The primary purpose of this role is to maintain and grow customer relationships to attain insights on factors that materially impact Orica's outlook.
This role represents Orica with our global customers and key National Account customers and is responsible for achieving proactive and mutually beneficial relationships with each of our customers that is based upon the recognized value contribution.
This role is accountable for ensuring there are proactive, strategic, and planned customer engagement plans in place to move from a reactive to proactive customer needs identification and ultimately improve customer engagement scores.
This role is accountable for: Account Planning and relationship management at a corporate/global level.
Expectations include ensuring that there are "no surprise" decisions by customers and sharing best practice and ensuring regional/site agreements do not jeopardize the broader global agreements and relationships.
This role will also be accountable for understanding and anticipating potential competitor plays with customers and having this effectively factored into Orica's customer engagement strategies, actions, and arrangements.
This role is responsible for and also acts as a support role for: Market demand planning, competitor analysis, customer portfolio and contracting strategy; customer product need identification, new product development, business development opportunity conversion for new significant account, updating and maintaining customer records in S4 Hanna / Cloud for Customer (C4C) and other applications as required.
Project management of the preparation (including pricing analysis/sourcing strategy), submission, negotiation, and contract finalization of tenders for major mining, quarrying and construction customer accounts (new and existing) Customer needs identification, solution definition, new product/service demonstrations and associated commercial execution Voice of the Customer, Stakeholder program management and reporting Metrics Revenue and Operating Margin Growth for new and existing global customers.
# Opportunities in Cloud for Customer (C4C) for strategic growth of account Customer engagement score improvement Key Performance Indicators across customer accounts Accurate forecast and demand planning Critical Experience & Qualifications Tertiary qualification post-graduate qualifications (desirable) 6+ years' experience in business development and commercial roles with proven record of improving sales revenue, preferably within a manufacturing/technical environment Proven track record in developing and maintaining customer relationships for a partnership model Financial, contract management and negotiation skills