Regional Head of Business Development
Position: Fulltime, staff
Closing date: April 20, 2022
Main Aspects of Job:
Will strive to achieve assigned business development goals through effective management of subordinate regional team of direct reports in the Consulting team with additional Technology Sales team indirect reports.
The Regional Head of Business Development will not only have personal accounts and individual pursuits but will regularly meet with client key decision makers to demonstrate the organization's commitment to its largest and most critical prospects. Responsible for coordinating all sales activity within their region Work with the lines of business to develop and execute the regional sales strategy Responsible for coordination across consulting BD and technology sales to ensure the strategy is implemented with OI and other commercial targets achieved Each region will have a clear target for consulting and technology (by LoB) OI for each LoB Consulting/Solution project sold margin
Responsibilities: Meets/Exceeds sales targets for any given period (month/quarter/year) across Consulting/Total Solutions and Technology. Supports and build/maintains a sales pipeline greater than or equal to three times sales award target for given period (month/quarter/year) Formulates the regional sales strategy and identifies, evaluates, and structures key transactions to ensure continued financial health and maximum value creation through the entire product life cycle. Reliable point of contact for coordination with RHQ in region Ensures business leads are assigned for major regional accounts Drives tight collaboration with business lines to ensure total KBC sales maximised
Sales Discipline Ensures regular opportunity win reviews are carried out on all opportunities. Ensures that Opportunity Plans and Account Plans are created and maintained for all opportunities and key accounts within territory. Reviews sales proposals from team members and authorizes those that deviate from standard terms, escalating issues to senior management where appropriate. Maintains accuracy of all information pertaining to opportunities/contacts/clients in CRM for their region Supports the business review process to ensure accurate reporting and forecasting of sales awards and revenue to senior management.
Client Relationship Development / Prospecting Develops and implements a relationship management plan for strategic, complex potential accounts to build key relationships at local and regional levels. Coordinates engagements with the client organization to ensure effective two-way flow of information and resolution of issues.
Promoting Client Focus Works collaboratively with other departments to improve internal relationships and synergy within KBC/Yokogawa and to build strong external client relationships.
Business Planning Contributes to the development of annual and longer-term business plans; forecasts performance against business key performance indicators; develops business cases for key activities/projects; and estimates the financial and human resources required to deliver performance targets. Obtains market intelligence, promotes the organization, and enhances its reputation.
Leadership Identifies and communicates the actions needed to implement the regional sales strategy and business plan to team; explains the relationship to the broader organization's mission, vision and values; motivates people to commit to these and to doing extraordinary things to achieve regional business goals. Provides informal training or coaching to others throughout the organization in own area of expertise to enable others to improve performance and fulfil personal potential. Identifies the team's individual development needs. Plans and implements actions, including continuing professional development, as approved by the organization, to build professional capabilities. Facilitates performance management activities for team by setting appropriate performance objectives for direct reports or project / account team members and holds them accountable for achieving these; takes appropriate corrective action where necessary to ensure the achievement of team / personal objectives. Monitors and reviews performance and behaviours within team to identify and resolve non-compliance with the organization's policies and relevant regulatory codes and codes of conduct. Contributes to and/or delivers budget plans with guidance from senior leadership.
Desired Skills Commercial acumen Acts independently to apply comprehensive understanding of the business environment and objectives developing solutions while providing guidance and training to others. Understands Client needs Uses comprehensive knowledge and skills to act independently while guiding and training others to articulate the client needs in the client's business language and business context. Understands client context; Uncovers client Key Performance Indicators; Articulates client objectives; Adds value to partnerships. Client and market analysis Acts independently using comprehensive knowledge and/or skills to conduct research and analyze data while guiding and training others on how to develop a comprehensive understanding of client and market conditions that enables maximum return on investments. Client-focused approach Uses comprehensive knowledge and skills to act independently while guiding and training others to orient the seller's organization around delivering to the key needs of their clients. Keeps client at center of sale; Collaborates with clients; Elevates partner insights; Uses common terminology. Builds rapport internally and externally Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly and effectively establish trust within the buying centers in the client’s organization. Shows interest in buyer needs; Shows empathy with buyer's circumstances; Respects the client's time; Incorporates client's point of view; Provides relevant context; Confirms understanding; Reinforces professional capability. Initiates compelling sales conversations Uses comprehensive knowledge and skills to act independently while guiding and training others to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Provides context for conversations; Proposes mutually valuable agenda; Leverages pre-call prep for partnerships; Confirms client understanding; Leverages pre-call prep; Adds value through perspective. Effectively presents solutions Uses comprehensive knowledge and skills to act independently while guiding and training others to clearly present solutions that link directly to the key objectives and challenges important to the client. Communicates offerings in a compelling way; Conveys initiatives to partners; Offers solutions at the optimal time; Compels clients to a desire to act; Invests appropriate time to understand core needs; Aligns stated needs with solution benefits; Explains how the solution aligns with needs. Negotiation Uses comprehensive knowledge and skills to negotiate independently while providing guidance and training to others on how to help the organization by obtaining consensus between two or more internal or external parties who may have different interests. Prospecting Uses comprehensive knowledge and skills to act independently while guiding and training others to identify ideal potential clients. Identifies client-organization fit; Defines ideal client; Identifies long-term clients; Evaluates partnership's value contribution. Qualifying Uses comprehensive knowledge and skills to act independently while guiding and training others to spend the appropriate time for the size and potential of each opportunity. Qualifies opportunities; Identifies competition; Invests appropriate effort; Identifies budget and timing; Identifies and communicates benefits. Closes Effectively Uses comprehensive knowledge and skills to act independently while guiding and training others to arrive at mutually beneficial commitments that help move the sales/client relationship forward. Pre-plans for commitment; Closes calls with mutually beneficial commitments; Focuses toward mutual profitability.
These competencies are expected to be kept current: Client Focus - Builds strong client relationships and delivers client-centric solutions. For example, uses client feedback and data to drive continuous improvement; creates an environment in which team members feel a strong sense of ownership and accountability toward creating the best possible client experience. Manages Complexity - Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, consistently looks at complex issues from many angles; obtains a rich and deep understanding; swiftly cuts to the core issue; skilfully separates root causes from symptoms. Instils Trust - Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, is consistently honest and straightforward; shares uncomfortable information in a clear and helpful manner. Maintains high ethical standards and professional codes of conduct. Drives Results - Consistently achieves results, even under tough circumstances. For example, regularly pushes self to achieve outstanding outcomes; consistently establishes bold goals for own performance; is passionate about excellent results and significant contributions. Shows great tenacity to complete goals/initiatives in a timely way. Collaborates - Builds partnerships and works collaboratively with others to meet shared objectives. For example, encourages co-workers and external partners to work together as a team, and makes sure they get credit for doing so. Encourages people to share their honest views, responds in a non-defensive way when they do. Strategic Mindset - Sees ahead to future possibilities and translates them into breakthrough strategies. For example, knows what to prioritize for the greatest strategic impact on the organization. Takes industry and market trends into account in decisions. Explores possibilities that may impact the team or organization in the future.
Education Bachelor’s degree in Chemical Engineering or other relevant discipline
Experience At least 10 years’ experience in a relevant Consulting, Business Development, or a Sales Management role. Proven track record of Sales Management Previous experience of leading a team within a matrix organization – able to set clear objectives and expectations Previous experience using CRM system (Microsoft Dynamics or similar) with solid software skills, particularly in the Microsoft Office Suite (Outlook, Word, Excel, PowerPoint).