NORDICS| 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 the company 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. |
