Business Development Manager ??? Global (Cargo)
- Recruiter
- Confidential
- Location
-
Dorset
South West EnglandUnited Kingdom
- Salary
- bonus & benefits
- Posted
- 18 May 2022
- Closes
- 07 Jun 2022
- Job Title
- Business Partner
- Category
- Sales
- Contract Type
- Permanent
- Hours
- Full Time
Business Development Manager – Global (Cargo)
Bridport, Dorset
To GBP60K, bonus & benefits (relocation assistance could be available)
Our client, is a market–leading problem solver and solutions provider, who are the forefront of design, manufacturing and technology for an innovative range of engineered textile solutions for the safety and securement needs of the global aerospace and defence markets.
As a result of rapid growth, they are seeking an ambitious business development professional who will work closely with the Business Unit Manager and will assume responsibility for the establishment, development, promotion and positioning of activities for the Cargo Business Unit in order to achieve new international sales and ensure maximum profitable business growth.
The appointee will focus on business development activities that will increase bookings, sales, gross margin and profitability for Commercial (civilian aerospace /carriers / cargo) customer accounts and product lines as well as the Defence Aftermarket. The appointee will also play a leading "outward facing" pro–active role in developing new opportunities, including those that are outside of existing core markets and must be able to identify, develop, negotiate, capture and close opportunities in order to generate profitable new business that meets strategic business objectives.
The Role:
Work closely with the Business Unit Manager, implement a global business development sales strategy for the Cargo BU
Undertake market analysis and sector research to identify profitable market opportunities for new customers and products, including those outside of the current core in adjacent /new sectors and new global territories/customers
Develop "winning strategies" and plans to enable expansion and growth in sales, services and customer base that deliver increased profit year on year
Lead cross functional bid teams and encourage team working to deliver a consistent understanding of the customer's needs, and to align departments towards a common outcome
Support ongoing analysis of growth opportunities through market/customer research and maintenance of high–level market and customer intelligence including procurement & replenishment cycles
Identify and qualify opportunities in the marketplace that meet the growth strategy
Develop new strategies and routes to market that will enhance margin and profitability whilst still proving exceptional value to the user community and the customer base
Ensure the order & opportunities pipeline is maintained and is at least sufficient to achieve the annual order intake target for the business plan
Manage customer accounts and the key relationships which will generate orders
Travel regularly across international markets, proactively identify, anticipate, assist and meet the needs and requirements of customers in order to secure new and lasting profitable business
Report sales activities, forecast sales and bookings & manage opportunities pipeline
Work closely with existing Sales Managers and supporting teams to achieve the growth strategy
Support the engineering team with the development of new ideas and concepts to meet current and future customer needs
Undertake ongoing analysis to understand our competitive advantage and aid pursuit decisions
Identify capability gaps and propose robust enhancement programmes
Deliver capture plans and value propositions to increase the probability of winning orders from key customers and markets
Lead the customer interface and proposal collation within the bid process in conjunction with commercial, engineering, quality and manufacturing to deliver appropriately attractive proposals to our customers in line with Life Cycle Management
Attend at relevant trade shows, conferences, user trials & PR events as required
The Person:
Strong ethical and moral compass: able to work across functions within a non–political, open and honest business culture that has an overarching commitment towards "value creation" and the on time delivery of consistently reliable engineered products
Degree qualified in a business, marketing or engineering discipline, you may also be an ambitious business development professional with a "hunter/go–getting" approach who is now ready for the "next step up"
A strong track record of success in International Business Development; you may have gained experience within an Aerospace & Defence related environment (Civilian / Military Aerospace, MRO, Air Freight etc), but you might also be working for a manufacturer of cargo control products/systems, a relevant logistics provider or a businesses that supplies similar or complimentary products into the same marketplace
An individual from outside the above sectors with extensive international business development experience of working with highly engineered proprietary products may also be considered
Prior experience of working in an aftermarket environment could be beneficial as would an understanding of the procurement process that organisations adopt within a cargo/freight/defence environment, including proposals, bid management and contracts
A self–starter who can identify, develop, negotiate, capture and close opportunities in order to generate profitable new business
Strong people management and leadership skills with a genuine desire to work pro–actively within a close knit, agile, fun and fast paced responsive team based environment
Experience of managing overseas agents/representatives, including cultural sensitivity
Strong presentation, financial & commercial skills, also able to grasp sales and technical information
Can generate the respect of others and challenge when required
Able to understand wider market opportunities, competitors, technologies and trends whilst remaining focused on "winning business"
Strong commercial understanding of customer budget plans, procurement process, bid management, contractual terms, pricing and gross margin analysis
Familiar with a formal sales operating process which also captures and develops emerging opportunities into defined and qualified prospects
A strong influencer who can demonstrate attention to detail and display a logical and disciplined determination to capturing new business
An exceptional networker who is able to build relationships that engender trust and "place oneself in the customer's shoes" in order to define the value proposition
Able to prioritise information, keep internal colleagues informed and ensure that the customer is always on board and is fully up to date
Key personal attributes sought include, drive, determination, team work, creativity, good communication skills and a winning mentality
An accomplished negotiator, who is responsive to the needs of customers, can close business and adhere to high codes of conduct
Be accountable for the targeted and measured delivery of key results in accordance with the company's three value drivers; namely price , productivity and new business
IT proficient including strong data interrogation and analytical skills
Valid driving licence / passport; able to travel within the UK and overseas at short notice
Hold or be able to hold UK Security Clearance
Please send your detailed CV quoting reference 22/2013 to our retained consultant David Smalley at Daniels Smalley Partnership
Bridport, Dorset
To GBP60K, bonus & benefits (relocation assistance could be available)
Our client, is a market–leading problem solver and solutions provider, who are the forefront of design, manufacturing and technology for an innovative range of engineered textile solutions for the safety and securement needs of the global aerospace and defence markets.
