Manager - Business Development
hace 7 días
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At Orica, it's the power of our people that leads change and shapes our futures. Every day, all around the world, our people help mobilise vital resources essential to progress.
Established in 1874, we have grown to become the world leader in mining and civil blasting with a diverse of team of more than 13,000 across the world.
It's an exciting time to join us – we are shaping the future of mining through digital and automated technologies, embracing new ways of thinking, pioneering innovation and reimagining the way we work.
About the roleThis role is accountable for improving Orica's market position and achieving financial growth targets including winning and maintaining existing, competitor held, competitor, and greenfield accounts by effectively working in a matrix structure with regional and global commercial roles.
Proactively identify, track, manage, tender on and report new business opportunities and opportunity pipelines. Builds key customer relationships and trains customer management best practice. Defines and consistently checks Orica competitive advantages and strategy in market and identifies areas for improvement. Leads special projects related to commercial and strategy.Role closely interacts with:
Senior Commercial Manager – Metals (SCM), BlastIQ Specialist, Senior Specialist Technical Services Engineer, Area Business Managers (ABM), Business Development Managers (BDM), Territory Managers (TM), Technical Services Superintendents (TSS), Technology, and Marketing.
What you will be doingSafety Leadership - As a commercial leader you will be responsible for:Visibly demonstrating a commitment to Orica's value of 'Safety is our priorityAdhering to Orica's Safe Operating Procedures and demonstrating visible leadership by undertaking safety audits and other leadership interactions within the business.
Comply to all applicable regulatory/statutory requirements in Customer Contracts.Ensure all customer are in line with SHES requirementsFacilitate commercial & differentiation pipeline meetings.
Manage/maintain integrity of data/information input to ensure pipeline reporting is accurateMaintain monthly dashboard report outlining wins/losses, key project focus, opportunity progress/status/next steps for assigned regions and market segmentsNew business / competitor held demand planning to identify critical success factors for conversion of new business opportunities including capital and personnel requirementsOwnership of Key account relationships & contract management processes coordinated with regional business unitsUnderstand the competitor landscape, Next Best Alternative pricing and identify where our current Value Drivers align to commercial accounts needs.
Provide intelligence to assist the marketing function to understand where to best focus business resources/time to develop future offeringsEnsure maintaining of market trends in industry and communicate impacts of market to regional commercial and marketing personnelManage Competitor Sales and relationship managementLead/project manage regionally strategic step out projectsAct as the top-level point of contact with assigned customersMonitor customers to understand new or changing needs.
Continually strive for mutual value creation for Orica and customers.P&L Accountability for targeted new customersAchieve distributor Operating Margin target for customers assigned within segment.
Working together
Manager customer forums, drill and blast studies, baselining and identification of customer Value DriversAssist to develop commercial offers with customer risk and reward, articulated Value Propositions and value delivery mechanismsCoordination of internal stakeholders during Bid Management process including support in the development of internal briefing packs, financial modelling and proposal documentsSupport & Implementation of all relevant Sales and Negotiation programs designed to assist in the development of ABM's & TM'sParticipate in running the Commercial orientation programs for the development of new starters – financial modelling, GQOMS, RFQ process, Account Planning, Bid Management Provide regional support for the Breakaway and other related business improvement programsWork closely with the various Mexico stakeholders (Legal, Finance, Supply Chain, Marketing, RH) while negotiating customer contracts.
What you will bringTertiary qualifications in Business or Mining,Deep Sales and Marketing knowledge,Minimum 5 years in senior management positionsExtensive line management in variety of roles and environmentsManagement experience in 2 or 3 key functional areasFull English spoken and written.
Personal CharacteristicsPossess unquestioned reputation for integrity, ethics, personal values and solid characterBuilds the trust of others both internally and externallyDemonstrate innate business intellect and acumen, achievement orientation and competitive spiritExude confidence, yet be without strong ego needs; is self-aware and open to feedbackShow courage to make decisions, yet is patient to make the right onesModel resilience and flexibility; adapts well to new circumstances and adversityDemonstrate a bias to working in a team oriented fashion, supporting other's successThe Mexico business is a strong market with good opportunities for growth.
Incumbent must exhibit a very high ability in Account.MetricsEBIT, CFC, Working & Fixed Capital targetsWin Loss Metrics for targeted strategic accountsGrowth in new / competitive accountsBreakaway EBIT targetIncreased sales of differentiated products and servicesKey Account Contract profitability improvementSolutions RevenueSHEC ResultsCustomer Satisfaction and NPSWhat we offerAs part of a truly global company, you will have the ability to grow and learn in a diverse, collaborative culture.
We foster relationships and learning through connected global and local teams, promote flexible and diverse career paths and support the development of your knowledge and skills.
You will be paid a competitive salary, learn from talented individuals across multiple disciplines and be able to thrive in a safe workplace within a collaborative culture.
Ignite your career at a place where your distinct potential can find its home.We respect and value allOrica promotes and fosters a culture of inclusion and Equal Opportunity Employment everywhere we operate. We treat our people and applicants with fairness, dignity, and respect, getting the best of everyone's contributions.
All qualified applicants will receive consideration for employment without regard to race, religion, sexual orientation, gender perception or identity, nationality, age, military or veteran, marital or disability status.
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