Business Development Engineer - Mining projects

Job purpose:

To facilitate business development and maximize company profits by ensuring participation in the target market

Minimum qualification:

Diploma: Metallurgy/Mechanical/Chemical Engineering

Minimum experience:

At least 5 years of sales experience in a related environment

Location:

Montreal

KEY RESULT AREA 

New Business Development

• Plans to increase competitive share in the territory are successfully implemented
• Market share is increased by obtaining new business
• Company sales procedures are followed during sales Calls
• Commercial viability of technologies in competition are analysed and counter-strategies implemented
• Customer relations management database is maintained
• Product and service proposals to customers are price and technologically competitive where required

Marketing

• Attendance and participation at exhibitions and events in order to increase Company’s recognition and recall by clients
• Market research is conducted in designated areas
• Presentations are delivered to stakeholders as required
• Opportunities are supported with point of sale material
• Monthly presentation to management of market research and business platform in own area
• Group product offering is marketed as required

Business development planning

• Allocated territorial market segment and market position is identified and developed
• Areas for continuous improvement (including R&D) are identified and addressed
• Opportunities for services and distribution channels that will lead to an increase in sales are identified

Client Retention

• All client requests are responded to within 24 hours
• Regular site visits as per call plan
• Relationships and networks with key stakeholders and influencers are established and maintained
• Liaison with technical staff and other internal colleagues to meet customer needs
• Internal and external client debriefs are arranged

Administration

• Reports including call reports are submitted by due date (ARC)
• All expenditures are managed and reported on as per company policy
• All documentation is managed as per BU standards
• Safety incidents are identified and reported
• All Company and client safety requirements are adhered to
• Active participation in all safety programmes
• Analyse web based marketing opportunities (Projects IQ and others)
• Investigate web page marketing opportunities

COMPETENCY 

Communication

Organizes the communication:

• Clarifies purpose and importance; stresses major points; follows a logical sequence.
• Adjusts to the audience: Frames message in line with audience’s experience, background, and expectations; uses terms, examples, and analogies that have meaning for the audience
• Comprehends communication from others: Attends to messages from others; correctly interprets messages and responds appropriately
• Presenting: Delivers presentations that are professional and audience specific

Technical/Professional

Knowledge and Skills

• Product knowledge: Displays an understanding of the company’s products and pricing in relation to job output
• Engineering and technology: Displays knowledge of the practical application of engineering science and technology
• Displays in depth knowledge on the relevant business and mining sectors
• Customer Focus Seeks to understand customers: Seeks information to understand customers’ circumstances, problems, expectations and needs
• Educates customers: Shares information with customers to build their understanding of issues and capabilities
• Takes action to meet customer needs and concerns:
• Considers how actions or plans will affect customers; responds quickly to meet customer needs and resolve problems; avoids over commitments

Work Standards

• Ensures high quality: Dedicates required time and energy to assignments or tasks to ensure that no aspect of the work is neglected; works to overcome obstacles to completing tasks or assignments
• Takes responsibility: Accepts responsibility for outcomes of one’s work; admits mistakes and refocuses efforts when
  appropriate

Sales Ability/Persuasiveness

• Questions and probes: Seeks information to understand situations, needs and desired potential benefits
• Establishes strategy: Develops approaches that best position products, services, or ideas; leverages supportive factors, overcomes or minimizes barriers, and addressees key decision makers’ needs and preferences
• Demonstrates capability: Presents products, services, or ideas in a manner that clearly shows how they would meet needs and provide benefits; builds confidence in the products, services or ideas

Building Strategic Working Relationships

• Seeks opportunities: Tries to build effective working relationships with other people
• Clarifies the current situation: Probes for and provides information to clarify situations
• Establishes good interpersonal relationships: In words and actions, makes people feel valued, appreciated, and included