Business Development Manager - Finding Jobs In Indonesia - Job Agency Indonesia

rimbun job linkedin rimbun job linkedin
RimbunJob Inquiry RimbunJob Inquiry
logo rimbun job

Job Search and Recruitment Indonesia

Company Logo
(Manager level)
(Healthcare/ Hospital)
Jakarta Selatan, Indonesia
Feb 22, 2018 - Advertise Date
May 23, 2018 - Expired Date

Company Descriptions

Our company is the world’s leading provider of medical assistance, international healthcare, security services and outsourced customer care. The company was founded in Indonesia in 1984 and now employs approximately 11,000 people worldwide, with more than 700 locations in 89 countries. The company is aiming to accelerate the growth of the business across Indonesia.

Requirements
Required Skills and Knowledge
  1. Proven consultative / solution selling skills based on a recognized methodology such as SPIN (Value Selling)(highly recommended)
  2. Proven strategic selling skills based on a recognized methodology such as Miller-Heinman (Targeted Relationship Selling)(highly recommended)
  3. Ability to research and successfully gather all the required / relevant information relating to a client, prospect and/or individual/contact to support each stage of the sales process and buying cycle
  4. Strong relationship building skills. A natural networker with the ability to map out key account plans and effectively up sell into current accounts together with establishing a pipeline of new client prospects.
  5. Ability to identify and source opportunities with prospects.
  6. Well-developed influencing and negotiating skills with the ability to motivate and influence internal and external clients.
  7. Strong planning and organization skills.
  8. Excellent time management skills with the ability to successfully manage numerous projects simultaneously, including activity planning and pipeline management.
  9. Strong individual who can work autonomously and within a team to deliver results.
  10. Excellent numeric, written, oral communication and presentation skills 
  11. Ability to express ideas concisely and clearly, orally and in writing
  12. Computer literate (MS Word, Excel, PowerPoint and CRM applications).
  13. Cultural sensitivity and awareness. Ability to work in a multi-lingual, multi-cultural environment where collaboration is the norm
  14. English and Bahasa Indonesia, both verbal and written at an advanced level.
 
Required Competencies
  1. Integrity and Trust: Deals with others in an open and honest manner. Demonstrates and lives by the company values. Is widely trusted. Is seen as direct and truthful. Doesn’t misrepresent him/herself for personal gain.
  2. Cross-Cultural Sensitivity: Understands and can empathize with differences in people and cultures; is not judgmental about differences; respects differences; operates at a minimal noise level; tries to learn the local language; dutifully participates in local rituals and ceremonies; understands nuances of local culture; respects different value sets; handles and is comfortable with diversity.          
  3. Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information, validates it with the customer and uses it for developing solutions to needs and / or improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
  4. Listening and Presentation Skills: Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even if he/she disagrees; is effective in a variety of formal and informal situations. Engages with client and prospects to develop explicit needs.
  5. Action Oriented: Enjoys working hard; is action oriented and full of energy for the things that he/she sees as challenging: not fearful of acting with a minimum of planning; seizes more opportunities than others.
  6. Drive for Results: Can be counted on to exceed goals successfully; Prioritizes tasks, overcomes obstacles and accepts accountability
  7. Perseverance: Pursues everything with energy, drive and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks.
  8. Negotiating: Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging the relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.
  9. Time Management and Planning: Accurately scopes out the length and difficulty of tasks and/or projects: sets objectives and goals: develops schedule for foreseeable tasks through client life cycle; anticipates and adjusts for reactive tasks; measures performance against goals; evaluates results.
  10. Forecasting: manage opportunities stages in SalesForce throughout the renewal/sales cycle; update values;  close dates to correctly reflect the progress of the sales cycle: communicate proactively to management if expected close date moves from one month to the next; clear notes to be maintained at all times
  11. Adaptability: Maintaining effectiveness when experiencing changes in work responsibilities or environment; adjusting effectively to work within new work structures, processes, requirements, or cultures.
Responsibilities
  1. To maximize sales opportunities by sourcing new and extension business by successfully developing and promoting the complete range of services offered by the company .
  2. To focus on large scale opportunities that present significant growth opportunities for the company
  3. To focus on sourcing new projects and opportunities by maximizing information/leads from all forms of media, internal sources, industry news and customer/prospect relationships
  4. To work with the Account Management team to help them convert identified new and extension business activities 
  5. To provide accurate reporting on forward sales opportunities through the sales pipeline
  6. Increasing the company profile and sales opportunities for the company by participating in associations, exhibitions, conferences, functions, corporate events
  7. To involve account management, operations, finance personnel in the implementation of new business
 
Key Responsibilities :
 
