Role Profile

Global Business Development Manager - Airframes Business Unit

Location Bridport - UK Job

Job Purpose

With direction and governance from the Business Unit Manager, the job role is to set out and implement global OEM business development sales strategy for the Airframes Business Unit in order to ensure maximum profitable business growth.

The role involves development and delivery of growth strategies for OEM customer accounts and product lines that will increase sales, gross margin and profitability.

The position is focused on expansion of the existing customer base through entry into new markets & winning and introducing profitable new business that meets strategic business objectives.

The role will involve managing Sales Managers and include setting out their individual objectives and prioritising work to align with the agreed global OEM business development strategy.

Key Responsibilities
  • Set out and implement global OEM business development sales strategy for the Airframes BU.
  • 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;
  • Able to communicate effectively, 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 vision or outcome;
  • Support the ongoing analysis of growth opportunities through market and customer research and maintenance of high-level market and customer intelligence;
  • Identify and qualify opportunities in the marketplace that meet the Airframes BU growth strategy;
  • Ensure the order & opportunities pipeline for the Airframes BU is maintained and is at least sufficient to achieve the annual order intake target for the business plan;
  • Manage the relevant customer accounts and key relationships which will generate orders;
  • Proactively identify, anticipate and meet the needs and requirements of customers in order to secure profitable business;
  • Report sales activities, forecast sales and bookings & manage opportunities pipeline;
  • Lead and develop a small team to maximise business opportunities;
  • Conduct regular competitor analysis to understand where Airframes BU has a competitive advantage and aid pursuit decisions;
  • Identify capability gaps in the Airframes BU and propose enhancement programmes in order to achieve these capabilities;
  • 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.
Key Success Factors

The Business Development Manager will set out and implement global OEM business development sales strategy for the Airframes Business Unit in order to ensure maximum profitable business growth. The Business Development Manager will then be responsible for identifying new opportunities and converting these into sales.

The role of the Business Development Manager is to deliver long-term value for both the customer and the Airframes BU. In doing so, they will be able to “put themselves in the customer’s shoes” while defining the Airframes BU’s value proposition. With exceptional networking and communication skills, the Business Development Manager will build relationships built on trust across many levels and functions with our customers and potential customers. With the insight that this brings, they will be able to conceptualise new ideas that will deliver value for both customer and the Airframes BU.

Commercial Awareness / Market Intelligence

  • Demonstrates excellent business acumen coupled with the ability to identify opportunities for profitable business growth;
  • Uses sound commercial judgements to make the most effective use of the resources available and to lead and conclude the response and conclusion of all aspects of a RFP response.
  • Possesses in-depth understanding of the sector and marketplace, of existing and prospective customers’ business plans and aspirations, together with insight to the risks and opportunities that may impact the Company’s strategy for continuous business growth.

Representation and Negotiation

  • Uses effective and polished interpersonal skills to promote the interests of the Company to corporate clients, develop and maintain good on-going relationships with the customers and potential customers of the Company, and negotiate on behalf of the Company influencing, convincing and impressing others in a way that results in agreement and acceptance for the Company’s benefit.

Communication

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

Planning and Organising

  • Demonstrates strong skills in the prioritisation, planning and organisation not only of own activities but those of colleagues across the business areas to give visibility to key stakeholders of progress against plans and provide assurance of delivery against expectations.
  • Strategic planning is a key part of the role in developing and delivering strategies that will enable the business to realise its objectives in relation to the key drivers of Price, Productivity and New Business.

Customer Orientation

  • Places customer satisfaction at the core of each business decision with focus on helping customers meet their long-term needs and wants whilst ensuring there is commercial benefit accruing to the Company from each decision.
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Specific Skill Requirements

Education
Higher education

  • Higher Education
  • Business diploma

Experience

  • Experience in a sales & marketing/business development environment, commercial awareness, negotiation and excellent people management are essential.
  • Proven leadership & change management;
  • IT, data interrogation and analytical skills are required.
  • A valid driving licence and a willingness to travel are also required.
Key Result Areas
  • Increase gross margin through improved pricing strategies and productivity;
  • Introduce profitable new business from new customers and new parts.

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 role.

Typical measures include:                Sales: Bookings / Growth

Gross Margin increase

EBITDA: Earnings Before Interest Taxes Depreciation Amortisation

Decision Making Authority

Decision making authority for responsibilities listed above and as assigned by the Business Unit Manager.

Submit CV

To apply for the position, please upload your CV and covering letter
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For more information, please contact Alex Gregory (HR Manager) [email protected]