Position Description

Job Grade

NA

Department/Section Field Sales

Position Title

Sr. Business Development Manager Section

Sales

Job Purpose Describe the primary purpose and function of this job.

Hunt, identify, qualify and develop new business opportunities with existing, recent and target (competitively-

held) accounts in contribution towards the established sales quota for the area of responsibility. Develops and implements focused plans that align with goals and objectives to increase effectiveness, build market share and achieve goals.

Key Roles and Responsibilities List the key roles and responsibilities of this job.

- Fill the “sales funnel” for the assigned territory and close deals by actively targeting key client groups --

especially Architect & Design Firms, Real Estate, Project Management, large corporate end users and government. Methods to include:

a. networking b. gathering information and tracking leads c. working with SM/GSM to develop strategic alignment programs with select A&D; and other key indirect accounts d. developing and taking part in “Haworth capabilities” and product presentations

- Develops and implements business plans to increase new business and expansion opportunities; holds himself/herself accountable for achieving assigned goals and objectives.
- Forecast sales based on “sales funnel” concept for 30-60-90 days and work with SM/GSM to develop winning strategy and close business.
- Develop Sales Presentation strategies based on “product for project” concepts.
- Conduct sales presentations to customers and offer products/solutions that meet client’s expectation and support Haworth product development strategy.
- Assist in developing Marketing strategies for Haworth product and services.
- Actively work to gain market intelligence,



including information on competitive products, competitors’ market activity, industry trends, future projects etc.
- Work closely with sales operations team to complete the sales cycle. Work closely with A&D; Managers and

Marketing/Client Experience Associates’ to ensure leads are exchanged and to give the customer a seamless experience.

Relationship List the internal and external points of interactions that are required of this job.

Contacts

Internal Contacts

- Global Account Managers, Sales and Marketing

External Contacts

- A&D; firms, Project Management team, real teams estate firms, facility managers and end-users
- Business and professional organizations e.g.

Chambers of Commerce

SA02 Business Development Manager.doc

Nature of interaction

Negotiate

Shape compan y image at externa l events

Exchange complex information

Direct/

persuade

/

influence

Exchange of informatio n

Business Expertise Describe the requirement for knowledge and expertise about how various parts of the organization work together to achieve business objectives. Explain the degree of understanding required of the industry, commercial environment and of competitors’ products and services.

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Position Description

In-depth understanding of how other departments contribute to overall business.





Also required is a comprehensive knowledge of the industry in order to contribute to commercial objectives. This includes enabling the business unit to differentiate itself from competition.

Job Requirements and Qualifications Indicate the minimum and preferred education and experience for this job and any licenses and certifications required.

- Bachelor degree in Business, Marketing, Public Relations, Design, Architecture, Science or a similar field.

MBA will be preferred.

- Excellent communication skills and experience of managing complex sales cycle with B-to-B selling process in multinational companies
- 9-12 years of techno commercial sales and/or marketing experience, preferably in Building material industry/

Indoor office product portfolio sales

- Minimum 5 years of experience working in the office furniture or related industry, in Key Account management, sales or marketing of premium products.
- Quick learner, with results-oriented thought process and relationship building ability with CXO level.

Travel Requirements Indicate the travel requirements of this job.

None/ Within the area of responsibility.

Competencies Indicate the observable behaviours that demonstrate the knowledge, skills and abilities that the employee should have at a particular level.

- Adaptability
- Creativity & Innovation
- Learning Orientation/Continuous

Self Improvement

- Perfect Enough/80-20 Rule
- Process Improvement
- Self-Awareness

Disclaimer The above statements are intended to describe the general nature and level of work being performed by members assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities,

duties, and skills required of personnel so classified.

SA02 Business Development Manager.doc

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📌 Senior Business Development Manager (Mumbai)
🏢 Haworth
📍 Mumbai