Business Development Manager

2 days ago

Tempe, Arizona, United States SGS Full time
Job Description

**Job Title:** Business Development Manager - Trade

**Job Summary:** We are seeking a highly motivated and experienced Business Development Manager - Trade to join our team at SGS. The successful candidate will be responsible for cultivating new client relationships, strengthening existing ones, and meeting their operational needs with a focus on subject matter expertise.

**Key Responsibilities:**

  • Increases sales by cultivating new client relationships as well as strengthening existing ones and meeting their operational needs with a focus on subject matter expertise.
  • Develops, communicates, and executes sales strategy for SBU to achieve sales objectives as directed.
  • Drives opportunities through the entire sales cycle from prospect/lead generation, including cold calling, and in some cases to contract execution.
  • Strategizes with regional operational teams to focus business development activities on existing services and available capacities to maximize profitability and develop new markets and services.
  • Prepares individual sales plans with goals/objectives: Identify, research, plan and contact potential and existing clients to maintain and establish new business to achieve targeted revenue growth.
  • Prepares monthly sales pipeline review for discussion with reporting manager and to assist in forecasting activities for operations as required.
  • Acts as the customer's advocate in interactions with the SGS organization to ensure the customer obtains the best value from the SGS offerings. Sets appropriate customer expectations on SGS product and service offerings.
  • Reviews and approves prepared quotes and proposals to ensure they are competitive within the market, meet the client's objectives, and are error-free.
  • Ensure all business development and sales activities are documented (e.g., calls, meetings, site visits, proposals, contract, etc.) in SGS's client relationship management (CRM) system. Opportunities are to be updated regularly to ensure pipeline and forecasting data is accurate and all information related to clients is kept up to date.
  • Coordinates as directed sales completion activities with Customer Care and project management team.
  • Acts as the technical sales expert for opportunities related to subject matter expertise, providing support to clients for the appropriateness and use of SGS products and services both before and after sale. When necessary and appropriate, assist other team members in closing sales opportunities related to their area of expertise.
  • Promotes SGS's services, especially in the area of subject matter expertise, through direct client contact, providing technical seminars, presentations, and talks, distributing approved social media posts, and other client outreach activities.
  • Maintains membership and, where possible, positions of leadership in industry-related groups and organizations to improve SGS visibility within the minerals and mining industry.
  • Participates in sales forecasts and feasibility planning studies for new products and services.
  • Completes expense reports, required training, and other administrative activities accurately and promptly.
  • Performs other duties as assigned.

**Leadership & Supervisory Responsibilities:**

Provides guidance and/or leadership to others, including indirect reports, peers, or managers - Yes

Provides guidance and/or leadership to others - Yes

Has hiring and terminating responsibilities - No

Supervises others - No

Number of employees directly reporting - None

**Impact of Decisions:**

Achieving sales targets and company revenue targets

Brand reputation and client relations

Establishing new business leads to support divisional revenue targets.

**Job Complexity:**

Analyze sales performance by category, account, and client to establish productive sales plans.

Translating client testing or certification requirements into SGS services and products to produce viable sales and business development proposals.

Strategic understanding of the market to guide the development of new services and capacities to meet near and longer-term future demand.

Making commercial decisions in line with business plans.

Skilled judgment in identifying sales opportunities, closing business, and resolving customer-related issues.

Using tools and skills to close new business.

Developing and implementing marketing campaigns and initiatives (e.g., webinars and social media inbound marketing).

**Analytical Thinking & Problem Solving:**

Assess clients requirements and requests and translate these into solutions (products and services) offered by SGS.

Strategizing solutions to client requirements to maximize client satisfaction and SGS win rate.

Anticipate and resolve potential client problems. Forwarding to the appropriate individual(s) where necessary.

Assist in decisions involving price structure and price negotiations.

Recommendations as to the most effective trade shows, conferences, etc., for SGS to participate in.

Contributes to the establishment of sales & profitability targets.

Creative initiatives related to sales and marketing.

**Communication & Contacts:**

Purpose of communication: Written or Verbal or Both Frequency

clients - new and existing - Both Daily

internal departments - Marketing, Client Services, etc. - Both Daily

**Qualifications:**

Education & Experience

Bachelor's degree in Business, Finance, Engineering, or Related- Required

Minimum 5 years of experience in the mineral services industry, or equivalent combination of education and experience - Required

MBA - Preferred

**Knowledge, Skills, & Abilities:**

Advanced level of proficiency in English - Required

Intermediate level of proficiency in Math - Required

Advanced level of reasoning and problem-solving skills - Required

**Additional KSAs:**

Intermediate level skills with Office 365 - Required

**Equipment:**

Advanced proficiency using a computer and cell phone

**Physical Demands of the Job:**

Stand: Frequent

Move or traverse: Frequent

Sit: Occasional

Use hands: Constant

Reach with hands and arms: Frequent

Climb or balance: Never

Stoop, kneel, crouch or crawl: Never

Talk/hear Frequent:

Taste/Smell: Never

Lift/carry/push or pull: Occasional

**Environmental and Work Conditions:**

Wet or humid (non-weather) conditions: Occasional

Work near moving mechanical parts: Occasional

Work in high, precarious places: Never

Fumes or airborne particles: Occasional

Toxic or caustic chemicals: Never

Outdoor weather conditions: Occasional

Extreme cold (non-weather): Never

Extreme heat (non-weather): Never

Risk of electrical shock: Never

Work with explosives: Never

Risk of radiation: Never

Vibration: Never

Bio-hazard: Never

**Vision Requirements:**

No Special Vision Requirement

**Environment and Work Conditions:**

Travel

Frequent Travel Required (34% - 66%)

Driver Type

Requires Driving

**Other Physical/Work Environmental Exposures:**

Noise Level (keep the highest that applies)

Moderate Noise (examples: business office with computers & printers, light traffic)

**Auditory Requirements:**

No special auditory requirements

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