Job Description
Position:
Business Development Manager
Manager:
Business Relationship Manager
Direct Reports
No direct reports
Location:
Christchurch & Wellington
Date:
May 2017
Switched On Property Maintenance Ltd (SOPM) is a full service property
maintenance contractor delivering 24hr / 7day / 52week quality assured
maintenance services in Christchurch and Wellington.
SWITCHED ON PROPERTY MAINTENANCE
ORGANISATIONAL STRUCTURE – May 2017
General Manager
People
Development
Manager
Health and Safety
Manager
Administration
Manager
Management
Accountant
ChCh Operations
Manager
Accounts Payable
Project Managers
x2
Project
Administrator
Electrical
Operations
Manager,
Painting
Operations
Manager
Christchurch
Christchurch
Builders &
Labourers
Electricial Admin
& Trade teams
Business Development Manager Job Description
QS Team
Painting Trade
teams
Wgtn Operations
Manager
Administration
Manager
Business Relationshp
Manager
Business
Development
Manager
Project Managers
Wellington
Building & Painting
Business
Development
Manager
Builders, Painters
and Labourers
Christchurch
Page 1 of 6
Job Description
Main purpose of the role:
The Business Development Manager is responsible for improving
Switched On’s market position and achieve financial growth for the Region. This
role helps to define long-term Regional strategic goals, builds key customer
relationships, identifies business opportunities, negotiates and closes business
deals and maintains extensive knowledge of current market conditions primarily
in the Region.
The role will also work closely with the Business Relationship Manager and other
members of the team to ensure a consistent Switched On “Brand” is developed
and not compromised, delivering consistent, effective and efficient customer
service.
Relationship and development management is first and foremost to increase
sales opportunities and thereby maximize revenue for the Region (and Switched
On), finding potential new customers, presenting to them, ultimately converting
them into clients, and continuing to grow business in the future.
The Business Development Manager will also help to manage the existing client
base and ensure they stay satisfied and positive, calling on clients, often being
required to make presentations on solutions and services that meet or predict
their clients’ future needs.
At Switched On this role will also assist the Operations Managers and their teams
by scoping and quoting on the specific business development opportunities as
required.
Business Development Manager Job Description
Page 2 of 6
Job Description
Responsibility:
Business Development
Client Retention
Business Development Planning
Reporting
Business Development Manager Job Description
Test of success:
Working closely with the Business Relationship
Manager develop and consistent approaches
and pitches that maximise the Switched On
Brand.
 Prospect for potential new clients and turn
this into increased business.
 Cold-call as appropriate within your market
or geographic area to ensure a robust
pipeline of opportunities.
 Meeting potential clients by growing,
maintaining and leveraging your network
 Identifying potential clients and the
decision makers within the client
organisation
 Prepare and submit Tender Registrations of
Interests, including expected prequalification requirements.
 Research and build professional
relationships with new clients
 Set up meetings between client decision
makers and company’s practice leaders
 Onboarding new clients to create strong
first impressions of Switched On
 Present new products and services and
enhance existing relationships
 Work with trade staff and other internal
colleagues to meet customer needs
 Arrange and participate in internal and
external client debriefs
 Ensure timely and effective communication
practices are followed.
 Attend industry functions and provide
feedback and information on market and
creative trends
 Present to and consult with management
on business trends with a view to
developing new services and products.
 Identify opportunities for campaigns,
services that will lead to an increase in
sales
 Using knowledge of the market and
competitors, identify and develop the
company’s unique selling proposition.
 Submit progress reports and ensure data is
accurate as required by direct manager
 Assist with forecasting sales targets and
ensure they are met
 Track and record activity on Hubspot and
help to close deals to meet these targets
Page 3 of 6
Job Description
Scoping and Quoting
Health and Safety -
Building and Maintaining Professional
Stakeholder Relationships
Promote and ‘role model’ the Switched
On values at all times.
Leadership
Open Communication
Respect
Team Work
Work closely with the Operations Manager / and
or Quantity Surveyor team during sales process
to ensure initial scoping planning and staffing
capabilities can be provided.
 Scope and Quote for single trade jobs
 Work with established material suppliers
database
 Assess tender documents to ensure
sufficient information is available to
prepare tender.
 Visit sites to clarify client instructions
 Take off quantities
 Prepare and issue sub-contract enquiries
and assessment of quotations upon receipt
 Prepare and issue material supply enquiries
and assessment of quotations upon receipt
 Prepare estimates and quotes
 Prepare tender documents for submission
 Submit tenders and follow up
 Post tender negotiations
 Working with Switched On’s Health and
Safety Manager, making Health and Safety
part of Switched On’ everyday processes
and procedures.
 As a senior member of the SO team role
modelling and meeting expectations as
noted in the Switched On’s Health and
Safety Policy
 Attending regular weekly SOPM Operational
Meetings (via skype)
 Building and maintaining strong
relationships with multiple stakeholders
(clients, subcontractors, consultants, etc)
 Deal with any sales or painting queries
from clients or staff
 Assist Business Relationship Manager with
reporting, auditing and remedial actions
 Efficient and Timely professional
correspondence
 Updating Clients with progress
 Acting as Culture Champion, living the
Values and displaying the behaviours
associated with Switched on, with both
staff, contractors, clients and customers.
Authority to act:
Financial Authority
to Act


