Description

The Head of Business Development and Account Management  will drive new new clients to the Wings Americas portfolio with a specific focus on Energy and Marine organizations.  Ongoing, this person will manage the account and be the main point of contact between the customer and interal stakeholders at Wings.  This will be an active contributor to business development as well and leadership of a team.

Requirements

• Coordinate the effective and efficient day to day running of the regional Business Development department.
• Develop and implement departmental short, medium and long-term strategies, in alignment with the Company's macro strategy.
• Ensure that the departmental short, medium and long-term goals are achieved.
• Partake in ensuring that Management goals and objectives are achieved.
• Ensure that the Wings Corporate Policy and Code of Conduct is promoted and practiced in the Department(s).
• Discuss and implement new initiatives in conjunction with the Client Service Heads.
• Travel nationally or internationally as required or when requested.
• Analyse market trends and competitor behaviour and report such information to the SVP/MD
• Attend regular monthly product presentations and meetings as and when required.
• Ensure that the monthly management reports are documented and communicated to the SVP/MD
• Ensure that training and Human Resources needs are constantly aligned to the short-, medium- and long-term strategies of the Company and the department.
• Bring to the attention of line management and HR department any training needs of the department and be involved in the departmental recruitment process.
• Participate in staff appraisals.
• Ensure that the team adheres to all Wings procedures.
• Provide the SVP/MD with any ad hoc reports when requested.

 Account Management

• Ensure segmentation of the customer base is completed and reviewed regularly.
• Manage, develop and implement effective customer retention strategies.
• Maintain and develop excellent relationships with key customers based on the segmentation completed.
• Advise the SVP/MD of any material developments regarding existing business.
• Check and sign off customer presentations and/or tenders.
• Ensure that all client servicing and new business activity is conducted in line with the Company's Code of Business Conduct.
• Continuously review and improve departmental Wings® processes in terms of efficiency, quality and effectiveness.
• Identify ways to improve, automate and streamline Wings BD processes (MAPS)
• Participate in and conduct on-going training in QMS/MAPs and other work-related courses.
• Have updated versions of the Key Account Development Plan in place for all top accounts and manage executions of action items.
• Ensure accounts do not breach credit limits and manage accounts receivable in conjunction with finance.
• Development of margin improvement plan for all current accounts.
• Develop and initiate client business reviews on a quarterly, semi-annual or annual basis as determined by the client.
• Ensure the correct use of the relevant CRM for account management.

New business/Sales

• Ensure completion of tenders according to agreed processes
• Manage, develop and implement effective new business strategies.
• Set, compile and drive the Business development team towards sales/revenue budgets in as agreed with the SVP /MD and ensure such budget is achieved.
• Advise the SVP/MD of any material developments regarding new business.
• Assist the Business development team with presentations as and when required.
• Ensure that the e-commerce solutions and products are effectively promoted.
• Constantly develop and improve customer presentations.
• Check and sign presentations in accordance with Wings procedures.
• Be an active "player" in new business strategies.
• Ensure all leads are correctly loaded on the relevant CRM tool.