Business Development Engineer

The Business Development Engineer will report to the Engineering Business Manager and have a close working relationship with the Technical Service Engineers, Order Management and the Marketing Department.

RESPONSIBILITIES

• Achieving sales targets.
• Supporting and developing the capabilities of distributors to ensure they achieve the designated sales targets and MPR requirements.
• Ensuring territories are effectively covered to produce an acceptable level of market penetration.
• Ensuring distributors are selling across the range of company products and solutions to maximise sales opportunities within their designated territories.

Market Territory and Sales Analysis

• In conjunction with the Corporate Development and Marketing departments, conducting and analyzing market data to propose to the Engineering Business Manager realistic sales targets and MPR’s to ensure distributors territories are viable based upon achieving reasonable levels of market penetration.
• Identifying major areas of opportunity; such as specific industries / accounts on the distributors territories to assist them in developing major sales opportunities.
• Identifying opportunities to develop the sales of products distributors can be selling in their territories.
• Identifying major globally operating companies in assigned territories and reporting these to the Engineering Business Manager.

Technical Support

• Providing basic technical support for product and application enquiries as a “Front Line“ service for assigned distributors.
• Coordinating delegation where required of technical enquiries to the Engineering Services Department as required to ensure distributors receive prompt responses.
• Collecting, reviewing and processing ASR’s as and when required in conjunction with the Engineering Services Department.

Field Sales Activities

• Spending extensive amount of time (approx. 50%) to generate activities in the allocated regions and report accordingly - providing commercial support, sales focused activities and guidance to distributors and their personnel.
• Conducting presentations to clients in conjunction with distributors and their personnel to promote solutions and products to secure sales targets globally operating businesses to secure specification sales.
• Ensuring distributors are complying with their contractual obligations in respect to the company Image, local client services and support, client training and non-competitive activities.

Promotional Events

• In conjunction with Marketing, identifying and organising promotional events taking place within a distributorship or region.
• Promoting the company through the presenting of papers or other means.
• Representing the company through presence at exhibitions and other events where applicable.

 Monitoring and Reporting

• Monitoring and reporting sales performance and progress of distributors to ensure they are meeting contractual obligations.
• Reporting on field visits (following the company template) to distributors / clients, highlighting opportunities and actions from visits.
• Entering all relevant reports and information into the company designated CRM system.

 Market Intelligence

• Collecting information from the field and network regarding the activities of competitors to be aware of any impending threats to business.
• Monitoring and reporting any suspected competitive activities by Distributors for action to be taken where appropriate.

 Recruitment

• Following analysis of underperforming distributors, identifying opportunities to add additional distributors or representation in territory released by underperforming distributors.
• Proposing targets and other requirements for new distributors / representation as well as levels of discount, etc.

Training

• Providing basic field training at distributors premises during visits to ensure their sales people are kept up to date with company products and application opportunities.
• Supporting the commercial elements of training conducted at company centres.
• Providing basic application training in the field to distributors and clients where appropriate.

SAFETY, HEALTH AND ENVIRONMENTAL RESPONSIBILITIES

• Compliancing with the Company Occupational Health & Safety / Environmental policies, procedures and plans, and active participation in the Safety, Health & Environmental Safety Consultation Meeting process.
• Ensuring all necessary safety precautions are taken when working in the field, and by colleagues and visitors when working in the In-Action laboratory.
• Complying with the Company Quality Management System policies and procedures and plans.

• Minimum of 3 years in a similar role.
• Able to travel 30% of the year.
• Fluent in English.
• Oil and gas industry experience will be preferred.