JOB DESCRIPTION

Position Title: Business Development Manager

Entity:  Vietnam – M&O Division

Generic Job Level: Manager

Location: Vietnam

BV Job Family: Marketing & Sales

Reporting to: M&O Vietnam Manager

BV Global Job: Marketing and Sales Manager

Geographical Perimeter:  Vietnam

Mission:

The job incumbent contributes and/or develops and grow the Vietnam Marine Business and has a primary goal to attract new clients.  The incumbent identifies new business opportunities to be pursued, develop offers and quotations and maintains a strong relationship with a network of clients and partners.

Functional Competencies: 

1. Sales Strategy: Develop and execute the Marine & Offshore sales strategy for Vietnam, including market access, market share, tender/project participation, and local capability building.
2. Business Development: Identify and cultivate new business opportunities, new revenue streams to drive growth for the Marine & Offshore business in the region.
3. Commercial Planning: Establish a robust commercial plan to proactively drive sales activities.
4. Client Relationship Management: Build strong relationships with clients, industry partners, and prospects to gather market intelligence, acquire new clients, and expand our existing client base, ultimately achieving sales revenue and financial targets.
5. Oversee commercial operations: including the preparation of quotations, contract documentation, and invoice reconciliation.
6. Cross-Functional Collaboration: Collaborate with the regional, zone and global Marine & Offshore teams to support local business development initiatives.
7. Engage Stakeholders Effectively: Communicate and work closely with internal and external stakeholders, analyze client needs, propose solutions, and ensure timely resolution of client requests and queries.
8. Deliver Presentations and Technical Seminars: Participate in the planning, organization, and support of seminars and workshops. Prepare and deliver presentations to clients and technical seminars as required.
9. Key Account Management: Manage accounts (and assigned key accounts) and maintain constant engagement with clients through strategic planning and action plans to cater to different tiers of clients.
10. Lead sales funnel management: Identify, monitor, and lead opportunities through the sales funnel to contracting of Marine & Offshore business opportunities.
11. Establish new client contacts: Harnessing available resources to acquire new clients and ultimately convert leads to revenue. 

Requirements:

1. Degree in Engineering, preferably in the Marine/Offshore field, with a minimum of 8 years of work experience in the industry, including 5 years in a commercial and managerial capacity.
2. Proven track record of achieving sales targets and driving growth in competitive markets.
3. Excellent communication, networking, influencing, and organizational skills.
4. Strong interpersonal and communication skills, with the ability to build relationships at all levels.
5. Independent and determined, resourceful, highly driven and results-oriented, with hands-on experience, strong technical and analytical skills.

6. Capacity to thrive in fast-pacing and high-pressure situations and possess a keen business acumen. Ability to inspire and motivate team members and stakeholders.
7. Resilient and consistently motivated to achieve success.
8. Experience working at marine sector (such as at sea, in shipyards, with ship owners, oil and gas companies, ship brokers, or with classification societies is an added advantage).

Specific Responsibilities and Operational KPIs (measured by):

As per annual objectives and KPIs set by management:

1. To achieve revenue and profit objectives
2. Identify and meet new clients
3. Develop and convert new clients into fresh revenue
4. Support marketing and branding activities including seminars and workshops.
5. Regular updating and upkeep of Sales Tools
6. Generate and follow up on sales call and marketing visits.
7. Identify new revenue streams beyond existing product lines.  

Bureau Veritas Values & Leadership Expectations

Lead through BV Absolutes & BV Values

Ethics, Safety, Financial Control

Trusted, Responsible, Ambitious & Humble, Open & Inclusive

Leadership Expectations

Drive vision and purpose

Build engaged teams

Grow people for today and tomorrow's challenges/success

Common Competencies:

Drive and Lead

Leading and active cooperation with M&O Region business partners and have the ability to drive the legal & compliance topics as part of the Region leadership team.

Customer Focus

Have insight, ambition and expertise to deliver top-notched service, understanding the needs of internal and external stakeholders and providing focused, expertized based services.

Team Building

Ability to build and manage powerful and efficient teams; effective in conflict resolution; shares successes and failures with the team.

Inspiring Communication

Setting vision, lead, inspire and motivate people through effective communication, towards achieving a common goal.

Empowerment

Ability to empower others and provide guidance and support structure as needed.  This includes delegating and developing people, with the end in mind to help them succeed in their roles.

Embracing Change

Having a change mindset and moving beyond the comfort Region; and the ability to take calculated risks to create opportunities for tomorrow.

Decision Making

Ability to make timely and sound strategic decisions and judgment even in the face of uncertainty or ambiguity, taking into consideration limitations, available resources and opportunities.

Position Scope / KPIs

Scope (e.g. cross divisions, # of BL/RL, etc): M&O

Main KPIs:       Revenue & Operating Profit (OP) in Marine & Offshore

                        Country Quality KPI

Agreed by:

____________________________                                 ____________________________               

Signature / Date                                                           Signature / Date

Employee Name                                                             My Tran

Business Development Manager, Marine Business          M&O Vietnam Manager