MPC Business Development Manager - PNG

Job Purpose

• To increase sales of the International brand of Marine & Protective Coatings to an established budget and relevant KPIs (revenue, margin, project wins and other metrics as determined by the prevailing company strategy).

• Sales growth is to be achieved through the following:

  • Development of new client relationships;
  • Management of existing client relationships;
  • Securing of specification position on targeted projects across PNG
  • Management of business relationships with nominated AkzoNobel (customers and prospects) across PNG;
  • Providing support to regional business in their management of business relationships with nominated AkzoNobel Accounts (customers and prospects) across South Asia;
  • Providing support and input to market intelligence, resources and marketing effort specific to their areas of operation
  • Direct account management of customer accounts within PNG

Key Activities

The function of this role is to be a primary contact between the company and its customers at all levels within the contract chain. The interaction between customers (Asset Owners, Fabricators, Blast and Paint Contractors, Distributors, Engineers, Consultants, Specifiers and Architects), is complex, requiring problem-solving, provision of technical advice and matching the correct specification to the correct end use and in-service conditions.

A quick response and attention to detail is required as there will often be a number of concurrent projects and customer demands to be managed.

The incumbent must actively contribute toward sales / profitability growth, collaborate with the wider team on key revenue initiatives, align with company and regional strategies i.e. Focus Products, Services, Partner acceleration.

The incumbent will ensure that information related to potential sales or project opportunities is handled and disseminated appropriately and must be fully up to date with the latest trends in Marine and Protective Coatings technology and the changing demands within the market.

All sales staff within the MPC business operate using Standard Sales and Specification Software tools/ and an in-house CRM system: “Gaudi”. These tools are the method by which MPC Sales staff arrive at plans for customer activity, project control and specification writing.

This position operates with relative autonomy and reports to his/her manager on a regular basis.

Experience

Mandatory

The person must possess the following personal qualities to be able to undertake this role:

• At least 3 years’ experience in the Coatings industry
• Strong interpersonal, negotiation and/or influencing skills and willingness to demonstrate persistence.
• A customer/business focus with ability to network within the industry.
• An understanding of the contract chains used in various protective and marine coating
• segments.
• Can demonstrate experience of selling within a complex contract chain and can demonstrate experience of relationship-based selling principles.
• A flexible and team-oriented approach.
• Ability to exhibit commercial confidentiality
• Detail minded ensuring specifications are correct
• A high level of personal organization skills.

Desirable

• A Degree/Diploma in Science or Engineering.
• Experience or knowledge of steel coatings and blast cleaning
• Experience in dealing with contracting companies and technical personnel
• High level of computer literacy and professional presentation skills
• ACA Inspection Certificate or AMPP CIP to Level 2

Education

• A Degree/Diploma in Science or Engineering.

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