Business Development Manager - Energy
Indonesia-Jakarta
Req#: 20587BR
Date published: 6-Nov-2014
Opportunity: Experienced Hire
Business Line: Energy
Business Plan: SAM
Level: 005
Generates new business from both existing customers and new accounts and is accountable for new sales. Supports the Director of Renewable Energy Services in developing an effective seller-doer approach to capture targeted renewable energy services business. This includes but is not limited to, implementing Miller Hieman strategic selling process in conjunction with CRM to plan out successful sales strategies; leading Renewable Energy Services business annual strategic planning process; assisting with the development of Renewable Energy Services RGM goal assignments; coordination and collaboration with Expanded Scope management in pursuit of Renewable Energy new business; developing strategic account plans; building and maintaining strategic relationships; developing new business pursuits; participating in interface activities such as conferences and events to foster relationships, preparing and giving targeted sales presentations; working with Project Managers to ensure client satisfaction; and participating in the Client Satisfaction Program surveys.
Principal Duties and Responsibilities:
• Develops strategic account plans for targeted clients to meet or exceed desired new business Project Gross Margin (PGM); determines personnel within client organization to cultivate relationships with to win new business or maintain existing relationship; makes recommendations as to what projects to pursue based on client needs.
• Initiates, maintains, and cultivates strategic relationships relative to the sector’s client base. In conjunction with management and colleagues, coordinates client interface activities to ensure sales efforts are carried out to execute the strategic account plans leading to new projects and increased scope of work for existing projects.
• This includes client-focused presentations, attending conferences and special events to foster relationships Supports the proposal effort in conjunction with management and colleagues by assisting in the evaluation and pricing process to win new business opportunities; Works with Project Managers and division staff to ensure customer satisfaction on current projects; follows up with clients to address concerns or issues and communicates those to management.
• Interfaces with existing Regional General Manager network to support Renewable Energy Services business pursuits.
• Participates in Client Satisfaction Program which includes, recommending which clients to survey for useful feedback based on client relationships, identifying personnel within client organization to involve in survey, participating in survey process with Project Managers by interviewing/surveying clients, ensuring survey results are communicated to appropriate B&V management, following up on improvements or changes needed based on survey results, as requested.
• Maintains and drives action items from Client Satisfaction Feedback sessions. Assesses the success of strategic account plans on a quarterly basis and revises as needed to ensure PGM targets are met.
• Updates and tracks clients in client database, Electronic Client Resource Management System (eCRM). Manages marketing budget allotted for travel, attending conferences, and events.
Minimum Qualifications:
Education: Bachelor’s Degree in Business, related field or technical discipline. Engineering degree is desired.
Experience: 10+ years experience including 5+ years combined energy and renewable energy industry experience.
Preferred Job Qualifications:
Strong knowledge and overall understanding of renewable energy industry; knowledge of industry business drivers and motivators
Team player
Exhibits high ethical standards in business and in work. Maintains a reputation of integrity among clients.
Proposal and general contract negotiating skills which includes knowledge of terms, risks, pricing, and payment terms
Excellent communications/human relations and presentation skills (written, verbal, client service); ability to maintain key relationships
Self-motivated
Ability to think quickly and anticipate questions when interfacing with clients
Ability to sell; strong negotiating and persuasive skills
Ability to interface with diverse personalities
Ability to travel
Multi-tasking ability (prioritize, organize, schedule work)
Good problem solving skills (identify, analyze, research, evaluate, resolve)
B&V Experience with Pushkar Deshpande
B&V Experience with Atul Karde
B&V Experience with Tony Koodie