Business Development Manager
Responsibilities
Strategy Development:
· Assess the market potential for the Non-Revenue Water (NRW) management, Condition Assessment and Data Analytics market in China
Develops and implements in partnership with Company HQ team a compelling multi-year go-to-market strategy and execution plan, identifying real growth opportunities, and prioritizing or defining high value market/segments and/or channels as well as selling, distribution, branding, messaging and required sales or partner resources and capabilities that enable increased win rates for sales.
Marketing/Sales:
· Provide precise competitive analysis and value proposition to differentiate Company’s solution to the competitions’
· Work with Company marketing team on building the right sales tools and collaterals to support the business growth
· Attend conferences and exhibitions in China to gather insights of market trend and competition information, and Promote Company’s solutions
· Responsible for the business development of our products related to Non-Revenue Water (NRW) management, Condition Assessment and Data Analytics
· Lead and enhance sales of our leading condition assessment and pipeline monitoring services & products by developing long term strategies and business case development
· Prepare and submit project proposals and work with prospective customers on building business case and ROI case around the offering
· Present solutions to prospective customers via on-premise presentations or web-based conferencing
· Follow-up on leads and keep the contacts active
· Track open tenders and budget cycles of water companies and identify business opportunities to respond to
· Build price strategies and business model most suitable to your territory
· Coordinate with Company HQ on pricing and offering
· Close sales and work with Company HQ on successful on-boarding of customer
Key Account Management/Customer Relationships
Acts as Key Account manager for the government officials and trade associations.
Leverages existing and develops new relationships with major stakeholders of Key water companies in China
· Conduct periodic meetings with customers to make sure the products meet their expectations and work towards expanding the sales with existing customers
· Provide feedback to Company business leaders on customer feedbacks to help improve the offering
Requirements & Qualifications
· A professional specialising in water supply management, in particular non-revenue water (NRW) control, hydraulic modelling and pipeline condition assessment.
· Understands the company sales process (product, compliance, claims, service process) and the external market environment (customer buying trends, competitor’s strength and weaknesses)
· Demonstrate sound and strict sales management discipline over your portfolio through a planned and focused business review program/goal setting
· To be proficient with sales numbers through periodic tracking and measuring of sales trends to ensure budget are met
· Tertiary education with a minimum of 3-5 years of related experience in the water sector
· Experience in water loss management is highly desireable
· Experience in business development/direct sales to water utilities and operators
· Proficient in MS applications, specifically Excel and Access.
· Deal maker and sales driven
· Able to work with limited supervision
· Excellent interpersonal and presentation skill
Performance Measurements
· Develop strategic plan for Company business growth in China
· Drive revenue and ensure gross margin targets are met
· Identify business opportunities and build and maintain accounts pipeline
· Achieve targeted customer retention ratio
· Reactivate & engage dormant customers to increase overall activity ratio
· Key performance targets will be:
o Gross Revenue generated
o New customers signed
o Customers retained
o New leads developed
o Customer testimonials obtained to be used as reference
