Acadian Seaplants
Business Development Manager
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Position Title: Business Development Manager
Department: Commercial EMEA
Location: Various, Northern Europe
Approved by: Shachi Gurumayum
PROFILE
The Business Development Manager will ensure and enhance a high level of commitment and loyalty from existing clients and develop long term and committed relationships with new and potential clients while maximizing growth and profitability in accordance with the EMEA regional strategy.
You will need to understand the importance of strong partnerships and think strategically to fortify these relationships within your accounts. You will develop account and territory business plans to execute a strategy which reflects the competitive activities, market trends, and opportunities that you uncover.
We are looking for a great communicator who is highly motivated and results-oriented, with a prolific track record of building productive external and internal partnerships and prospecting new business development for sustainable revenue growth.
RELATIONSHIPS
The Business Development Manager reports to the Regional Commercial VP for EMEA. Internal contacts include other BDMs, members of the Marketing team, administrative personnel, technical personnel, and staff at all company facilities. Primary external contacts include customers: formulators, distributors, dealers, and end users. Other external contacts may include consultants and researchers, government officials, and regulatory agencies.
ACCOUNTABILITIES
- Create year-over-year sustainable growth through your mastery of value-based selling: from identifying opportunities, to delivering & selling new/existing products within your customer base and with new and/or potential clients.
- Develop strong relationships within your customers' organization and position yourself as an adviser to your customer. Invest in the future of the relationship by identifying emerging market trends and proactively apply these trends to provide a solid return on investment.
- Prepare an annual territory – encompassing France, Germany, and Austria as a start – business plan with specific focus on attainable goals, strategies, tactics, activities, costs, and revenue growth. Clearly identify and take ownership for all sales activities in the territory business plan. Assume responsibility for sales and gross profit in the territory.
- Forecast Accuracy: You will be accountable for forecasting for your territory with timely & accurate updates. By working in concert with your customers and the Acadian sales & operations team, you will provide security of supply for customers.
- Assume a lead role in the accurate and timely execution of administrative and logistical activities in strict accordance with the needs of the customer.
- Be comfortable & at ease with product technical details – leverage internal Acadian resources to gain proficiency in our products & how they are used by our customers.
- Conduct planning with a focus on effective inter-discipline coordination and adherence to timelines in coordination with Management, Marketing, R&D, and Technical Sciences teams.
- Customer marketing initiatives driver – Preparation/fine tune of specific marketing tools to support sales activities.
- Technical-marketing positioning of APH products/tailor-made solutions at B2B Customer level.
- Market intelligence, competitors monitoring, market trends, and emerging necessities collection.
- Local demo activities and events management.
- Support to One Acadian local communication campaigns.
- Support corporate culture growth and development by working in a positive, supportive, honest, and open manner.
- Drive the company’s core values of safety, teamwork, and value creation by displaying appropriate behaviors.
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REQUIREMENTS
- University degree in agricultural studies and/or equivalent experience in Key Account Management/Agronomic Sales & Business Development.
- Minimum 5+ years sales experience in the agricultural industry (chemical, fertilizer, seed, specialty products). Key Account Management experience preferred.
- Knowledge of agricultural markets and issues in the posted territory.
- Knowledge of business culture in the territory.
- Computer skills including word processing, spreadsheets, and presentations.
- Ability to effectively engage, collaborate, and consult with all levels of the organization.
- Ability to speak, read, and write English. Fluency in a Northern European language is a strong plus.
- This role is a remote position with expected travel 50%.
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WHAT YOU NEED TO SUCCEED
- Ability to close the deal: Product knowledge of features & benefits, account planning, preparation, and follow up are key.
- Consummate communicator: Committed to quickly disseminating important information that is uncovered and keeping record of account information and pipeline opportunities.
- Collaboration skills across all levels of an organization.
- Listening and technical learning capability, especially to understand products and applications to provide the best value proposition for customers.
- Ability to read, interpret, and negotiate purchase orders and distribution agreements.
- A positive attitude. Provide positive feedback and constructive solutions when challenges arise.
- Pivot from prospector to account manager. Identify and go after new business opportunities while managing existing key account relationships.
- Face time is critical in establishing and maintaining durable relationships.
Note: This job description in no way states or implies that these are the only duties that may be required to be performed by now or in future. S/He will be required to follow any additional instructions deemed appropriate by the manager.
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