Business Development Manager - Latam

Business Development Manager – Mining & Civil Construction | Brasil
Location: Belo Horizonte, Brazil
Reporting to: This role reports to the Regional Sales Manager and Managing Director.

About the client
Our client is a global leader in volumetric scanning technology, providing innovative load measurement solutions that improve productivity, operational efficiency, and profitability across the mining, quarrying, civil construction, and bulk materials industries. Through advanced 3D scanning technology, the company enables customers to accurately measure payloads, optimize fleet performance, and make data-driven operational decisions.
As the group expands its operations in Brazil, we are seeking a highly motivated and entrepreneurial Business Development Manager to lead commercial growth in the mining and civil construction sectors.

Position Summary
The Business Development Manager will be responsible for establishing and growing company's business across Brazil by identifying new opportunities, developing strategic customer relationships, and converting prospects into long-term clients.
This is a hands-on, autonomous role suited to a self-starter who thrives in a growing business environment. The successful candidate will be comfortable working independently, developing the market from the ground up, and representing the company with customers, distributors, engineering firms, and industry partners.

Key Responsibilities
Business Development

• Contribute to development and implementation of a strategy to increase market share for the company's brands in designated territories – LATAM
• Prospect for and develop professional relationships with potential new clients to enable the presentation and sale of Loadscan products.
• Monitor and report progress through KPI’s and monthly reports.
• Work with the Regional Sales Manager and NZ HQ to identify opportunities for product line extensions and new products for existing and new customers.
• Work with the broader team to develop relevant marketing and sales collateral.
• Respond to prospects enquiries, leads and RFPs. Carefully investigate customer needs and the situational requirements of sales projects/installations. 
• Generate quotes and prepare written proposals that deliver on customer requirements whilst meeting company’s business objectives. Negotiate agreements and contracts with sales prospects.
• Ensure that customer and market intelligence is acquired to support a business case and improve the outputs.
• Conduct market research using internal and external resources and share findings to relevant teams within the company.
• Attend industry functions and trade events and provide feedback and information to company about markets and trends.
• Continually add new customers and prospects to the company industry database/CRM. Keep the data accurate and up to date at all times.

Management of major accounts

• Day-to-day contact.
• Develop multiple level contacts at each customer to aid in completing detailed customer profiles and account plans.
• Set sales targets and sales forecasting.
• Oversee orders.
• Feed customers new product, market and customer application information.
• Organize operator training at customer sites.
• Monitor technical support provided.
• Periodic evaluation to review activity, performance and set targets.

Commercial Management

• Manage local agents and distributors in designated territories and provide the necessary sales and technical support.
• Negotiate or participate to the negotiation of sales contract with key customers when applicable.

Market Intelligence

• Find out/compile customer applications for our products.
• Receive and collect market intelligence on a regular basis on customer requirements and competitor developments.
• Develop and improve our client's Differential Value Proposition with each key account.
• Assist in preparation of competitor comparisons.
• Provide feedback and input from own markets to help shape marketing strategy for all.

Products and Services Promotion

• Assist where required in design, production, and coordination of all marketing collateral, exhibition graphics, and press releases.
• Coordinate and participate in trade fair/recruitment exhibitions, including follow-up of contacts.
• Participate in relevant industry trade groups and events to maintain state of the art knowledge of the market.
• Seek out promotional opportunities for the company's products in existing customers.

Technical Support

• Co-ordinate technical support using resources available within the company.
• Assist customers in the operation of their products and organize support for problems and optimal usage of the company's products.
• Problem-solve at customer sites to improve product performance, productivity and enhance customer engagement.
• Prepare detailed trip reports and document learnings and issues promptly and disseminate as appropriate.
• Handle customer complaints and corrective actions.

Key Skills and Qualifications

• Proven background of successful sales and business development in relevant industry.
• Strong commercial acumen and selling skills.
• Excellent interpersonal skills and networking skills; able to develop relationships both horizontally and vertically.
• Strong written communication skills (Highly competent in writing of proposals, quotes, submissions, and presentations).
• Experience in technology sales and reasonable level of IT knowledge
• Computer literate with a working knowledge of MS Office.
• Organised and structured approach to work planning.
• Able to manage conflict and competing tensions.
• Ability to build rapport
• Able to make critical decisions and handle stress.
• A problem solver.
• Disciplined, highly driven and self-managing with a positive approach to work.
• Resilient.
• Highly organised and travel-savvy. Prudent with company expenditure.
• A team player. Collaborates well with colleagues and clients to solve problems and achieve win-win outcomes.
• Required to travel up to 40% of time throughout the designated territories.
• Valid Passport
• Medically fit for travel and able to meet Health and Safety requirements specific to customer policy and sites e.g. Medically fit for entry into mine site

Professional Development

• Assume responsibility for personal and professional/work education and development.
• Maintain and/or extend knowledge and skill base required for effective performance.
• Identify any learning needs.
• Negotiate with Sales Lead to attend appropriate education and training.
• Participate in own performance review.