BUSINESS DEVELOPMENT MANAGER

Transcription

1 Job Description BUSINESS DEVELOPMENT MANAGER This job description provides an indicative outline of the purpose and accountabilities of the role. Specific performance requirements and expectations will be included in annual performance objectives. Reporting Relationship and Location Reports to: Department:, Purpose and Major Challenges of the Role The Business Development Manager is responsible for delivering on Landcorp s strategic value and volume pillars through high level account management of existing key relationships and new business development sales from actively identifying and securing new partnerships/customer opportunities globally. This is a new position for Landcorp and recognises the Company s increased focus on building relationships and working effectively with particular customers (both in New Zealand and internationally) to develop mutually rewarding relationships and sell products to niche customer and consumer segments. The Business and Development Manager will need to understand food value chains, evaluate and find ways to create value for Landcorp and others. The role requires experience in sales, account management and business development as Landcorp positions itself closer to the in-market customer and end consumer. The role s challenges include the ability to work constructively with processing / manufacturing /marketing partners to find solutions, create value and maximise Landcorp s contribution and returns as the business develops. In addition, the role interfaces with the farm operations team to improve delivery against customer requirements and to strengthen the connection of the farms with the value chain. The role shares responsibility for representing and promoting Pāmu farms of New Zealand, and ambassador for Landcorp. Significant challenges include moving the NZ Agricultural sector from a commodity mind-set to a high-end niche premium focus which is profitable and sustainable for all in the value chain of farm to customer and consumer. Internally preparation of business cases, financial analysis for executive team approval are required as well as championing the customer perspective throughout the business, and making a key contribution to embedding customer-centric behaviour. Role Accountabilities Leadership to drive vision premium supplier of meat, milk & fibre for niche markets globally Support creating clear objective for Landcorp food and fibre categories and communicate short and long term milestones. Advocate and promote Pāmu of New Zealand brand with key stakeholders, customers and consumers and the four pillars (products of integrity, partnership, provenance and people). Support creation of roadmap for horizon 1, 2 and 3 timeframes that will deliver on each category sales objectives. Deliver on the sustainable profit for Landcorp volume and value strategies focussing on dairy and meat as priorities. Demonstrate a high commitment to developing others, provide guidance and coach work stream teams to ensure they are motivated and driven to deliver fully on the goals set. Job Description Updated Page 1 of 5

2 Strategic Planning from Insights In order to integrate our products into value chains focused on niche markets we need to understand with deep insight future consumer requirements Identify key trends and obtain critical insights from customers, consumers, category understanding, competitors, claims, channel insights Determine the drivers of category performance, issues/opportunities for growth and implication for LFL sales and marketing strategy and business plans Customer Engagement Develop and maintain key account relationships with local and as directed, overseas customers, to strengthen Landcorp s understanding of their requirements and the relationship Landcorp has with these partners Support key customer governance meetings and help to clearly identify of areas of value and synergy to work together and drive actions Actively seek new customers and opportunities for Landcorp s products, effectively business casing the strengths, opportunities and fit these new customers present with Landcorp s strategic direction and Pāmu of New Zealand brand Implement sales call planning and solution selling methodology to ensure productive, focussed and meaningful advances for business development opportunities. Develop sales tool kits to support marketing and selling of key value propositions Champion the customer inside LFL and help communicate their needs and requirements and why this is important to LFL. Lead and Drive Portfolio Strategic Initiatives Undertake effective analysis and develop business cases to determine and recommend the preferred customer mix for different categories to deliver on LFL vision, volume and value pillar and financial performance Create and implement plans to accelerate key value propositions, profitable returns for LFL and build business cases for necessary investment to deliver on category goals Manage and lead a virtual business development team and key project teams to implement and drive key strategic initiatives from concept through to commercialisation. Other Keep up to date with administrative, auditing and reporting responsibilities required of the position Ensure property and assets are secure and maintained within operational budgets and to required standards Ensure all relevant company policies are understood and adhered to. Dimensions Volume and Value growth metrics: Customer contracts between $100k and $10m Operating and/ or Capital budget: Budgeted expenditure within and Business development budget Number of Staff: Direct reports: 0 Through subordinates: Total: 0 Job Description Updated Page 2 of 5

3 Decision Making Authority a) Financial delegations: As delegated b) Other major actions able to be taken within delegated authorities: As delegated Key Relationships Internal Executive Leadership Team GM and team members Farm Managers and Farm Performance Group Communications Manager External Agricultural landowners & large-scale farmers Industry associations NZTE Customers NZ and International Position in Organisation Chief Executive Officer Livestock Operations Dairy Operations People & Capability Chief Financial Officer Property & Environment Commerical Development Manager Business Development Manager Qualifications and Experience Essential Preferred Tertiary qualification in a relevant discipline and at least three years experience in a Business Development/Account Manager role in a similar organisation in size and scope Experience in sales /business development, including successful development and execution of strategic projects and business cases Hungry to achieve sales and secure key business opportunities directed at achieving organisational strategic drivers Experienced in the agricultural sector Sales training Key account management Ability to build highly effective mutually beneficial relationships with customers Proactive at remaining current on key trends Job Description Updated Page 3 of 5

