Business Development Manager (Industrial & Manufacturing)

Business Development Manager (Industrial & Manufacturing)

Leading a successful Coated-Steel/Midstream sales volume and profitability, by driving penetration of major projects in selected subsegments. The position will be the key enabler for delivering BlueScope value proposition in specific subsegments.

Responsible to manage project pipeline cycle from leads identification to conversion through the funnel. Ensure pipeline strength is sufficient to achieve agreed target of conversion to volume and profitability.

Develop trust-based relationships with key players in the value chain from designers/architects, contractors, project owners, and roll-formers. Deliver value proposition in the selected subsegment and extract value by applying value-based pricing. Support roll-formers to compete effectively in the market by equipping them with strong value proposition and project-specific support.

Responsibilities:

OHSE and Compliance

• Implement and comply with Occupational Health Safety & Environment (OHSE) Policy, Quality & Environmental Management System.
• To follow NSBI Policy, Code of Conduct (How We Work), Collective Labour Agreement (CLA) and Government Regulations.
• Manage a team of Business Development Executives to achieve agreed sales target in volume and profitability (Contribution Margin) in specific segment through the assigned roll-formers.
• Build strong and trustworthy relationships with project value chain members such as designers/architects, contractors, project owners/developers, and roll-formers in the assigned subsegments.
• Win projects and refer to the assigned roll-formers/partners for specific subsegments, with help of sales account management team.
• Ensure project pipeline that specified BlueScope product delivers actual pull through from the roll-formers.
• Accountable for robust demand forecast capturing project feedback on a timely basis.

Develop Business Development team

• Manage sales pipeline process of the team, including involvement in technical and specification negotiation process with key stakeholders within the pipeline steps.
• Ensure business development executives achieve business target (subsegment market share and profitability) following a robust pipeline management for optimum results to the company.
• Relentless oversight of Business Development Executives’ activities and KPI through pipeline measures.
• Provide regular coaching for the team with the objective of competence development (can-do by themselves).

Create & harness a high-performing team

• Select and engage the right people for the structure as needed.
• Develop an entrepreneurial, can-do-now attitude and service-oriented culture amongst the team.
• Provide coaching and development to the team.

Qualification and/or experience required:

• Bachelor’s or master’s degree (Technical/Architect, Marketing, or other related field).
• Minimum 10 years of progressive sales and business development experience in teams.
• Knowledge of capital project management.
• MBA is preferred.

At NS BlueScope our success comes from our people. We choose to treat each other with trust and respect. We understand that the range of perspectives that result from having a diverse and inclusive workplace will strengthen NS BlueScope’s capability for continued and sustained business success.