Business Development Manager – Key Accounts Oil & Gas

Overall Role Purpose

Manage and control Implementation & Program Management strategies to support the overall Global Customer business acquisition process in the area in accordance with the group business strategy and local business environment to deliver maximum profit and optimize business assets and human resources

Key activities

Problem Complexity / Process

• Map all the identified New Accounts for the vertical / region.
• Identify business opportunities and device strategy with the support of the Industry Vertical Head
• Understand the customer’s business requirements & position DGF services accordingly. Create tailor made solutions as required.
• Work on entry strategy for every new customer in the vertical.
• Ensure regular updation in Danzsale.
• Organize QBR’s for customers gained.
• Grow Business based on the target set for each of the customer as per the vertical strategy.
• Monthly review of the business against target for each customer.
• For accounts driven by RFQ process, a detailed strategy / account plan should be prepared to ensure we are adequately set up during the time of the RFQ
• Being fully involved in the RFQ process for all new business in the vertical.
• Develop & Maintain all commercials & SOP’s for every new customer gained.
• All internal business processes such as credit approvals/customer acceptance, SOP are in place before the first shipment is handled for a new customer or new lane added
• Ensure Zero Bad debts on receivables and assist finance with recovery of revenue when escalated to BDM

Customer

External

Corporate Customers – New / Existing (All Customers)

• Identify and develop potential, sustainable customer relationships
• Develop and maintain strong existing corporate customer relations and loyalty Respond to corporate customer RFI, RFQ (Request for Information
• Request for Quote) and Tenders
• Respond to corporate customer needs/enquiries/complaints
• Set up Operation Escalation Matrix & communicate the same to the customers.
• Keep customers informed of organizational and industry changes relevant to the product.
• Ensure customer has 100% visibility of status of their shipments at all times

Internal

Management Team

• Generate reports for management team.
• Prepare monthly report on customer performance & future trends & submit to the vertical head & RSM.

Skills / Qualifications

Skills/Knowledge

• Strong Customer focus to meet performance and service targets
• Strong Company focus to meet targets and goals
• Ability to manage time, prioritise and organise tasks effectively
• Ability to adapt to immediate change
• Ability to work unsupervised and alone
• Pleasant, out-going manner and well presented image
• Well-balanced sense of perspective and humour
• Office automation software

Competences

Competency segment ‘Business’

Customer Orientation: Is focused on identifying and understanding each customer’s needs. Expresses and acts on desire to assist customers in an efficient and friendly manner.

Planning & Organizing: Sets clear and realistic goals and objectives. Establishes a course of action and a sequence of steps to ensure that activities and objectives are efficiently achieved. Is structured with good personal organization. Schedules time effectively and uses efficient work methods and tools.

Decision Making: Makes timely and appropriate choices based on accurate analysis and experience. Uses sound judgment even in conditions of uncertainty. Anticipates impact of decisions and plans how to manage risk.

Competency segment ‘Leadership’

Developing People: Facilitates the development of others through personal involvement in coaching, mentoring and sponsorship. Creates an environment that fosters learning, growth and development to improve DHL’s capability to achieve the strategic vision.

Building and Leading Teams: Knows the talent* needs of the team. Attracts and develops the people who can meet those needs. Encourages effective cooperation among team members and between teams. Inspires team spirit and the commitment to achieve high standards of performance.

Competency segment ‘Personal’

Influencing: Persuades others of the value of an approach or idea. Gains commitment and support and gets others to willingly take action.

Communication: Provides both verbal and written information in a timely, clear and concise manner. Expresses ideas effectively, adjusting style, tools and mode to the needs of others. Listens attentively, and summarizes or asks questions, when needed, to clarify information.

Commitment to Excel: Challenges self and others to exceed standards and achieve extraordinary results, striving for best in class. Is not easily deterred when obstacles or delays are encountered.

Expected years of experience

Minimum 3-5 years in Business Development Experience in Business tools ( MS Products)

Minimum 5 years experience in working and accomplishing tasks within a cross-functional/matrix type organization

Educational Qualifications

Bachelors or Masters Degree level

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