Business Development Representative

Description

1. Job Purpose
    

The Business Development Representative is the organizations frontline presence, identifying, engaging, and nurturing potential business opportunities. Through strategic prospecting, relationship-building, and effective communication, the role is pivotal in expanding the company's client base and driving revenue growth. Understanding market dynamics, identifying key decision-makers, and articulating the value proposition, the Business Development Representative plays a critical role in driving the company's sales growth, achieving business objectives. "You” will be self-motivated, a natural leader with effective customer relationship management skills.  An effective communicator you will be the commercial and technical conduit between the company and the customer/industry sector, hence excellent negotiating and influent skills is essential.

Knowledgeable within multiple industry sectors asset/processes, cultural and behavioral understanding of such organizations with the ability to forge relationships built on trust, thereby becoming a reliability/solution partner not a transacting product to supplier is a given

1. Duties & Responsibilities

Prospecting and Lead Generation

• Researching and identifying potential customers through various channels such as online research, social media, industry events, and networking.
• Generating leads and building a robust pipeline of opportunities for the sales team through outbound prospecting efforts.

Qualification and Initial Engagement

• Qualifying leads based on predetermined criteria to ensure alignment with the company's target market and ideal customer profile.
• Initiating contact with prospects through cold calls, emails, and other outreach methods to introduce the company's products or services and assess their needs.

Relationship Building

• Establishing and maintaining relationships with key decision-makers and influencers within target accounts.
• Nurturing leads over time by providing relevant information, insights, and resources to educate and engage prospects.

Consultative Selling

• Understanding the pain points, challenges, and objectives of prospects to effectively position the company's solutions as valuable and relevant.
• Conducting needs assessments and solution-oriented discussions to tailor offerings to the specific needs of each prospect.
• Leverage AESSEAL Group company asset reliability, sustainability and technical service capabilities.

Collaboration and Communication

• Collaborating with the sales team to ensure a seamless handover of qualified leads and provide ongoing support throughout the sales process.
• Communicating effectively with internal stakeholders to share market insights, customer feedback, and competitive intelligence to inform strategic decision-making.

Pipeline Management and Reporting

• Managing and updating CRM systems or other sales tools to track lead progression, interactions, and outcomes.
• Generating regular reports and metrics to track performance against key performance indicators (KPIs) such as lead conversion rates, pipeline velocity, and revenue targets.

Continuous Learning and Development

• Staying updated on industry trends, market dynamics, and competitive landscape to identify new opportunities and refine sales strategies.
• Participating in training programs, workshops, and professional development activities to enhance selling skills and product knowledge.

Sales Strategy & Planning

• Provide a value proposition primarily for AESSEAL products and services in all industrial sectors.
• Cross selling AES Engineering Group products such as AVT Reliability products leveraging not limited to environmental protection, corporate sustainability, and ethical leadership, in alignment with world class asset reliability product and service delivery.
• Adheres to the highest standards of integrity & leadership adopting AESSEAL Mission, Values and Vision.
• Have a passion for developing strategic business, new customers, leveraging extensive technical, sales, commercial and negotiating experience.
• Manages territory plans, sales pipeline activities, accounts, opportunities, and business reviews, that ensures AES Sales/Technical Team are aligned and motivated within group strategies at local levels.

• Preparation and execution of specific territory sales plans, events, and marketing campaigns, measuring and reporting territory performance to line manager to continually develop our value offering and measure progress.

• Take a creative and innovative approach to building a territory, interacting, and selling to all levels of on organization, whereby superb influencing skills will allow you to be a Change Manager.
• Consistently meet or exceed industry best management practices across multiple Industries.  In country/state legislative awareness of industry compliance challenges is a desired experience.

Commercial and Financial

• Provide regular customer updates ensuring return on investment, AESSEAL value is always established.
• Sale of products or services are in line with AESSEAL pricing and margin policies.
• Ensure all contracts and transactions are in line with AES Global Terms and Conditions. Conduct regular customer contract reviews, measuring performance to defines rules and targets.
• Ensure all quotations, orders, invoicing, and payments are managed and measured professionally.

Industry – Market Knowledge

• Research, analyze industry trends and competitor activity to identify threats and opportunities.
• Excellent engagement of all industry, social media, marketing, and market sector networking platforms, optimizing new technology, digital marketing and digital branding concepts.
• Membership of Industry Societies advantageous

Qualifications

• Bachelor’s degree in manufacturing, Engineering, or related field
• Proven track record of success in developing and executing business strategy, with effective decision making and management of risk is an essential requirement, with desired international experience.
• Excellent customer process, assets, technology, knowledge and purchasing behaviors supported with significant experience to engage on all sales, commercial and financial activity required, including managing individual and customer P&L optimization.
• Extensive knowledge of the principles, procedures, and best practice in the industry
• Inspirational leadership style and hands-on approach and strong interpersonal skills will be an essential quality leading by example and developing others to be equally capable.
• High level of energy, drive, enthusiasm, initiative, commitment, and professionalism.
• Working knowledge of applicable Industry and applicable legislations, certifications as required.
• Experience selling to United States market preferred.
• Self-starter with excellent organizational, planning, communication, reporting, financial and negotiating skills  
• Consistent track record of achieving / exceeding sales targets, Pipeline growth, management and innovative new territory and customer development application.