With over 20 years track record of delivering turnkey engineering solutions across 5 business sectors – Telecommunications, Energy, Health, Transport and Building Management Systems, PPC (formerly Philips Projects Centre) is a Systems Engineering and Integration Company whose activities are primarily geared towards providing specialized integrated solutions. PPC started business in 1991 as Philips Projects Centre, an affiliate of Philips Electronics N.V. of the Netherlands.
The PPC acronym was retained after a strategic management buyout of the Dutch parent company. With a track record exceeding two decades, PPC has become the leading provider of high quality systems integration services. Whether in oil & gas, healthcare, telecommunications, transportation, hospitality or the Power sector, PPC’s expertise has made a positive impact in virtually all sectors of the economy.
Our strength lies in our ability to integrate very complex systems, a well-trained, highly motivated and customer-friendly staff; good understanding of technology & engineering; and a quality system that imbibes international best practices and conforms to ISO 9001 standards. Some of the unique services we provide to the different industry segments include: consultancy and project definition, technical/audit survey, procurement, construction, installation, commissioning, maintenance, operations and project management.Job Purpose
Responsible for the planning and execution of mid & long-term channel strategy for the Power Unit within the assigned territory.
The BDM is expected to act as the CEO of the territory taking entrepreneurial initiatives in delivering superior value to customers and for the organization.
The BDM Locates and proposes potential business deals by contacting potential partners/ accounts; discovering and exploring opportunities.
Developing leads and opportunities to order intake and sales while ensuring optimal coverage of territory as well as sustainable and profitable growth for PPC.
Responsibilities
Key Result Area 1 – Sales to allocated territory:
Responsible for total sales results (of all Lines of Business) and (Customer Services) of PPC Power within the assigned territory.
Maintain a healthy funnel of opportunities to be closed month on month.
Own the forecast process including funnel maintenance of the channel in the assigned territory
Participate and drive the yearly performance review, target setting, sales plan preparation and timely contract renewal with each Key Account within the assigned territory
Identify new business, channel opportunities and customer needs in the assigned territory to ensure growth
Key Result Area 2 – Partner Relationship Management:
Building, managing, and leveraging relationships with partners.
To liaise with all PPC partners (OEMs) for technical and commercial information, pricing and training on all new products.
Ensure optimal use of the OEMs channel partner available tools.
Key Result Area 3 – Account Management:
Responsible for Product positioning, territory/account management and Product specialty
Explore, Develop and Maintain strategic relationship with key accounts within the territory under the guidance of the General Manager
Negotiate with potential Accounts/Customers, Channel Partners special deals, pricing, timing, service compensation in line with PPC policy with Guidance by the General manager
Maintain a healthy data base of accounts and ensure optimal relationship management of such accounts within the territory.
Key Result Area 4 – Business Development:
Provide input for the region and national business planning exercise: market trends, competitor behavior, potential projects and other relevant business information
Develop and maintain up to date market intelligence on available/potential opportunities, competition, threats within assigned territory and report same promptly.
Deploy strategies and tactical plans for the Direct and Indirect sales channel based on customer needs synchronized with PPC’s Power BU Strategic Plan.
Requirements
Education: Bachelor Degree (Engineering preferred)
Experience: 7 years Business development or Sales experience working in Power or MEP Companies.
Key Competencies Requirements:
Technical:
Product knowledge & Training
Engineering experience and expertise
Market research and study
Selling skills
Solution selling skills and key account management
Driving Skill,
Communication/Presentation Skills.
Behavioural:
Personable
Commercially astute
Planning
Taking Ownership
Team Work
Personal Integrity