Business Development Manager would be responsible for driving business growth in the assigned territory/customer in O&G, P&C, F&B, Laboratory & Muni segment for the complete range of Hach Analysers (Online & Lab). This role involves close collaboration with end users (demand generation, value selling) and channel partner (commercial execution). Key responsibilities including but not limited would be as under:
- Accountability towards monthly targets on orders / shipments & quarterly targets on opportunity pipeline.
- Drive business development growth and increase market share in Assigned Territory
- Deal with key customers in Oil & Gas, Power & Petrochemical, Food and Beverage, Municipal, Drinking Water, Palm Oil, FMCG, Pharma, Laboratory and other assigned industrial verticals.
- Manage customer relationship from top to bottom and ensure customer satisfaction through product and services
- Drive value selling and value communication actions at key accounts
- Strategize and drive marketing and service offerings to key accounts
- Conceptualize and execute pricing and service agreements with key accounts.
- Develops, implements & sustains comprehensive account plans (sales, marketing and service programs/strategies) to achieve monthly & annual booking / shipment numbers
- Meet weekly customer visit targets and generate sales opportunities
- Be a single point contact for coordination related to customers.
- Prepares and maintains all sales documentation (Sales Funnel, Client Profile, etc.) and ensures updated maintenance of the CRM system (SFDC)
- Practice & evangelize Danaher Business System (DBS) tools like VM/DM, Kaizen, PSP, Policy Deployment, etc to run effective service processes.
- Understand customer requirement and offer correct product/technology solution.
- Ensure timely submission of technical and commercial offer.
- Regular follow up with customers to conclude the order
- Coordination with channel partner to generate quotation & follow up for order booking
- Coordination/Teamwork with supply chain & Service teams to ensure fulfilment of order to customer satisfaction.
- On time payment collection from customers for escalated cases
- Monitor and analyze competition activities in the assigned territory
- Drive and execute actions to deliver results in key focus areas.
**Key Requirements**
- Engineering Graduate / Post Graduate (preferably Instrumentation) having sales experience in the field of Hach / Equivalent Analysers like Silica, Sodium, Hydrazine, Phosphate, Dissolved Oxygen, Portable Lab, Spectrophotometers, etc.
- Minimum 8 - 12 years of direct sales & business development experience in Liquid Analyzer Field.
- Familiarity with key stake holders at customer locations in Java Region, especially in Food & Beverage, Municipal, Palm Oil & related industries.
- Understanding and experience in liquid analytical instrument field is a must.
- Prior experience of working with customers in Kalimantan & Sulawe
- Excellent presentation skills and competence in MS office and
- Travelling 50 - 70 % of the time in the assigned territory
- ** Soft Skills: -***
a. Ability to quickly grasp & easily adapt new ideas, concepts, methods
b. Self-starter and must be comfortable working independently
c. Proactive and action oriented
d. Strong analytical skills
e. Excellent written and verbal communication skills
f. Has a good EQ and strong interpersonal skills and ability to forge long term relationship.
g. Teamwork and ability to work across cultures, locations and business teams
h. Is open minded
i. High on integrity
j. Smart personality
- Experience below 8 years
- Computer illiteracy
- Non-experience or non-inclination towards strong sales processes or CRM tools
- Non-experience with Sales Process
**Desired behaviours including but not limited to**:
1. Strong desire to learn commercial and communication skills required to navigate complex situation, rapidly changing technologies, and intense work environment.
2. Ability to quickly establish significant credibility, trust, and support with all levels of the organization.
3. Positive, confident, "we will win" attitude.
4. Approaches work with a strong sense of ownership, commitment, and urgency with "Go-Getter" attitude.
5. Maturity, positive approach to problem solving, seasoned judgment, good business instincts, well developed sense of personal accountability.
6. Comfortable with a reporting structure requiring extensive liason between leadership, BDM & service team.
7. Ability to handle a mix of short-term urgent projects while also driving critically important and sometimes complex long-term projects
8. Thrives in a fast paced, high demand environment
9. Continuous improvement mindset.
10. Self-motivated & self-driven, able to get results through influencing peers.
At Veralto, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we