Manager - Business Development

About Orica

At Orica, it’s the power of our people that leads change and shapes our futures. Every day, all around the world, our people help mobilise vital resources essential to progress. Established in 1874, we have grown to become the world leader in mining and civil blasting with a diverse of team of more than 13,000 across the world. 

It’s an exciting time to join us – we are shaping the future of mining through digital and automated technologies, embracing new ways of thinking, pioneering innovation and reimagining the way we work.

This role is accountable for improving Orica’s market position and achieving financial growth targets including winning and maintaining existing, competitor held, competitor, and greenfield accounts by effectively working in a matrix structure with regional and global commercial roles. Proactively identify, track, manage, tender on and report new business opportunities and opportunity pipelines. Builds key customer relationships and trains customer management best practice. Defines and consistently checks Orica competitive advantages and strategy in market and identifies areas for improvement. Leads special projects related to commercial and strategy. Role closely interacts with: Senior Commercial Manager – Metals (SCM), BlastIQ Specialist, Senior Specialist Technical Services Engineer, Area Business Managers (ABM), Business Development Managers (BDM), Territory Managers (TM), Technical Services Superintendents (TSS), Technology, and Marketing.

Safety Leadership - As a commercial leader you will be responsible for: 

• Visibly demonstrating a commitment to Orica’s value of ‘Safety is our priority
• Adhering to Orica’s Safe Operating Procedures and demonstrating visible leadership by undertaking safety audits and other leadership interactions within the business.
• Comply to all applicable regulatory/statutory requirements in Customer Contracts.
• Ensure all customer are in line with SHES requirements

Sustainable market growth

• Facilitate commercial & differentiation pipeline meetings. Manage/maintain integrity of data/information input to ensure pipeline reporting is accurate
• Maintain monthly dashboard report outlining wins/losses, key project focus, opportunity progress/status/next steps for assigned regions and market segments
• New business / competitor held demand planning to identify critical success factors for conversion of new business opportunities including capital and personnel requirements
• Ownership of Key account relationships & contract management processes coordinated with regional business units
• Understand the competitor landscape, Next Best Alternative pricing and identify where our current Value Drivers align to commercial accounts needs. Provide intelligence to assist the marketing function to understand where to best focus business resources/time to develop future offerings
• Ensure maintaining of market trends in industry and communicate impacts of market to regional commercial and marketing personnel
• Manage Competitor Sales and relationship management
• Lead/project manage regionally strategic step out projects
• Act as the top-level point of contact with assigned customers
• Monitor customers to understand new or changing needs.
• Continually strive for mutual value creation for Orica and customers.
• P&L Accountability for targeted new customers
• Achieve distributor Operating Margin target for customers assigned within segment.

Working together

• Manager customer forums, drill and blast studies, baselining and identification of customer Value Drivers
• Assist to develop commercial offers with customer risk and reward, articulated Value Propositions and value delivery mechanisms
• Coordination of internal stakeholders during Bid Management process including support in the development of internal briefing packs, financial modelling and proposal documents
• Support & Implementation of all relevant Sales and Negotiation programs designed to assist in the development of ABM’s & TM’s 
• Participate in running the Commercial orientation programs for the development of new starters – financial modelling, GQOMS, RFQ process, Account Planning, Bid Management
• Provide regional support for the Breakaway and other related business improvement programs
• Work closely with the various Mexico stakeholders (Legal, Finance, Supply Chain, Marketing, RH) while negotiating customer contracts.

• Tertiary qualifications in Business or Mining,
• Deep Sales and Marketing knowledge,
• Minimum 5 years in senior management positions
• Extensive line management in variety of roles and environments
• Management experience in 2 or 3 key functional areas
• Full English spoken and written.

• Possess unquestioned reputation for integrity, ethics, personal values and solid character
• Builds the trust of others both internally and externally
• Demonstrate innate business intellect and acumen, achievement orientation and competitive spirit
• Exude confidence, yet be without strong ego needs; is self-aware and open to feedback
• Show courage to make decisions, yet is patient to make the right ones
• Model resilience and flexibility; adapts well to new circumstances and adversity
• Demonstrate a bias to working in a team oriented fashion, supporting other’s success

• The Mexico business is a strong market with good opportunities for growth.
• Incumbent must exhibit a very high ability in Account.
• 60% Travel required.

• EBIT, CFC, Working & Fixed Capital targets
• Win Loss Metrics for targeted strategic accounts 
• Growth in new / competitive accounts
• Breakaway EBIT target
• Increased sales of differentiated products and services
• Key Account Contract profitability improvement
• Profitable differentiation projects converted
• Solutions Revenue
• SHEC Results
• Customer Satisfaction and NPS
• Pricing policy compliance

As part of a truly global company, you will have the ability to grow and learn in a diverse, collaborative culture. We foster relationships and learning through connected global and local teams, promote flexible and diverse career paths and support the development of your knowledge and skills. 

You will be paid a competitive salary, learn from talented individuals across multiple disciplines and be able to thrive in a safe workplace within a collaborative culture. Ignite your career at a place where your distinct potential can find its home.

Orica promotes and fosters a culture of inclusion and Equal Opportunity Employment everywhere we operate. We treat our people and applicants with fairness, dignity, and respect, getting the best of everyone’s contributions. All qualified applicants will receive consideration for employment without regard to race, religion, sexual orientation, gender perception or identity, nationality, age, military or veteran, marital or disability status.