Business Development Manager
To challenge and build upon your sales career within the industrial and R&D sector with an ambitious growing engineering services main contractor with strong UK presence. To become part of the senior management team and shape the future development of the company through building client relationships and meeting sustainable revenue targets.
This client predominantly works in 3 key sectors: Pharmaceutical, Data centres and Process Engineering. Focusing on M&E within the 3 key areas, experience would be vital for the position.
The Business Development Manager for Industry and R&D will develop and maintain extensive knowledge of engineering and construction market opportunities, challenges and trends. The person will identify business opportunities (projects and frameworks); qualify them for inclusion into the sales pipelines and thereafter progress them through the pipeline to tender stage. The person will support Directors, BU management and Pre-construction during the tender stage up to closed won in positioning most favourably to secure the project. He / She will maintain excellent relationships with existing sector clients and work with them to identify potential new opportunities in their companies where we can add value by delivering more and/or new services.KEY TASKS/RESPONSIBILITIES/ACCOUNTABILITIES·Prospect for new clients by networking, cold calling, advertising, attendance at trade shows or other means of generating interest from potential clients.
·Build upon and maintain relationships with key decision makers, gate-keepers and influencers associated with identified project opportunities
·Build upon and maintain relationships with existing customer base
·Build upon and maintain relationships with existing/potential project partners e.g. design companies, main contractors, specialist vendors
·Pre sales pipeline prospect lead generation in line with sales guiding policy
·Pre sales pipeline initial prospect qualification in conjunction with BU management
·Internally communicate reliable information gathered through meetings, calls or other related activity with regard to project detail, customer requirements, competitor analysis and award strategy
·Develop the companies value proposition for presentation to project stakeholders and influencers
·Ensure the completion of all pre tender documentation requirements such as pre-qualification questionnaires etc
·Identify opportunities to cross and up-sell companies services to clients
·Identify opportunities for expanded company scope, earlier engagement and negotiated contract approaches
·Support the Business Unit and Group Pre-construction during the tender stage and thereafter to closed won through client engagement and market intelligence regarding companies position
·Act as situational leader for tender proposals to closed won when appointed to do so·Arrange and participate in internal and external client debriefs
·Use Salesforce CRM as primary BD activity management resource
·Monitor industry and sector trends; assess impact on company’s business prospects and current service offering and communicate to internal stakeholders.
·Work with the marketing department to ensure availability of up-to-date company information and collateral to assist the sales processTo be considered you will: Have:·A degree or higher in Business and / or Engineering disciplines·A minimum of 10 years’ relevant experience serving the Industrial and R&D sectors preferably with 3 years or more in a Sales and Marketing role·In-depth knowledge of the industrial manufacturing, pharmaceutical and public / private R&D sectors ·Good track record of successfully working with end user clients, engineering consultants and main contractors ·Knowledge of market sector procurement approaches and sales cycle ·Excellent organisational skills; attention to detail and driven work ethic·Salesforce or other CRM software experience (ideal).Be: ·Self-motivated, energetic and focused on effective sales pipeline management·Able to work independently but maximise team involvement to achieve end results ·Excellent in both verbal and written communication skills·Excellent at listening and understanding client needs to differentiate offerings ·Able to manage competing priorities and associated deadlines·Committed to one’s own personal and professional development