Senior BDM Mining

CONTEXT & ENVIRONMENT

Our client is a leader in medical and travel security risk services, supporting organisations and their people across a wide network of countries through medical, security and risk mitigation expertise. The company works closely with major players in demanding industrial sectors — including Mining, Oil & Gas and Construction — providing workforce health, safety and continuity solutions in remote and high-risk environments.

As part of its regional growth strategy, our client is looking to appoint a Senior Business Development Manager – Mining, Africa. Reporting to the Regional Sales & Business Development Director, Africa, the successful candidate will be responsible for profitably growing a portfolio of existing key clients and acquiring new clients, principally among Mine Owners and Operators.

The role also carries regional Vertical leadership responsibility — setting short- and long-term strategy and driving action plans to meet growth objectives. Geographical scope covers the whole of Africa, with a particular focus on Mining organisations headquartered in South Africa, Canada, Australia and the UK.

MAIN RESPONSIBILITIES

Business Development

●       Build a thorough understanding of the target market and territories to identify key clients and promote the client's service range.

●       Anticipate client needs, market trends and buying influences; develop contacts at senior levels within prospect organisations.

●       Build credibility with prospects through strong industry understanding and professional engagement.

●       Drive cross-border sales growth in cooperation with other regions, and manage a pipeline of opportunities in the CRM system with regular reporting.

Key Account Management

●       Identify and develop new business opportunities within existing key accounts to meet sales targets and manage renewals.

●       Plan targeted upselling and cross-selling opportunities, advising clients to maximise value from the service offering.

●       Build and develop client relationships locally and globally, and pursue cross-border sales opportunities with other regions.

●       Generate proposals, pricing and drive contract negotiations across the full service range.

Regional Vertical Leadership

●       Drive Mining vertical growth across the continent through direct client engagement and support to the Africa Sales community.

●       Provide vision and leadership for short- and long-term Mining vertical strategies and action plans.

●       Track and communicate market changes, competitor strategies and vertical trends to inform the business.

●       Ensure local teams understand Mining vertical expectations, contributing to training and product/solution development as needed.

●       Act as the voice of the company to the Mining market, and of the Mining market internally.

Sales Development & Administration

●       Develop an action/account extension plan to meet quarterly and annual sales and cross-border targets, tracking performance monthly and taking corrective action as needed.

●       Develop sales/account plans for prospects and existing accounts, defining strategy, competitive landscape and key contacts.

●       Keep the CRM system accurate and support the budget/forecast process for the designated portfolio.

Marketing & Communication

●       Work closely with Marketing & Communication to support the Vertical's growth strategy and propose initiatives that increase sales revenue.

●       Ensure representation at relevant corporate functions (conferences, exhibitions, webinars).

Cross-Border Collaboration & Support Functions

●       Maintain relationships with key personnel in other regions (e.g. Australia, Canada) to share best practices and drive the global cross-border agenda.

●       Coordinate with Group, Regional and Country support functions to ensure cost-effective client support, providing forecasts to assist resource allocation.

Financial Responsibilities

●       Oversee administrative and financial activities involving clients — contract review, pricing, invoicing and receivables — including collection on overdue accounts.

●       Support pricing and contract negotiations, seeking prior approval for non-standard discounts or terms.

General Responsibilities

●       Ensure professional standards across proposals, tender documents and client communications.

●       Maintain a consultative, win-win approach to client relationships, and build close relationships with joint venture partners.

●       Leverage Subject Matter Experts to support prospects and clients, and ensure a smooth handover from Sales to Operations on new wins.

●       Monitor competitor activity and share findings with Marketing and Management.

CANDIDATE PROFILE