Role Overview:
The Business Development Manager (BDM) is responsible for driving growth within the Nordics region by managing customer relationships, developing a robust sales pipeline, and ensuring value capture from strategic accounts. The role focuses on three primary areas: account planning and management, pipeline development, and value realization, with the ultimate goal of protecting, defending, and expanding market share in assigned territories.
Key Responsibilities:
Account Planning and Management:
- Serve as the primary contact for assigned customers.
- Develop and execute comprehensive account plans, including relationship mapping.
- Conduct regular customer visits, manage negotiations, and provide post-sale support.
- Address gaps in account plans with corrective action plans.
Pipeline Development:
- Generate and surface project ideas with customers.
- Provides technical knowledge regarding the performance of Delrin and/or request technical and innovation resources to support sales initiatives.
- Introduce and promote new products to existing and potential customers. Engaging new customer in his region/industry (Prospecting)
Value Capture:
- Collect and analyze volume, pricing, and market share intelligence.
- Maximize price realization and address leakage recommendations from product management.
- Maintain accurate sales forecasts and update CRM data (e.g., SFDC).
Key Performance Indicators (KPIs):
Primary KPIs:
- Sales volume per region
- Price realization
- Revenue of projects closed won
- Revenue of new projects created
Secondary KPIs:
- Forecast accuracy
- Working capital performance (e.g., consignment levels and past dues)
- Completion and quality of account plans & contracts
- Maximize the number of F2F meetings to understand customer’s specification needs
Ideal Profile:
Skills & Experience:
- Demonstrated success in sales or business development roles within a B2B environment for Technical Polymers.
- Strong communication skills, both written and verbal.
- Excellent negotiation skills, with the ability to build effective relationships at all levels.
- Proven ability to develop strategic account plans and drive results.
Attributes:
- Customer-focused with a hunter mentality.
- Strong business acumen and analytical abilities.
- Adaptable and proactive, with a solution-oriented mindset.
- Detail-oriented and capable of managing multiple priorities simultaneously.
- Ability to apply technical knowledge to solve problems
This position offers the opportunity to shape the growth of the Nordics market through strategic partnerships and innovative solutions, making a measurable impact on the business.