As a result of rapid growth, they are seeking an ambitious business development professional who will work closely with the Business Unit Manager and will assume responsibility for the establishment, development, promotion and positioning of activities for the Cargo Business Unit in order to achieve new international sales and ensure maximum profitable business growth.
The appointee will focus on business development activities that will increase bookings, sales, gross margin and profitability for Commercial (civilian aerospace /carriers / cargo) customer accounts and product lines as well as the Defence Aftermarket. The appointee will also play a leading "outward facing" pro–active role in developing new opportunities, including those that are outside of existing core markets and must be able to identify, develop, negotiate, capture and close opportunities in order to generate profitable new business that meets strategic business objectives.
The Role:
Work closely with the Business Unit Manager, implement a global business development sales strategy for the Cargo BU
Undertake market analysis and sector research to identify profitable market opportunities for new customers and products, including those outside of the current core in adjacent /new sectors and new global territories/customers
Develop "winning strategies" and plans to enable expansion and growth in sales, services and customer base that deliver increased profit year on year
Lead cross functional bid teams and encourage team working to deliver a consistent understanding of the customer's needs, and to align departments towards a common outcome
Support ongoing analysis of growth opportunities through market/customer research and maintenance of high–level market and customer intelligence including procurement & replenishment cycles
Identify and qualify opportunities in the marketplace that meet the growth strategy
Develop new strategies and routes to market that will enhance margin and profitability whilst still proving exceptional value to the user community and the customer base
Ensure the order & opportunities pipeline is maintained and is at least sufficient to achieve the annual order intake target for the business plan
Manage customer accounts and the key relationships which will generate orders
Travel regularly across international markets, proactively identify, anticipate, assist and meet the needs and requirements of customers in order to secure new and lasting profitable business
Report sales activities, forecast sales and bookings & manage opportunities pipeline
Work closely with existing Sales Managers and supporting teams to achieve the growth strategy
Support the engineering team with the development of new ideas and concepts to meet current and future customer needs
Undertake ongoing analysis to understand our competitive advantage and aid pursuit decisions
Identify capability gaps and propose robust enhancement programmes
Deliver capture plans and value propositions to increase the probability of winning orders from key customers and markets
Lead the customer interface and proposal collation within the bid process in conjunction with commercial, engineering, quality and manufacturing to deliver appropriately attractive proposals to our customers in line with Life Cycle Management
Attend at relevant trade shows, conferences, user trials & PR events as required
The Person:
Strong ethical and moral compass: able to work across functions within a non–political, open and honest business culture that has an overarching commitment towards "value creation" and the on time delivery of consistently reliable engineered products
Degree qualified in a business, marketing or engineering discipline, you may also be an ambitious business development professional with a "hunter/go–getting" approach who is now ready for the "next step up"
A strong track record of success in International Business Development; you may have gained experience within an Aerospace & Defence related environment (Civilian / Military Aerospace, MRO, Air Freight etc), but you might also be working for a manufacturer of cargo control products/systems, a relevant logistics provider or a businesses that supplies similar or complimentary products into the same marketplace
An individual from outside the above sectors with extensive international business development experience of working with highly engineered proprietary products may also be considered
Prior experience of working in an aftermarket environment could be beneficial as would an understanding of the procurement process that organisations adopt within a cargo/freight/defence environment, including proposals, bid management and contracts
A self–starter who can identify, develop, negotiate, capture and close opportunities in order to generate profitable new business
Strong people management and leadership skills with a genuine desire to work pro–actively within a close knit, agile, fun and fast paced responsive team based environment
Experience of managing overseas agents/representatives, including cultural sensitivity
Strong presentation, financial & commercial skills, also able to grasp sales and technical information
Can generate the respect of others and challenge when required
Able to understand wider market opportunities, competitors, technologies and trends whilst remaining focused on "winning business"
Strong commercial understanding of customer budget plans, procurement process, bid management, contractual terms, pricing and gross margin analysis
Familiar with a formal sales operating process which also captures and develops emerging opportunities into defined and qualified prospects
A strong influencer who can demonstrate attention to detail and display a logical and disciplined determination to capturing new business
An exceptional networker who is able to build relationships that engender trust and "place oneself in the customer's shoes" in order to define the value proposition
Able to prioritise information, keep internal colleagues informed and ensure that the customer is always on board and is fully up to date
Key personal attributes sought include, drive, determination, team work, creativity, good communication skills and a winning mentality
An accomplished negotiator, who is responsive to the needs of customers, can close business and adhere to high codes of conduct
Be accountable for the targeted and measured delivery of key results in accordance with the company's three value drivers; namely price , productivity and new business
IT proficient including strong data interrogation and analytical skills
Valid driving licence / passport; able to travel within the UK and overseas at short notice
Hold or be able to hold UK Security Clearance
Please send your detailed CV quoting reference 22/2013 to our retained consultant David Smalley at Daniels Smalley Partnership