Business Development Manager
Business Development Manager (Aerospace)
£35000 - £45000pa
To promote and develop sales activities of the machine shop, fabrication services and coating facility
Develop markets for new and existing products and increase market share focussing on Aerospace clients who are new to the company
Follow up customer leads and monitor the progress of the existing contracts
To evaluate market strength and develop strategies for increasing market share
Develop a sales funnel from leads to order intake
Develop call plan to support sales funnel
Develop and execute strategic business development/sales plans to achieve set targets. Network and build relationships within target accounts in order to understand key decision makers to position Develop a robust pipeline of qualified opportunities within the defined territory to meet or exceed targets.
Develop a client database (CRM) appropriate for the company and ensure information and client contact reports are archived.
Develop a bid/no bid strategy with supporting SWOT analysis for management review and approval. Prepare competitors market analysis (includes market size, level of competition etc...)
Provide forecasted changes in market segments and competitors activities, generate and follow up business leads, develop clientele and intelligent business proposals
Articulate a tender "win" strategy in line with targets for Gross Margin and EBIT
Develop and present for approval an RFQ process in line with company authority matrix and ensure the availability of services / resources in the company.
Follow up with client and maintain view of award dates and adjust forecasts accordingly
Create a handover pack for execution team
Support pre-sales and other practice teams working closely with clients by securing available domain technical experts (SME) for understanding customer needs, documenting, designing proof of concepts/ solution and presenting proposed solutions at client’s locations
Review and proofread bids/proposals & RFPs in response to customer requirement/RFP/RFQs. Submit proposals at customer locations, respond to clarifications, make/arrange presentations where applicable to close the deal. Prepare and assist internal team members in drawing up statement of work, project plans, Contracts and/or Change Requests, Risk mitigation plans, delivery reviews, Scope control and client expectation management, including identifying newer opportunities for market penetration
Manage multiple ongoing projects effectively to ensure delivery teams are meeting contract commitment and customer expectations
Maintain client relationships by providing superior customer services including timely communication and follow-up. Proactively gather customer feedback and collaborate with technical and management teams to ensure customer expectations are met appropriately. Provide prompt, efficient handling of client inquiries and issues
Liaise with the management team to identify and evaluate market and potential clients.
Liaise with the management team to develop and implement strategic sales plan.
Ensure the availability of services/ resources in the company.
Identify and evaluate profitable business opportunities.
Create revenue projections for growth and profitability.
Create and manage an annual business development plan.
The inclusion of sound HSE considerations when providing support to the operational line.
Promptly and professionally responding to all reports of unsafe conditions, unsafe activities, incidents and near misses which are observed or received from Company employees or third parties.
Initiating prompt corrective action and advising line management or supervision accordingly about unsafe/unhealthy procedures, methods, facilities, equipment and substances.
Encouraging personal HSE awareness among individual Company employees, the collective workforce and any personnel contracted to, or visiting a Company location/ facility.
Responding promptly and professionally to requests from the operational line about assistance in the investigation of incidents, near misses and HSE hazards.
You may be asked from time to time be asked to undertake other tasks that are relevant to your position.
University Degree or Business and Engineering
Successful track record of at least 5 years new business development/sales experience
Remote working, ability to build strong relationships with base organisation including territory development, lead generation and qualification
Proven ability to drive complete sales cycle from planning to closure. Proven ability to articulate distinct aspects of products and services and position them against competitors
Possess strong presentation skills and the ability to influence decision makers through demonstrated business acumen and value of proposed solutions and services
Strong background of business development with a well-rounded list of business connections in Aerospace market. Demonstrate leadership, project management, time management and problem-solving skills
Excellent interpersonal skills, with the confidence to approach people at all levels of seniority
Strong interpersonal skills, team management.
Commercial knowledge to analysis market data and identify new opportunities
Project Management and provide strong coaching and mentoring of the business development team
Contract and project management skills
Politically adept and commercially astute to meet business demands without any conflicts of interest
Time Management Skills
Can do attitude
Managing and working in multicultural teams