Job description
Technical Business Development Managers (TBDM) play a frontline and pivotal role within the company’s growth strategy. The position focuses on engaging extensively with clients to identify and develop sustainable business opportunities from both existing and new clients. TBDM spearheads new acquisition and drives product base technical and commercial activities in the RFQ process from receiving the request until nomination, as well as ensures that client needs are aligned with the right technical solutions. By building trust and fostering long-term client relationships, TBDM secures sustainable business growth.
Primary job duties
Strategic:
- Develop new clients and explore new business opportunities within the existing client and product portfolio to drive market growth.
- Research industry trends and competitor activities to inform and support the development of sales strategy.
- Analyze sales data and prepare reports to optimize sales and business development strategies.
- Visit clients of strategic importance to the company to build long-term, trust-based relationships.
- Anticipate and understand evolving client needs to align our product offering with market demands.
Operational:
- Manage the Request for Quotation (RFQ) process, from initial requirement analysis to project nomination.
- Provide integrated technical and commercial solutions and prepare detailed quotations.
- Negotiate prices, delivery times, and contract terms within authorized limits.
- Handle complex client inquiries and provide professional technical and commercial services.
- Achieve defined sales performance targets (e.g., hit-rate, RFQ nomination, open pipeline).
Leadership & People
- Act as a role model for consultative selling, influencing customer decisions with professionalism and integrity.
- Provide coaching and facilitate knowledge transfer to Account Managers on technical-commercial matters.
- Set a benchmark for strategic client relationship management and complex deal execution.
Cross-Functional
- Collaborate closely with Global Program Management (if applicable) to drive realization of the product group strategy
- Organize and lead the formal handover to Account Management and Project Management, ensuring a seamless transfer of all project background, technical data, key contacts, and commercial terms.
- Showcase company capabilities through technical meetings (e.g., workshops, tech-days, seminars) in collaboration with technical teams.
- Support the project team and client as a technical-commercial resource throughout the project lifecycle when required.
- Act as the primary technical and commercial liaison for clients, coordinating internally to deliver comprehensive solutions.
