industry

Mechanical Or Industrial Engineering


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Skills

Business DevelopmentSales ProcessesCompetence DevelopmentCustomer RequirementsB2BSales DevelopmentCustomer Meetings

Contact our TA to know more about the job

Gurleen Chopra

Talent Advocate at WhiteCrow


Description

About our client

Our client is an international European MNC that has a strong global presence and a market leader in engineering innovation and digitalization. 


Job description

Purpose:


  • Business development manager, Modernization, Southeast Asia, is the business owner of modernization sales management model and sales performance, and of pricing performance.
  • S/he is responsible for deployment of sales management improvement processes and coaching of the sales.
  • S/he drives the pricing stream and pricing excellence model.
  • He/she identifies, researches, evaluates, and pursues business development opportunities together with the regional teams according to the organization’s short and long-term business goals.
  • In addition, he/she ensures the successful development and implementation of organization wide business improvements in collaboration with other functions in the Frontline, Area, and Global offices.


Responsibilities:


This section includes the responsibilities and key activities that Business development manager is either accountable for, or responsible to execute.


Modernization Sales Development:


  • Supports and challenges regional sales leaders to drive a healthy sales funnel growth, bid and hit rates, to achieve the FL’s targets.
  • Ensure Major Projects sales management is in place and coaches sales on the win plans.
  • Ensures sales management routines in regions are executed effectively in the regions.
  • Ensures early engagement practices are in place, supported by solution selling approach
  • Reviews and ensures that the key elements of the sales management model are used and updated with good quality in all units (e.g. individual sales plans, CRM, sales cockpit) and coaches the sales teams to use the tools
  • Is responsible for the development and implementation of both local and global our client way sales and business development projects and initiatives.
  • Participates in customer meetings and events.


Marketing & Pricing:


  • Identify, analyze, evaluate, and manage market opportunities in the regions
  • Drive visibility and bid rate of modernization leads & opportunities.
  • Evaluate findings, prepare reports and recommendations to senior management about the business and financial viability of alternative opportunities.
  • Ensures profitable growth through evaluation of the attractiveness and pricing of market / product segments, coaching of sales teams and ensuring pricing committees are running in the regions with required focus and decisions.
  • Deploys, coaches and follows up the Pricing Excellence model in the area.
  • Collects market and competitors’ data and provide feedback and recommendations to the management, offering teams, pricing teams, product teams.


Offering & Solutions support:


  • Works closely with offering and CSE teams to provide accurate market and customer requirements to develop the right solutions for profitable growths.
  • Develops compelling customer value propositions for different market segments and collaborate with marketing and other functions to develop sales tools, materials and marketing plans.


Sales Process & Tools:


  • Leans and standardizes end to end processes across the regions to drive efficiencies.
  • Drive active co-operation with Area and global teams in developing new processes, tools, and growth opportunities.


Sales Competence Development:


  • Lead sales competence development program by ensuring regular sales competence assessments and related training actions are performed in the units.
  • Leads the development and rollout of sales, product training programs and onboarding programs.
  • Ensure the proper onboarding and training of new sales and sales specialists.
  • Be sales trainer and coaches sales on soft skills, and communicating benefits and value to customer in different segments


Requirements:


  • Bachelor’s Degree required.
  • Minimum 3-10 years of experience in sales, sales management, or other relevant roles
  • Excellent English language skills
  • Strong collaboration and influencing skills in a matrix organization.
  • Experience in sales/ sales management in elevator, construction or relevant other B2B environment.
  • Experience in rolling out successful sales programs across different countries/ regional experiences.
  • Location open to all 6 countries: Malaysia, Thailand, Indonesia, Philippines, Vietnam and Singapore

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Contact our TA to know more about the job

Gurleen Chopra

Talent Advocate at WhiteCrow


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