POSITION DESCRIPTION
TITLE
BUSINESS DEVELOPMENT
MANAGER
BUSINESS
Pacific Steel (NZ) LTD
REPORTS TO
Manager Sales and Marketing
Position (not name)
HOW THE JOB ADDS VALUE
Provide a ‘vision statement’ of the role’s contribution to BSL
(e.g. This role primarily exists to ...(lead, direct, govern,
produce, design, develop)).
The primary focus of the role is to develop and
execute business development strategies that
drive demand and profitability for Pacific Steel
through forming downstream relationships and
partnerships with end user and specifier groups
and using these relationships to pull product
through the value chain.
The role will contribute and recommend
business and marketing initiatives and activities,
monitor and report on key construction project
pipelines.
The individual will represent PSNZ as a
company ambassador and attend key industry
events and will either coordinate, or assist in the
coordination of these engagements.
Business Context
PSNZL competes in a highly volatile market place with imported steel as its competition. It
is subject to international steel price and currency fluctuation. It has a small number of
customers which account for the bulk of its domestic sales. As a consequence, these
customers possess considerable negotiating power. To remain profitable in this
competitive environment, PSNZL needs to develop a strong market presence and value
proposition that is recognized by its customers, end-users and influencers and which
differentiates its offer from that of its competitors.
PSNZL’s focus in this context is on shaping strategy through customer–focused leadership
to the business and on creating value and growth by demonstrating market leadership in
the segments it chooses to compete in.
KEY ROLE OBJECTIVES AND DELIVERABLES
ROLE OBJECTIVES
 In describing role objectives, state both
‘What’ (e.g. safety, delivery expectations,
services, etc) and ‘How’ (e.g. lead, assist,
govern, develop, sell, design, etc)
 Provide top 5-10 priority objectives
 Deliver safely the outputs expected in
Pacific Steel NZ business plan on a day
to day, week to week basis
 Uphold, support and improve upon the
conduct of business processes
according to BSL policies and
procedures.
 Support and comply with all procedures,
policies and accountabilities as defined
under this same heading for the
manager of this position (See “Reports
To” at top of this document).
 Meet all legislative and Regulatory
requirements
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POSITION DESCRIPTION
 Deliver continuous improvement
outcomes in production, supply and
support of Business Development
and Sales and Marketing.
 Identify and develop relationships with
key downstream construction
organisations and key influencers and
execute strategies that increase sales of
PSNZ products.
 In conjunction with other departments
facilitate product development and
service improvements that enhance
PSNZ’s Value Proposition.
 Preparation, monitoring, analysis and
reporting of project pipeline data for
BDM and Sales and Marketing
engagement plans utilizing the Project
pipeline provider (i.e.
Pacificon/Salesforce)
 Represent PSNZ at industry events.
 Understanding of the key markets our
product and value proposition and the
ability to communicate clearly with the
target audience to champion PSNZ to
the industry.
 Assist in preparing for customer visits,
presentations, functions and
conferences. Coordination of
promotional activities e.g. Trade Shows,
in store days
 Prepare internal projects plans and
monitor project progress when required.
ROLE DELIVERABLES
This section describes the areas in which this
role will need to deliver results.
KRA’s and Key measures of success
 Market share
 Market growth
 Customer and market feedback
 Profitability
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POSITION DESCRIPTION
Business development, reporting and
coordination
 Accurate completion of reports within agreed
time frames.
 Engagement plan developed and deployed.
 Ownership of project pipeline reporting and
call cycles/logging (Salesforce)
Events/Projects
 Customer satisfaction
 Review of weekly task and project status
reports to agreed outcomes.
Product and Service Development
 VP articulation
Brand Management
 IP protection
 Brand awareness
Ensuring a safe working environment is
maintained
 Level of involvement in researching Business
Areas
SmartSite Rating.
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ROLE DIMENSIONS AND KEY RELATIONSHIPS
DIMENSIONS
e.g. Global, business, site, unit, team or individual
Scope - National
e.g. Primary (accountable), Secondary (key advisor/partner
in decision or delivery), or Contributory (analysis, advice,
implements to plan or monitors)
Budget – within S&M
Impact -Secondary
Direct Reports Nil
e.g. Revenues, No. of employees, locations, etc.
Other Travel required
AUTHORITIES

