Area Business Development Manager

Role Purpose

• The role purpose of the Area Business Development Manager role is to lead and drive strategic business growth initiatives within a specific geographic region. To identifying and capitalizing an opportunity to expand the company's market presence, enhance revenue streams, and strengthen relationships with key stakeholders.
• The role plays a pivotal function in aligning business development strategies with organizational objectives and ensuring sustainable growth.

Key Responsibilities

Category Strategy: -

• Develop and implement a comprehensive category strategy that aligns with overall organizational goals and objectives.
• Analyze market trends, industry developments, and competitive landscape to identify opportunities for cost savings, innovation, and risk mitigation.
• Assess the category's significance to the organization's overall business goals and objectives.
• Determine how critical the category is to the organization's operations, customer satisfaction, and competitive advantage.
• Define clear category goals, performance metrics, and KPIs to measure and drive category performance.
• Define segmentation criteria that can help categorize products or services within the broader category.
• Define the scope and boundaries of the category.
• Analyze the category's spend, volume, and strategic importance to the organization.
• Segment the category based on subcategories, geographical locations, and other relevant factors.
• Identify key suppliers, their capabilities, and market positioning.
• Analyze potential risks and opportunities in the market.
• Establish specific performance metrics and key performance indicators (KPIs) to measure the success of the strategy.

Procurement Execution: -

• Oversee the end-to-end procurement process, including requisition processing, sourcing, purchase order issuance, and delivery coordination.
• Work closely with cross-functional teams (such as engineering, construction, and finance) to ensure alignment of material requirements with project schedules and budgets.
• Determine the optimal sourcing approach for the category, such as single sourcing, dual sourcing, or multi-sourcing.
• Ensure that requisitions include accurate and complete information, such as product specifications, quantities, and delivery requirements.
• Assess make-or-buy decisions, considering internal capabilities and external supplier strengths.
• Evaluate supplier proposals, conduct supplier evaluations, and select the most suitable suppliers based on criteria such as cost, quality, and reliability.
• Evaluate the quantity and frequency of purchases within the category.
• Determine the volume of products or services procured and their patterns of usage.
• Negotiate terms, pricing, and contract terms with selected suppliers.
• Draft and finalize contracts that outline the rights, responsibilities, and obligations of both parties.

Supplier Management: -

• Identify, evaluate, and onboard new suppliers while maintaining relationships with existing ones.
• Negotiate favorable terms, contracts, and pricing agreements with suppliers to optimize costs and ensure a reliable supply of building materials.
• Conduct regular supplier performance reviews, address any issues, and collaborate to improve supplier capabilities.
• Identify critical and strategic suppliers for the category.
• Develop a supplier segmentation strategy based on factors like supplier performance, risk, and strategic importance.
• Define strategies for collaboration, innovation, and long-term partnership with key suppliers.
• Define performance metrics to evaluate supplier performance in areas like quality, delivery, responsiveness, and innovation.
• Implement processes for ongoing supplier performance reviews, feedback, and improvement initiatives.
• Develop a process for supplier qualification to ensure that potential suppliers meet the organization's quality and compliance standards.
• Ensure that suppliers are certified or compliant with relevant standards, such as ISO, FDA, or specific industry regulations.

Innovation and Continuous Improvement: -

• Stay abreast of industry trends, emerging technologies, and best practices in building material management.
• Drive innovation by exploring new materials, sustainable practices, and process improvements to enhance efficiency and sustainability.
• Explore opportunities for innovation within the category, such as introducing new materials, processes, or technologies.
• Integrate sustainable practices by considering environmentally friendly options and minimizing the category's environmental footprint.
• Establish procedures for handling non-conforming products or services, including corrective and preventive actions.

Quality and Compliance: -

• Establish and enforce quality standards for building materials, ensuring they meet industry specifications and regulatory requirements.
• Monitor and assess supplier compliance with quality standards, safety protocols, and ethical practices.
• Ensure that products or services within the category comply with applicable laws, regulations, and industry-specific requirements.
• Stay updated on changes in regulations that may impact the category.
• Establish reporting mechanisms to communicate quality and compliance performance to internal stakeholders and management.

Cost Management: -

• Assess the complete cost of acquiring, using, and maintaining products or services within the category, including direct and indirect costs.
• Analyze total cost of ownership for building materials, considering factors such as acquisition costs, transportation, storage, and waste management.
• Implement cost reduction strategies while maintaining product quality and availability.
• Develop a strategic approach to negotiating favorable pricing and terms with suppliers.
• Utilize benchmarking and market analysis to establish reasonable price expectations.
• Negotiate volume discounts, rebates, and incentives based on purchase volumes or long-term commitments.
• Collaborate with internal stakeholders to accurately forecast demand and align it with supply.
• Implement strategies to manage demand fluctuations and avoid excess inventory or shortages.
• Establish reporting mechanisms to track and analyze cost-related metrics and KPIs.
• Communicate cost-saving achievements to relevant stakeholders and management.