4 Understanding of key business drivers for both parties, with a keen solution focused approach Able to deal with ambiguity, be agile and flexible and respond quickly to changing environment Resilient, entrepreneurial, proactive and ambitious, demonstrating drive, energy and focus Core Competencies Landcorp Values Deep Insight - Deep understanding of our business, our customers and their customers. Organisational awareness: Understands mission, values, operations, structure and goals of the organisation. Defines our story and seeks opportunities to engage others in it. Decision Making / Judgement: Considers the relative costs and benefits of potential actions to choose the most appropriate. Evolves processes to meet future customer expectations and maximise value. Establishes systems and structures to guide decision making Sheer Determination - To create, to achieve, to lead. Problem Solving: Identifies problems, develops and evaluates options, and implements solutions. Drives strategy and business plan across the Company. Promotes and shares proven solutions, processes and systems. Proactivity: Anticipates and prevents future problems, takes charge to bring about change, and takes initiative within role. Prepares the team for the future. Applies skills successfully in novel situations. Delivers results. Complete Openness - With each other, with customers and partners, and to new ideas. Teamwork: Establishes mutually collaborative relationships with peers, customers and partners. Establishes systems which keep people informed and up-to-date. Self-Awareness: Recognises one s attitudes, preferences, emotions, strengths, and weaknesses. Helps others identify and address areas requiring development. Actively seeks and acts on feedback on own performance. Kaitiakitanga - Guardianship, care and wise management of what s been entrusted to us. Prioritisation: Self-directs own activities through goal setting, time management, planning, etc. Monitors and coaches Managers on best practice. Establishes measures of wise management and performance relating to strategy. Promotes one Landcorp goals and activities. Influence: Asserts own ideas and persuades others to gain support and commitment. Infectious enthusiasm. Develops and effectively uses internal and external networks to improve Company performance Core Competencies Position Specific Confident leadership Enjoys challenges, has the courage to speak up and take action. Relishes interactions with senior managers and peers. Demonstrates effectiveness at leading a high performing team to achieve organisational goals. Sets clear expectations and provides role clarity. Provides feedback and guidance. Holds staff accountable. Is trustworthy in all dealings. Actively listens with an open mind. Results orientation Focuses on achieving results, constantly delivers on promises. Thrives Creating one team Creates an environment where direct reports are motivated and empowered. Encourages contribution, fostering a strong team culture. Celebrates team achievements. Effectively delegates and shares ownership with direct reports, setting achievable stretch targets. Acts quickly, strongly and fairly when dealing with employee problems. Ensures all team members are treated with respect. Continuous Improvement Creates an environment where learning and improvement is Job Description Updated Page 4 of 5

5 on a challenge, has the energy to push through barriers, recognising opportunities. Has commercial understanding of how the business operates. Embraces the relationship between stakeholders and the business. Strong Communicator Possess excellent oral and written communication skills. Provides timely and full information so others can do their job effectively and feel connected to the organisation s broader goals. Customer Centred - Satisfied only when exceeding customers expectations. Takes a lead directly from customers to improve product and service offering. Gains and keeps the trust and respect of customers. Awareness of Others Values the contribution others bring to Landcorp, encourages diversity. Is approachable and builds strong relationships across the business and externally, encourages and role models collaboration. Sees the potential in others, understands and cares about what drives different groups. Helps others to progress their careers. Quick and Quality Decisions Makes effective decisions in a timely manner using sound judgement. Focuses on what s important. Doesn t require the full picture to make good decisions and take action. Isn t off-balance when things are uncertain or undecided. the norm. Actively looks for opportunities to improve and simplify things. Dedicated to providing the highest quality products and services which meet internal and external customer needs. Facilitates and drives change. Relationship Management Knows how to build and maintain constructive and effective relationships. Builds excellent rapport with customers and suppliers, communicates clearly. Inspires and influences others, works well in a team. Resolves issues without discord, seen as a collaborator and team player. Initiative Able to develop a new plan or action to improve something or solve a problem. Demonstrates high levels of initiative. Self Aware High level of engagement. Balances ambition with the needs of the business and others. Embraces the opportunity for continuous learning. Knows and admits own strengths, weaknesses, opportunities and limits. Actively seeks and acts on feedback, learns from mistakes. Has a high level of resilience, and is a calming influence in tense situations. Intellectual and Emotional Intelligence Has the intellect, knowledge, skills and motivation to perform at a high level. Demonstrates emotional intelligence (EQ) to recognize own emotional state. Understands the emotions, needs, and concerns of others; picks up on emotional cues. Job Description Updated Page 5 of 5