Business Development Manager Vacancy at DuPont Sustainable Solutions, April 2014

DuPont Sustainable Solutions leads the transformation of workplaces and work cultures to become safer, more efficient and environmentally sustainable. That is our vision, our mission, and our passion.

By applying over 200 years of first-hand knowledge, real-world experience, and science-driven innovation, we deliver long-lasting corporate sustainability solutions to help achieve safety goals, greater efficiencies, and reduced environmental footprints.

We are recruiting to fill the position below:

Job Title: Business Development Manager
Ref: BUS00001592
Location: Lagos
Description

• DuPont has a rich history of scientific discovery that has enabled countless innovations and today, we're looking for more people, in more places, to collaborate with us to make life the best that it can be.

• Responsible for the full sales cycle from opportunity identification to management of client acquisition process to multi-year, multi-phase contract closure.
• Develops profitable and practical holistic market back value offers working in conjunction with assigned Project Managers.
• Leads new account sales process by developing account plan, identifying – in conjunction with Project Managers - necessary resources, leading client interface, and coordinating various resources to develop opportunities and close business.
• Conducts account analysis and planning in conjunction with Project Managers to enable appropriate and profitable allocation of required resources and time to client engagements.
• Serves as Client Relationship Manager, building credibility and respect at the senior corporate level, maintains long-term client relationships.
• Identifies and pursues opportunities for expanding product offerings/revenue generation at existing and potential new clients.
• Maintains profit/loss and revenue accountability for client engagement, tracks financial metrics and reports progress. Tactical elements remain the responsibility of Project Managers.
• Accountable for regular internal account reviews with DSS leadership.
• Meets and exceeds agreed annual business development objectives, which is the primary measure of personal contribution.
• Key owner of all aspects of client development and deal closure, with direct accountability for fulfilling product offering, client satisfaction, account development and future sales phases of the business development process.
• Takes an active role in developing sales skills of other team members through mentoring while engaged in client delivery.
• Has a specific annual business development objective, which is the primary measure of personal contribution.
• Responsible for capturing and updating key account activities and learnings in appropriate databases / communication vehicles.
• Maintains appropriate memberships and activity with Industry associations and Government institutions.
• Retains account relationship management post contract signing.
• Accountable for development of client engagement plans based on collected information - including defining macro scopes of work, schedules and project team -  proposes and concludes approved plan to client.
• Maintains current working knowledge of existing and new DSS product and service offerings.
• Gains first hand experience of DSS client deliveries and practices.
• Maintains knowledge of and provides input to management on competitive offerings and changing client demands.
• Assesses market opportunities, generates client leads and develops business plan, pipeline, to meet revenue objectives.
• Significant interaction with all personnel at the business unit level, including participation in special project, account planning and communication meetings within the business unit.
• Works with Project Managers to expand sales to existing clients by identifying additional needs and selling sustainable solutions to meet those needs.
• Works closely with marketing organization to plan and execute successful sales events.

• Degree: Technical or Economics required. MBA preferred.
• Minimum of 5 years of sales experience with proven track record of success in securing complex multi-year projects.
• We are particularly interested in hearing from experienced management consultants with significant success in oil & gas, petrochemicals or utilities. Consulting experience in change management, operational excellence, safety or sustainable development would be beneficial.
• Fluency in both written and spoken English and a minimum of one other local language. Additional languages will be considered an advantage.
• Extensive international travel.
• Proven track record of Client for Life engagements - optimizing and extending current client contracts to secure profitable multi-year solutions.
• Proven experience in selling at senior executive and board level.
• Management Consulting and Services selling experience preferred.

• Strong networking and communication skills to operate at board level.
• Energy, enthusiasm and high levels of personal credibility.
• Driven and self-managed independent contributor.
• Proficient in managing complex negotiations and developing proposals to meet client needs at senior organizational levels.
• Ability to understand complex DSS concepts and to innovatively apply them to a client's needs.
• Exceptional interpersonal skills enabling teamwork, clear communication and mentorship of junior sales force.
• Superior professional presence and business acumen.
• Excellent communication and presentation skills, both written & verbal.
• Consultative, market-back needs-based selling skills; ability to listen to and translate client needs.
• Ability to understand financial models and parameters of a client relationship.
• Proficient in conducting account analysis, strategic account planning and business management.