Business Development Manager

4 days ago

Balikpapan, Indonesia Orica Full time

**Date**:17 Jan 2025

**Location**: Balikpapan Baru, East Kalimantan, ID, 76114

**Company**:Orica

**About Orica**

GroundProbe is a global technology leader specialising in real-time solutions for measuring and monitoring geohazards. We create state-of-the-art technologies and software that help our customer better manage risk, maintain operations, and keep people and communities safe. We are the brand most trusted in the market and widely recognised as an innovation powerhouse.

We are amazingly proud of our diverse, collaborative culture and are committed to an inclusive and supportive work environment that values and respects all individuals. We are a proudly flexible workplace that supports the wellbeing of our people as they balance their work and family lives. We promote diverse career paths and support the development of knowledge and skills.

GroundProbe is part of Orica Digital Solutions, a business stream of Orica.

**About the role**

This role is responsible for identifying customer geospatial and geotechnical monitoring problems and highlighting the solutions which GroundProbe can offer with its leading-edge technology in Mining, Civil, Energy and Infrastructure business sector within GroundProbe GPPT business unit region comprising of Indonesia, Southeast Asia and Northern Asia. The principal role is to develop market growth in both sales and leases for the defined territory, with a strong focus on new technology and new customer sites.

**What you will be doing**
- Conduct market research to identify new business opportunities and emerging trends. Perform competitor analysis and differentiation strategies.
- Identify potential clients and generate new leads through networking, cold calling, and attending industry events and conferences. Convert leads into sales to meet or exceed sales targets.
- Develop and implement effective sales strategies that align with GroundProbe's overall business goals and objectives.
- Identify and adopt a solution focussed technology partnership with all customers and ensure customers are kept aware of new advances in the technology and operational improvements.
- Identify customer problems and clearly articulate the value proposition of GroundProbe’s solutions to the key decision maker and other members involved in purchasing.
- Prepare and present compelling proposals, pitches, and sales presentations to prospective clients, tailoring messaging to address specific client needs.
- Build and maintain strong relationships with key clients, stakeholders, and industry partners to foster trust and collaboration.
- Understand the internal purchasing and budgeting processes of the customer.
- Develop and finalise contractual agreements with customers and provide post-sale follow up to ensure maximum need is being met through uptake of the technology.
- Oversee and manage all contractual agreements involved in the sales process, ensuring compliance and alignment with company policies.
- Negotiate contracts and terms to secure new business agreements while maximizing profit margins and ensuring customer satisfaction.
- Work closely with the marketing team to develop promotional strategies and materials that effectively communicate GroundProbe's value proposition and support sales efforts.
- Manage and optimize the effective use of sales resources, including budgets for marketing initiatives, events, and promotions to drive business growth.
- Establish and maintain a database of potential clients in Salesforce. Build a customer base and nurture prospects towards a sale.
- Maintain regular visits and/or follow up sales lead to sites in the defined territory and provide on-going technical advice about products and services.
- Monitor sales performance, analyze key metrics, and provide insights to refine sales strategies and improve business outcomes.
- Oversee the growth and management of a portfolio of key client accounts, ensuring strong relationships and opportunities for upselling or cross-selling services and products.
- Communicate with other Business Unit Sales and Business Development Managers to ensure maximum and timely market penetration.
- Stay informed about industry trends, competitive landscape, and regulatory changes that may impact GroundProbe’s business environment.

**What you will bring**
- A degree in Business Administration, Marketing, Mining, Geology, Geotechnical or a related field
- Formal business development, sales, marketing or account management certification and competency program
- 10+ years in surface or underground mining, quarries, or civil infrastructures
- 5+ years in business development, sales, marketing, or related roles
- 5+ years in customer relationship management and account management
- Excellent communication, presentation, and reporting skills and highly service orientated.
- Language fluency in English
- Computer literacy especially in MS Office and CRM tool is essential.
- Ability to develop, influence and maintain positive a

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