Role

Business Unit Manager - Cargo

Location Bridport - UK Job

Job Description: Business Unit Manager – Cargo

AmSafe Bridport has a great opportunity for an ambitious Business Unit Manager to join our high performing Cargo business unit at our head office in Bridport Dorset.

AmSafe is a worldwide market leader for cargo restraints and protection systems in aviation and defence; we design, develop & manufacture world-class engineered textile solutions for the safety & securement needs of the global aerospace and defence industries.

Working with major aircraft manufacturers, our products include airframe safety systems, aircraft safety equipment, cargo restraint solutions and RPG protection.

We have manufacturing, operational and service facilities in the UK, North America and Sri Lanka.

More information can be found on our website.

The successful applicant will have accountability for the Business Unit P&L, leading the multi-disciplined team through the entire product life cycle from strategy formulation to in-service support to ensure maximum profitable business growth.

This role would suit a highly ambitious and driven individual who is looking for an opportunity to take ownership of the business unit, develop their skills and knowledge, becoming a key part of the AmSafe succession plan to progress their career. The role will be office based in Bridport, Dorset, requiring an office base as well as the opportunity for extensive business travel.

The role will require an individual with proven leadership skills and the ability to motivate a team, creating a culture of trust and high performance. In depth knowledge and experience of working in Commercial Aerospace and Defence markets and operating environments in an appropriate context will be essential as well as proven ability to conduct complex negotiations in this sector.

Training and development will be available and the company benefits from a supportive and values based culture led by the senior team.

If you’re interested in applying for this role please submit the following via the CV uploader on our careers page.

Role Description
Job TitleBusiness Unit Manager – Cargo
Reporting toVP Sales & Marketing
LocationBridport, Dorset
Job Purpose

With accountability for the Business Unit P&L, leads the multi-disciplined team through the entire product life cycle from strategy formulation to in-service support to ensure maximum profitable business growth.

Key Responsibilities
  • Exercise governance, direction and control of the entire Business Unit life cycle;
  • Guide and direct the Business Unit Team as a cross functional business unit throughout the stages of design, development, manufacture, selling and marketing of products and services to ensure customer and stakeholders’ expectations are met or exceeded;
  • Use competitive intelligence and market data to leverage a pricing strategy focused on being both competitive in the market and delivering the required financial return, ensuring new business is won at acceptable margins and the Business Unit is managed through the product life cycle to deliver maximum contributions through both cost and pricing optimisation.
  • Undertake market analysis and sector research to identify profitable market opportunities for new customers and products, developing strategies and plans to enable expansion and growth in Business Unit sales, services and customer base that deliver increased profit year on year;
  • Set, communicate and ensure achievement of Business Unit priorities, goals and targets, regularly reviewing and tracking progress against project and programme plans (frequency as appropriate), initiating corrective actions / solutions / containments as necessary to address slippages or bottlenecks to progress and enable targeted outcomes to be achieved.
  • Responsible for every stage of contract acquisition and delivery process.
  • Lead negotiations of new contracts and contract extensions, minimising liability exposure, protecting IP, maximising profit and securing aftermarket access.
  • Review pricing opportunities, negotiate and implement value-based pricing.
  • Ensure new contractual requirements are flowed down within the business and understood by the relevant stakeholders.
  • Qualify new business opportunities; assessing risks, opportunities and commercial viability of new contracts.
  • Negotiate price escalation formulas in applicable contracts, relevant to the products/services delivered and markets in which they apply.
  • Communicate effectively with all company stakeholders involved in the negotiation of customer and supplier contracts to ensure the company’s position is legally and commercially protected in its contractual relationships, while maximising benefits gained from all value drivers.
  • Ensure Company reporting requirements are met on time and with data accuracy.
  • Build and nurture sound commercial relationships with key stakeholders within the wider business and with existing / new business partners, customers, and suppliers.
  • Lead and manage the development, agreement and resolution of project risks, assumptions, dependencies and exclusions.
  • Ensure Business Unit team members and their affiliates (including third party contractors and suppliers) are compliant with Company policies and codes of practice relating to ethical trading, general conduct and health and safety, and that Business Unit activities adhere to any regulatory / legislative conditions or requirements that may apply to specific market sectors, or rules of business that may be imposed by customers / clients within those sectors.
  • Promote and engender a collaborative culture within the Business Unit of cross-functional team-working, structured problem solving and continuous improvement.
  • Streamline Business Unit’s processes and improve working practices to achieve efficiencies and productivity improvements. Fully engage the Business Unit team and promote personal accountability by identifying goals, empowering employees to drive decision making, fostering innovation and supporting continuous professional development of team members through regular feedback on performance with formal evaluation and development planning at least annually. 
  • Provide training, coaching, mentoring to the Cargo Sales team, setting strategy and monitoring progress towards goals.
  • Perform all other duties as required, directed, or needed to achieve business goals.
Key Success Factors

