Job Details
Purpose
The Head of Business Development is responsible for driving sales of Pelsis new AI enabled Digital product portfolio, starting with the new Insect Light Traps.
This role will initially identify targets and drive sales to end users in the Food and Pharma industries of the Digital ILTs, moving to focus on other digital products and industries over time as the portfolio evolves. The role will work closely with the global Portfolio team, regional GMs and our existing sales and customer service professionals to achieve sales targets.
Background
Pelsis is the world s leading manufacturer and provider of products and solutions to the global pest control industry. It develops leading brands for commercial and retail customers, delivering innovative pest control and garden care products to a global customer base
Leading brands Our reputation is built on leading brand heritage, developed with extensive knowledge of our customers and markets and supported by experts in each field. Many of our brands have a number one market position and are built on a reputation of high-quality products and support services, alongside innovative new products and services developed to meet ever-changing trends and needs. We continually work to develop our brands and products to support our distributors and customers across our territories.
Leading products Customer insight is at the heart of our product innovation programme, allowing us to develop world class products designed with sustainability, serviceability, design and quality in mind. Our close working relationships with customers is key to our product development ethos, giving us insight into their needs and those of end-users and consumers.
The role will be responsible for driving product specification sales at end-users level in the food & beverage processing and pharma verticals. The Head of Business Development will engage the General Manager(s) to grow relationships as appropriate. Regional sales coverage and potential sales/ customer overlap with other regions will need to be actively and positively managed as we move towards a global key account structure.
Key responsibilities
- Target End Users to specify our product and services for Digital Insect Light Traps. The target end users are low-tolerance environments initially F&B processing and pharma.
- Maximise sales performance, pipeline and delivery in the region, viewing 100% target performance as a minimum and building strategies for over-achievement. Supplies to end user can be direct or creating a pull sale in collaboration with distribution and PCO partners. KPIs: end user pipeline of qualified leads (marketing will lead the generation of leads, while this role should have segment knowledge and contacts to create their own too and qualify and prioritise) and on end user sales.
- Work with finance to ensure profitability analysis is carried out on sales proposals to support pricing decisions and rebates.
- Develop closer, deeper and broader relationships directly with end users while respecting and balancing the role that intermediaries (PCOs, distributors) also often play in these relationships. Engage the GM in key relationships.
For larger accounts, build ambitious and live account plans, including key personnel mapping, that consistently challenge the salesperson to better understand the context, strategy, macro ambitions and politics of customers.
Essential skills for this role include:
- Experience of or demonstrable suitability for a business development leadership role with deep and current experience and contacts in the food and/ or pharmaceutical industries.
- An inspiring style that understands the psyche of talented B2B sales professionals and is able to flex both a supportive and challenging style as appropriate.
- Direct experience of winning new customers in the food and pharma industries and achieving considerable growth with existing customers
- Excellent verbal/written communication skills, strong analytics, and real-time judgment
- Skilled in the use of D365 or Salesforce
- Pricing and profitability analysis experience and knowledge
- Proven skills in collaborating positively with colleagues in a broad range of roles
- Effective time management and organisational skills
- A willingness and ability to travel within their region
- Strong drive to achieve ambitious sales performance goals
We are an inclusive employer and hire those best fit for the role regardless of protected characteristics such as race, colour, religion, gender, gender identity or expression, sexual orientation, genetics, disability or age.