Business Development Manager

Job Description

• Business Development/Key Account Management is an approach which includes developing long term relationships with strategic customers whose needs you understand in depth and for whom you develop a special offer with a differential advantage over that of the competitors.
• Promotes AN’s capabilities (product- and non-product related) to specifiers and influencers to create awareness, preference and demand/leads for AN as supplier for Coatings.
• Becomes the go-to-person for specifiers when it comes to Protective Coatings
• Most importantly, these roles are experts in securing specification position on targeted projects with key customers & their contract chains thus securing key projects
• Deliver sole (or preferred) specification position on targeted projects as determined in consultation with the Regional Managers and to support the regional sales team to secure these projects across the project chain
• Actively liaise and update the sale network on the key Account’s activities and projects to ensure that AkzoNobel is in position to follow up and secure contracts
• Implement and co-ordinate the segment team’s approach to key accounts
• Get close to decision makers
• Promote innovative products to the targeted Account.
• Update the Key Account’s information, projects and maintain strong opportunity pipeline in the Gaudi CRM system and execute Account development plan
• Systematically up-dates the CRM with valid, accurate and complete customer- related information and daily activities
• Taking a position higher in the contract chain, becoming directly engaged with the EPC, Project Owner and Consultants
• Travelling with in state and interstate to identify and represent the key stake holders in multiple locations per project to secure specification position and positive influence.
• Provide a comprehensive service in all areas of passive fire protection and corrosion mitigation from design and engineering through to product selection.
• Becoming more relevant in the contract chain and position ourselves in the project specification.
• Provides feedback to understand how customers are utilizing our products and how well those products align versus competitive products. Primarily focusing on key accounts
• Performs continuous market research among the stakeholders in the entire value chain and maintains professional relationships with the industry stakeholders.
• Delivers periodical business reviews and actively participates in the development of business growth and sales support plans for the designated key accounts.
• Manages the relationships with the existing key customers and mobilizes mutual profitability growth
• Cascades the information to the designated customers on the features and benefits of the available products/services.
• Cooperates with Regional Technical Service to ensure educating customers on technical requirements of the available product lines.
• Responsible for achieving Specialty Product Sales and Service revenue targets.

Job Requirement

• 7 years of sales experience preferably in the protective coating and/ or Marine coatings. Experience of indirect selling / specification sales will be beneficial.
• The applicant must have proven track record in key account management preferably with an Infrastructure and Energy background
• Experience in key account management who leverages understanding of the objectives and desires of key stakeholders, organizational dynamics and alliances to build support and advance initiatives/projects
• Comprehensive understanding of protective coatings in relation to one of the following sub-segments Corrosion Resistant Coatings /passive fire protection / insulation / Tank Linings / Concrete Repair / High Temperature Coatings
•  A clear understanding of indirect value selling, with ability of selling within a complex contract chain, and can demonstrate experience of relationship selling principles
• Be able to communicate with designer/consultants and achieve tangible results
• Be able to provide professional coating knowledge to designer
• Familiar and have strong customer relationships with key sectors
• Positive, good communication and technical presentation skills.
• Commercial and Technical background is a plus
• Good verbal and written communication skills in both English and regional languages
• Proficiency with standard MS Office and CRM programs
• Adapts behaviors and style to suit different audiences, develops rapport with people at different levels and forms strategic long-term partnership with customers and cements their loyalty to AkzoNobel

This role is based in the Philippines and requires travel within the Philippines, as well as international travel as and when required. Hence, we are looking at local talent only.