Commercial Awareness

  • Demonstrates excellent business acumen coupled with the ability to identify opportunities for profitable business development.
  • Possess extensive knowledge, experience and understanding of the global commercial aerospace and defence market in terms of business management, sales and marketing and the aftermarket customer base, with good insight to the values that determine customers’ buying behaviour.
  • Possess extensive knowledge, experience and understanding of negotiation strategies.
  • In-depth understanding of every stage of contract acquisition and delivery process.
  • Ability to develop and implement product marketing strategy, plan sales campaigns, prepare sales forecasts and lead / conclude the response and conclusion of all aspects of an RFP response.

People Management

  • A team player with a positive attitude and the ability to direct and lead a cross functional team in a matrix environment to ensure business objectives are met;
  • Engender dynamic team-working amongst team members and across the business, generating a culture of mutual trust, co-operation and high motivation, providing clear objectives and individual accountabilities.

Innovation

Create new and imaginative approaches to business development/customer service activities, demonstrating a willingness to question traditional methodology and the ability to propose alternatives that are more effective. 

Self-Motivation

Proactive with initiative and the tenacity, drive and determination to work autonomously as well as across functional boundaries to achieve marketing objectives and sales targets.

Representation and Negotiation

Effective and polished interpersonal skills to promote the interests of the company to corporate clients, develop and maintain good on-going relationships with customers and potential customers of the Company to achieve agreement and acceptance for the Company’s benefit.

Communication

  • A positive communication style which builds rapport and good working relationships with colleagues, suppliers, customers and agents;
  • Capable and willing to exchange information and ideas and views on business-related matters both orally and in writing;
  • Build effective channels of communication both externally with suppliers, agents and customers and internally across the business areas.

Planning and Organising

Skilled in the prioritisation, planning and organisation not only of own activities but of the Business Unit team(s) activities and resources to ensure there is sufficient capacity to deliver projects/ plans/programmes on time and within budgeted costs.  

Analysis/Decision-making

Make astute decisions in the best interests of the Company and through the analysis of relevant information, exercises sound judgements on new business opportunities and the construction of value propositions that satisfy the Customer and provide the financial returns required by the business.  

Numeric ability

Produce and analyse business information, presented numerically, i.e. market analysis, sales plans, sales reports, management reports, statistical data and budgets, translating this information into key action points for the Business Unit and other senior colleagues in the business. 

Adaptability and Reliability

A flexible and adaptable approach to changing circumstances, reliable and calm under pressure in contexts of fluctuating work demands, movements in the market place and changing customer requirements.

Education / Experience

Education

  • Degree level or higher, desirable in business and/or technical disciplines;
  • Professional membership / qualification preferred;
  • MBA would be an advantage;

Experience

  • Proven leadership in both line and matrix management contexts;
  • In depth knowledge and experience of working in Commercial Aerospace and Defence markets and operating environments in a sales marketing / business development / contracts / project management context;
  • Experienced in negotiating and concluding long terms multi-faceted contracts with key customers in the Commercial Aerospace and Defence sectors;
  • Has been accountable for significant scale P&L and acquired good understanding of business accounting processes and procedures (preferably US and UK) including budgetary control measures, bid generation, product costing, price point variations, and cost benefit analysis.
  • Experienced in managing multiple product development programmes with varying life cycles and gestation periods in commercial and defence markets;
  • IT literate in Microsoft office suite, MS Project (or equivalents), ERP systems, etc.
  • Evidence of valid driving licence and a willingness / ability to travel extensively is a requirement of the role.

Note: If not already conversant with the product range, full training is provided to enable the incumbent to become fully conversant with the Company’s products and procedures (period of up to three months as a norm).

Key Result Areas

The Company’s three value drivers are: Price / Productivity / New business.

Annual objectives/targets with hard financial metrics relating to all three value drivers determine the key result areas for the post holder year on year and are supplemented with locally derived performance metrics specific to the Business Unit.

Typical measures include:

  • Sales, Bookings, Growth
  • Price Uplift
  • Productivity
  • Gross Margin increase
  • EBITDA: Earnings Before Interest Taxes Depreciation Amortisation
  • ROI: Returns on Investment
  • On time delivery
  • COPQ: Cost of Poor Quality

(This list is not exhaustive)

Decision Making Authority
  • Decision making authority for all responsibilities listed above and as assigned by the VP Sales & Marketing.
  • Accountable to the VP Sales & Marketing.
Document Management

Written By: Alex Gregory
Date: October 2021

This document is designed for guidance only and is not exhaustive. Duties may changes or be added and deleted to meet the changing requirements of the business.

How to apply

Apply and upload your CV and covering letter here.

For more information call: 01308 456 666