Business Development Manager

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Job details

Company overview

Responsibilities

Main responsibilities: 

• Familiarization with the Site Characterisation organisation and services locally and regionally. Develop good working relationships with key internal individuals around the region and globally.
• Work closely with the Regional Director Strategic Sales & Marketing on strategy and development of regional marketing and promotional activities.
• Work closely with all tendering stakeholders on bid strategy and provide support for strategic tenders.
• Develop and execute a Marketing and Sales Plan for the business line, with a view to increasing business and market share through positioning of Land Site Characterisation services (and Land Asset Integrity services where relevant), focused relationship management, increase of business opportunities, presentation of value propositions and input for pricing strategies. 
• To monitor closely and map all regional client accounts, opportunities. Maintain this information updated on the company CRM.
• Understand regional and local competitors’ landscape, their offering and pricing structure. Monitor and report competition changes internally. Adapt your strategy adequately.
• Build, maintain and expand relationship network in key market areas:
  • Research and build relationships with new key clients.
  • Identify potential clients, and the decision makers, budget holders, evaluators etc. within the client organization.
  • Initiate cold calls.
  • Meet potential clients by growing, maintaining, and leveraging your network.
• Set up meetings between client decision makers and company’s practice leaders/Principals.
• Plan approaches and pitches (solution offerings, etc.).
• Present an image that mirrors that of the client and that is in line with Fugro’s business strategy.
• Represent company services and articulate value and benefits at public speaking opportunities (Conferences & exhibitions, trade shows, client workshops etc.)
• Work with all tendering stakeholders to develop value propositions relevant to the client’s needs, concerns, and objectives.
• Assist all tendering stakeholders:
  • Provide input for strategic/key proposals.
  • Review strategic/key proposals.
  • Participate in pricing the solutions/services.
• Handle objections by clarifying, emphasising agreements and working through differences to a positive conclusion.
• Ensure that company policies and procedures are understood, implemented, and adhered to by all employees.

Requirements

Minimum requirements:

• Minimum of 8 years’ experience in project management, client relationship management, engineering, and / or a business development role, preferably in a land (ideally engineering or IT) industry
• Demonstrable business development and commercial management, and proposal experience and marketing abilities within the engineering, IT or contracting industry
• Strong personality, goal-minded and proactive approach to teamwork, development of　relationships, and a tenacity to seek out all possible opportunities
• Demonstrable ability to both exceed targets and work to tight deadlines efficiently
• Ability to work independently to develop the business delivery role, increasing the customer base and ultimately assisting the department to grow along with the company goals
• Ability to work successfully with clients and colleagues from a variety of countries and cultures
• Ability to work under pressure
• Proficiency in English language. Preference will be shown for other linguistic ability (Chinese a significant plus)
• Competent ICT user including MS Word, MS Project, PowerPoint, Excel, Outlook, MS Access
• Min. 3-5 years project management skills

Salary

8 - 12 million yen

Location

Tokyo