CANtronik, a specialist developer of custom monitoring, control and display solutions for harsh environment applications, in the Industrial, Marine and Specialty Vehicle sectors is looking to take the company to its next level of growth by promoting their solutions to both existing and new clients in Europe.
To date the company has been engineering centric, focussing on achieving Thought Leader status. CANtronik differentiates itself from its competitors by developing Solutions, rather than selling Products, thus driving up value in order to reinvest in R&D; the Virtuous Cycle.
The company recognises that in order to manage its growth the recruitment of a Business Development Manager is required to provide the driving force to maximize the opportunities available. This newly created position provides an excellent platform for a Business Development professional to gain entry into a fast growing and dynamic technology company expanding into multiple European territories.
The Business Development Manager will work to increase new business opportunities and maximise revenue for the organization, being responsible for business growth. They will find potential new customers, present to them and ultimately create accounts with them that will continue to grow business in the future. They will help manage existing accounts and ensure they stay healthy and positive. They will call on potential and existing clients, making presentations on solutions and services that meet or predict their clients' future needs. The BDM will work closely with Engineering at all stages of the Business Process; where the Engineer provides the technical/engineering skills, the BDM provides the commercial/people skills; they are a team.
The primary role of the Business Development Manager is to generate new enquiries from clients within the Marine, Industrial and Specialist Automotive sectors. They must plan persuasive approaches and pitches that will convince these organisations to do business with the company. They must develop a rapport with new clients, and set targets for solutions development and support that will continually improve the relationship. They are also required to grow and retain existing accounts by presenting new solutions and support services to clients. Business Development Managers are closely linked with the engineering team.
While the exact responsibilities will vary from client to client, the main duties of the Business Development Manager can be summarised as follows:
• Prospect for potential new clients and turn this into increased business
• Plan approaches, presentations and pitches
• Build relationships with new clients
• Present new products, solutions and services and enhance existing relationships
• Forecast sales targets and ensure they are met
• Track and record activity in a CRM system (CANtronik use http://www.insightly.com)
• Identify opportunities that will lead to an increase in sales, negotiate and help close deals to meet these targets.
• Present to and consult with senior level management on market trends with a view to developing new products, services and routes to market
• Attend and participate at industry functions, such as conferences and exhibitions, and provide feedback and information on market and technology trends
• Work closely with engineering teams and other internal colleagues to meet customer needs
• Understand the company's technologies and IP so as to continually enhance the company's performance.
The BDM must display a passion for emerging technologies. They need strong leadership skills and should be self-motivated and enthusiastic so that the business hits its growth targets. They must be able to quickly prioritise jobs under pressure, and be able to anticipate the changing needs of customers and clients. They should be outgoing and friendly and exceptional at building rapport.
Excellent presentation, listening and consulting skills are vital, and the BDM should be able to process a wide range of information and communicate it clearly to the client they are dealing with.
They should have considerable experience of the industrial technology sector and the needs of their clients. They should maintain a keen interest in new technology, and market trends and any other factors that may influence new business.
A working knowledge of national and international markets is essential, and foreign language skills can also prove very useful as the company’s key clients are international.
Applicants for this role should have at least four years business development experience and, ideally, a proven track record of success in the industrial, marine or specialty automotive sector.
The average salary for this role is £40,000 per year. Successful applicants will require an excellent track record of sales ability combined with managerial experience. A Bachelors/Masters degree is essential as well as a good understanding of the company’s technologies and its associated markets. A high level of proficiency with relevant computer applications is also important for this position.
*Need to think about company car/car allowance, bonus, travel expenses, healthcare, pension, etc. and how that fits into the budgets.
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