As defined in corporate, business unit or
department/ site procedures

As defined in task briefs, or business plan
activities over which this role has allocated
responsibility

As per delegated authority matrix
Outline any additional authorities inherent in the role (e.g.
day-to-day, supervisory, approvals, etc.)
ACCOUNTABILITIES
This role will be held accountable for meeting the role
objectives and deliverables through the following BSL
processes.
 Performance and Development Review
(PeoplePoint)
 Management Review
 Contribute to the design of Business and
Marketing activities that create demand for
PSNZ products
 Business development, Reporting and
coordination.
 Events /Projects
 Recommend Product and service
Development
 Contribute to Brand Management
 Capturing and relating market intelligence
 Ensuring a safe working environment
maintained.
KEY RELATIONSHIPS
List the key stakeholders with which the role interfaces.
Internal
 Manager Sales and Marketing
 General Manager
 Sales and customer service teams
 Finance and Administration Team
 Operations teams
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 Other PSNZ and NZS employees where
appropriate
External
 Construction and building companies
 Influencers (engineers, consultants,
specifiers, industry bodies and
government agencies)
 Product, service and information
providers
COMPETENCIES, QUALIFICATIONS AND EXPERIENCE
REQUIRED QUALIFICATIONS AND
EXPERIENCE
Note required skills, qualifications, and experience for the
role.
 Relevant tertiary qualification
 Minimum 4-6 years in a similar B2B,
Marketing or Sales role, preferably in
the Building and Construction Sector
 Understanding of the structure and
dynamics of the construction sector and
channels to market
 Experience in dealing with people at
senior levels
 Proven relationship building skills
 Competent user of Microsoft office suite
in particular power point
PREFERRED QUALIFICATIONS AND
EXPERIENCE
Note any additional skills, qualifications, and experience
desired
 Technical and metals understanding
 Use of Salesforce/Pacificon
 Industry experience
 Established networks
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.
COMPETENCIES


Insert appropriate job level BSL core behavioural
and/or leadership competencies(from the BSL
Leadership Competency Framework, available at
http://www.ext.bluescopesteel.com/peopleandperforma
nce/Documents/LearningAndDevelopment/BSLCompet
encyFramework.pdf
List any other specific functional and technical
competencies required for the role
 Action Oriented – enjoys hard work;
full of energy for the things that are
challenging; not fearful of acting with a
minimum of planning; seizes
opportunities.
 Organisational Skills – Can marshal
resources (people, funding, material,
support) to get things done; can
orchestrate multiple activities at once to
accomplish a goal; uses resources
effectively and efficiently; arranges
information and files in a useful manner.
 Customer Focus – is dedicated to
meeting the expectations and
requirements of internal and external
customers; gets customer information
and uses it for improvements in
products and services; acts with
customers in mind; establishes and
maintains effective relations and gains
trust and respect.
 Presentation, communication and
listening skills – is effective in a variety
of formal presentation settings ; one on
one; small and large groups; peers and
people at all levels both internally and
externally.
 Business Acumen – knows how the

business works, knowledgeable on
current and future practices, trends
effecting the business and aware of how
strategies and tactics work in the
marketplace
Interpersonal Savvy – relates well to
all people, builds rapport and
constructive and effective relationships.
Uses tact and diplomacy in all
situations.
 Peer relationships - Co-Operates and
works well with others in the pursuit of
team goals; shares information;
supports others; encourages
collaboration.
AUTHORISATION:
Stan Clark
DATE:
16/05/17
Name / Department
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