No People Management authorities or responsibilities
Financial Authority (see Switched On Delegated Authorities
Policy) – Credit Card limit $1,000
Business Development Manager Job Description
Page 4 of 6
Job Description
Key Working Relationships
Regular People
Contact
Business Relationship
Manager
Business
Development
Manager
Operations Managers
QS Team
General Manager
Project Manager(s)
Building & Painting
Building and Painting
Teams
Management
Accountant
Administration Teams
Health and Safety
Manager & Field
Advisor
SOPM Operations
Management Team
Wider Switched On
teams including
Switched On Group
Purpose of contact
Direct Manager: for reporting, direction, performance review,
mentoring and planning.
Peer: close liaison for support, learning, sharing information
ideas and benchmarking.
Strong dotted line - Close liaison for day to day operational
planning. Peer: for support and learning, sharing information
& ideas.
Peers: close liaison for day to day operational planning. Peer
for support, learning, sharing and ideas
Senior Manager for support, learning, sharing information and
ideas
Peers: for operational planning, share knowledge, information
and ideas
Peers: for operational planning, share knowledge, information
and ideas
Peer: Close collaborative working relationship assisting with
financial direction, mentoring, coaching, information sharing
Peer: for operational administration support, planning,
sharing knowledge, information and ideas
Peers: Working closely to ensure compliance with H & S
legislation, making H & S part of everyday operations,
benchmarking learning, sharing information and ideas.
Peers: for support and learning; sharing information & ideas;
benchmarking performance,
Working as team to meet organisational outcomes.
Skills and Competencies

3 -5 years sales or marketing experience in construction industry preferred

A proven track record in identifying and acquiring new business

Strong account management experience.

Stamina and drive for the company’s success and the opportunity for repeat
business.

Accurate with strong attention to detail
Business Development Manager Job Description
Page 5 of 6
Job Description

Ability to respond with tenacity at times while still providing excellent customer
service

Proven as a problem solver and process driven

Solutions focused with a proven ability to “close” deals

Proven experience in public speaking

Sound knowledge of NZ building Codes & Council, Heritage requirements

Sound understanding of NZ H & S legislation.

Works as part of team, consulting, providing feedback, sharing knowledge, working
to meet common goal

Ability to build and sustain strong, collaborative client relationships

Strong written and verbal communication skills

Excellent computer skills with knowledge of data management software (e.g. CRM)
as well as Excel spread sheets.

Self-motivated and excellent time management

Able to work well when under pressure of completion deadlines.

Reputation for reliability and honesty.

Strong customer service ethic.
I have read and understand the expectations of my role as outlined in this job
description.
Signed by Employee………………………………………………………….. dated
Signed by Direct Manager ……………………………………………….. dated
Business Development Manager Job Description
Page 6 of 6