Product Development and Awareness
  1. Maintain up to date knowledge about the services and products of The Company so that prospective clients are advised correctly. This includes maintaining contact with the Assistance Center and other department on their activities which may impact on clients as corporations or as individuals.
  2. Provides feedback on the company products and services to stimulate product improvement/enhancements.
  3. Participate in the “Product Champion” forums to tailor the products/services in line with customer needs
 
Competitive Analysis
  1. Actively develop and maintain market intelligence regarding competitors and market prices and conditions.
  2. Have a good awareness of the market.
  3. Develop an in-depth awareness of competitors and their relative range of services, value propositions, points of differentiation and pricing.
  4. Develop strategies or alternative product/services to mitigate against competition
 
Prospect Generation and Targeting
  1. Demonstrate knowledge and understanding of all prospective clients and target markets within the market segment through in depth research.
  2. Ensure representation at International the company Corporate and client/networking functions that impact on the market segment and maximize network opportunities e.g. participation in conference and exhibition and special events and a profile with at least five relevant organizations or professional associations
  3. Identify key target prospects in market segment and establish a strategy to initiate a relationship and develop sales.
  4. Pro-actively positions the company to avoid tenders.  In the event that this is not possible, tenders must be approached in a planned, strategic manner.
  5. Ensure documentation and reporting on all prospective client visits and major events are documented and that all information relating to existing clients is up to date in Salesforce
 
Selling Performance
  1. Maintain an open and win/win approach to client relationships, self, department and company through the process of consultative selling.
  2. Build credibility by communicating trust, morale and professionalism with all clients. Therefore, it is the BDM role to fully understand the needs of the client, to recommend the right range of services and to properly advise on the product and service benefit and features so that clients entirely understand the services they are ordering.
  3. Cross sell the entire range of the company products and services, meeting or exceeding as many of the individual product/service budgets as possible
  4. Track new accounts sold and arrange for exit interviews for key accounts
  5. Prepare and present, in a timely manner, high quality proposals that comply with company guidelines in terms of presentation quality, margin guidelines and levels of authority.
  6. Ensure client proposals are in line with company policies and procedures. If a proposal is non-standard then it is necessary to seek the approval of the Sales & Marketing Manager S.E.A. prior to submission to the client.
  7. Ensure suitable and satisfactory mobilization of new and extension business opportunities by involving account management, finance and operations in the sales cycle/implementation plan of any new/extension sale
 
Pricing and Contract Management
  1. Responsibility for increasing revenue and gross margin from new and extension business 
  2. Propose new business strategies that increase business.
  3. Ensure contract  for services have been  through due diligence as per Approval Matrix
 
Team Participation
  1. Pro-actively assist with all business development and selling activities as and when required.
  2. Participates in an environment which encourages open and frank discussion on issues of concern, which are or have the potential to negatively impact on performance or morale.
  3. Be prepared to present ideas, concepts and specific knowledge to the Marketing and Sales Team and the company as and when required or volunteered.
  4. Suggest training requirements to best increase skills and knowledge that assist in  increasing sales and marketing effectiveness
  5. Participate in the “Product Champion” initiative to tailor the products/services in line with customer needs
  6. Willingly cooperate with colleagues in the best interests of the company. Maintain compliance with all company policies and guidelines and attainment of due dates for financial and corporate assignments.
  7. Work alongside with the Marketing Manager to support sales promotion programmers to increase sales volume and exceed sales targets in existing and potential key accounts
 
Review and Reporting
  1. Ensure monthly reporting from New/Extension sales is correctly reported and Revenue Planner matches the financial reports generated by the Finance department
  2. Preparation of a detailed and accurate annual budget including setting key tasks and allocating project activities.
  3. Report on prospect activity, on business development, new opportunities and marketing activity through weekly and monthly reporting on time, in full. Submit monthly pipeline forecasting reports in a timely manner done to a high degree of thoroughness and accuracy
  4. Attending weekly/monthly sales & marketing meetings. Meetings to include forward visitation plan and prospect status reporting
 
Post-Sale Customer Support
  1. Ensures key accounts of the company experience low levels of service failure by developing proactive communication processes between the customer and the company. 
  2. Track lost proposals and arrange for exit interviews or questionnaires to drive strategy/process/product quality
  3. Maintain relationships with customers to ensure relationships are retained
 
Self-Development
  1. Maintain up to date knowledge about the services and products of The company so that clients are advised correctly. This includes maintaining contact with the Assistance Center and other department on their activities which may impact on clients as corporations or as individuals.
  2. Suggest, organize or participate in any training required to increase BDM’s skills and knowledge and that assist in  increasing sales and marketing effectiveness
Length of Experience
:
4 - 6 years
Employment Type
:
Permanent
Work Location
:
DKI Jakarta, Indonesia
Anastasia Irawati -

Contributor

Anastasia Irawati - (Consultant)

VIEW ALL
Date
Keywords
Position Name

Industry

 

Salary Range

 

Countries

  City

Employment Type

 

Length of Experience

 

Desired Jobs