Job Purpose :
To build strong and profitable sustainable relationships with customers in Dubai and to develop and grow the territory within Dubai to achieve Ground Shoring Sales Objectives.
To deliver against agreed hire and sale revenue targets.
To ensuring payment is received on time and in full.
To representing RMD Kwikform in an ethical and professional manner at all times.
Key Accountabilities :
The BDM will be responsible and accountable for the day to day management of the sales Organisation including the attainment of the sales targets and Key performance Indicators through the following key tasks :
1. Achieving Sales Targets
Standards of performance relating to the above are achieved when :
New sale and Ex-Hire sales revenue targets are met for each member of the sales team.
The performance is achieved within the level of authority established for the role of Sales Manager.
Using the Radian Score Forward Revenue Forecasting (FRF) to identify a GAP Analysis of the business secured versus target by sector to be achieved for 3 months ahead in order to achieve the desired Regional targets.
Establish performance targets and personal customer activity ensuring that sales targets are met and the Company’s customer base is broadened in line with the opportunity within the region.
Responsible for ensuring SalesForce accurately reflects sales activities
2. Key Customer Development
Developing relationships at a senior level with the current key customers within the region and broaden the base by winning target accounts which will materially affect the performance of the region and the Ground Shoring business.
This will require :
Identifying customer needs and opportunities for RMD Kwikform.
Work with the General Manager - GSME to develop, document, present and secure agreement to a customer business plan to penetrate and succeed within Middle East and India.
Driving business plan strategies to achieve its success.
Enlisting the support of other BDM’s (as appropriate) to ensure that the customer regards us as their first choice of supplier within the sector.
3. Sales Process and Pipeline
Standards of performance for the BDM relating to this topic are achieved when :
The consolidated Forward Revenue Forecast (FRF) for the region is submitted to the General Manager - GSME, on the required published dates, with information that is both complete and accurate.
To manage and maintain pipeline capable of identifying the full potential from within their personal territory and delivering their targets over a rolling 3 month period.
monthly reviews are held with General Manager - GSME to monitor current and future customer activities, establish immediate performance objectives and action dates to manage the GAP , between the known and target revenues and noting the reasons for any leakage from the pipeline.
SalesForce (RadianScore) database is kept up to date on weekly basis.
4. Reporting Activities, Records and Conforming to Administrative System
Standards of performance relating to this topic are achieved when :
The monthly sales report is submitted to the General Manager - GSME on time, reflecting the current and future performance of the region and performance against the established KPI’s in the format provided.
FRF’s are validated in time for submission to the General Manager - GSME. The dates are pre determined for the year.
Ensuring agreed standard and timing for administration for the following :
2. Weekly Planning
3. Customer Record cards
Customer complaints that remains unresolved to be escalated to General Manager - GSME.
5. Regional Coverage and Customer Base
Standards of performance relating to the above are achieved when :
customer base is graded and a sales strategy is agreed and implemented for :
1. Existing Customers
3. Target Customers
Time is spent in the field with which allows the individual performance and progress to be monitored and assessed against personal objectives.
This time together should also identify their training needs so as to provide a platform for future development or, if appropriate, to create a corrective action plan for under achievement.
Contacts are established and maintained with the key customers and business influencers with a view to account development through targeted activity.
Clear contact is maintained with the other Sales Engineers / BDM’s regarding specific customer contacts outside of the specific region to further develop the business and relationships with the given customers.
6. Exceeding Financial Performance targets set
Standards relating to this topic are achieved when :
Personal results are achieved within the current published authority levels.
The cumulative regional result achieved or exceeded against the established targets for a given period.
Detailed and accurate revenue information for is provided for the region’s annual budget preparation and submission.
The BDM to work closely with the Accountant to ensure customer payments are received on time.
7. Personal Standards
The BDM is seen to lead from the front and can do approach.
Maintain a smart appearance at all times, wearing appropriate clothes for the situation while at work so as to conform to Health and safety regulations.
Hours are worked in order to achieve the desired result for the company which may include staying away overnight or attending events from time to time so as to promote the development of RMD Kwikform’s business.
The BDM is to develop his personal knowledge of the company business, the industry and their personal sales and management skill set to support this.
All orders and enquiries from the region are presented in a complete and accurate format, ideally electronically, to the RMD Kwikform Operations and Engineering disciplines.
Monthly reports for the General Manager - GSME and the consolidated weekly submissions to General Manager - GSME are on time, concise and accurate.
The BDM is in possession of a current and valid UAE driver’s license.
All company property is handled within the RMD Kwikform policy and maintained to a high personal standard.
Be aware of and adhere to the Company’s Health & Safety policies and procedures.
Key Competencies :
1. Leadership / Achievement motivates and empowers others to reach organisational goals.
2. Planning and organising Organises and schedules events, activities and resources. Monitors timescales and plans.
3. Persuasiveness Influences and convinces others in a way that results in acceptance, agreement or behaviour change.
4. Specialist knowledge- Understands technical or professional aspects of work and continually maintains technical knowledge.
5. Problem solving and analysis- Analyses issues and breaks them down into their component parts. Makes systematic and rational judgments based on relevant information.
6. Oral communication Speaks clearly, fluently and in a compelling manner to both individuals and groups.
7. Written communication- Writes in a clear and concise manner, using appropriate grammar, style and language.
8. Commercial awareness- Understands and applies commercial and financial principles. Views issues in terms of costs, profits, markets and added value.
9. Action orientation / Drive for results Demonstrates a readiness to make decisions, take the initiative and originate action to achieve results.
10. Strategic- Demonstrates a broad based view of issues, events and activities and a perception of their longer term impact or wider implications.
11. Interpersonal / Cultural sensitivity Interacts with others in a sensitive and effective way.
12. Resilience Maintains effective work behaviour in the face of setbacks or pressure.
Preferred one of the following Qualifications :
BSC Business Management or Business Management higher Diploma
Sales Management - Higher diploma.
Civil Engineering Degree.
Skills and Personal Qualities :
Strong drive and commitment to succeed
Well organised and ability to work to tight deadlines
Strong understanding and respect for confidentiality
High sense of personal integrity and professionalism
Proficient IT skills including MS Office
Influential and assertive, able to get views across with conviction and not give way to pressure from others.
Enthusiastic and energetic, promoting a sense of direction and purpose for the team.
Build and foster a culture of continuous improvement.
Understands needs and satisfies expectations.
Take responsibility to deliver on our vision, goals and values.