1. Understand the market potential and contribute to IM strategic plan
a. Analyze market positions, and manage competitors’ database.
b. Identify market trends, assist in evaluating growth potential by conducting market survey & studies, SWOT analysis etc..
c. Assist in defining long term objectives, establishing strategy and development plans
2. Enforced development plan to generate business opportunities
a. Execute the development plans, identify new business opportunities
b. Close contacts with customers, industrial networks, government agencies, association, etc.
c. Develop marketing activities: promotional materials, exhibitions, conferences, trade shows, forums, etc.
d. Supports industry activities by attending trade shows, conferences, and whenever needed organises/participate to AL international or national events
3. Manage Project to win business
a. Understand customers’ needs and requirements, analyze and develop technical and commercial solutions (with project and engineering team) by knowing well their weaknesses, advantages and competition benchmarks.
b. Facilitate internal decision making process by preparing executive summary and project note with technical approaches, main commercial terms and project economics. Clearly deliver project risks and opportunities to management for project selection, validation and offer approval.
c. Delivery of proposals to customers, lead or participate in technical clarifications as well as commercial negotiation activities with the end results of reaching contractual agreements and signing of legal documents, including LOI, Memorandum of Understanding and Long Term Supply Agreements.
d. Provide support to project execution and operations teams when necessary to ensure business continuity after contract signature.
e. Proposes AL technical solutions to selected customers. Proposes tests at customer's site in collaboration with Application Specialist if necessary
4. Maintain relationship with existing customer
a. Maintain sales & relationship with strategic/ key customers
b. Keep updated on customer's situation; company expansion/new development, new application, possibility of competitors attack, etc
c. Permanently follows and improves Customer Experience
5. Work together with Account Manager to develop sustainable relationship with customers
a. Sustain its close partnerships and interactions with customers after the new business signed at key levels, in order to support Account manager if needed
b. Contribute to find solutions to solve any outstanding issues and major dispute with customers and may take lead for negotiation to achieve fair conclusion.
c. Contribute to contract follow up, ensure the execution of agreed conditions such as TOP, Monthly Fee, and price escalation.
d. Defend AL customer base against competition.