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Company Description
John Crane, a business of Smiths Group, is a global leader in mission-critical flow control solutions for energy and process industries that enable efficient and sustainable operations. Our products include mechanical seals and systems, couplings, bearings, filtration systems, and predictive digital monitoring technologies.
We have a global network of more than 200 sites in over 50 countries and employ more than 6,000 people worldwide. We partner with our customers to help them keep their operations safe, reduce downtime, improve efficiency, and meet the latest environmental standards.
John Crane is part of Smiths Group. For over 170 years, Smiths has been pioneering progress by engineering for a better future. We serve millions of people every year, helping to create a safer, more efficient, productive, and better-connected world across four global markets: energy, security & defence, space & aerospace, and general industrial. Listed on the London Stock Exchange, Smiths employs approximately 16,000 colleagues in over 50 countries.
Job Description
1. Manage and develop the New Energy BDM team.
2. Identify, define and formulate business development plans focused on new and existing companies including End Users and OEMs, aligned to the global new Energy Transition strategy.
3. Build relationships with targeted companies across the entire organization from senior executives, project managers, procurement and relevant engineering and maintenance contacts.
4. Manage directly new customers in the Energy Transition market, providing technical and commercial proposals and contract negotiations.
5. Identify new project opportunities and work collaboratively with the Projects team to prioritize and manage project funnel with focus on technology, equipment types and quantity, and project timeline.
6. Execute business development and sales plans to exceed order and revenue targets from targeted customer accounts.
7. Take a proactive approach in engaging and utilizing the CRM tool and Win/Loss tool regularly to streamline operations and facilitate efficient communication and market trend analysis (projects, leads, opportunities).
8. Provide market insights for the global strategic agenda of John Crane as well as for top management briefings; actively share new market trends and product development opportunities with the Portfolio teams to influence NPD portfolio.
9. Present John Crane product range and its technical attributes/benefits at customers, during trade shows and industry conferences.
10. Collaborate with Marketing to develop material and training programs to support the sales team on new commercial trends, products, and selling strategies.
11. An ability to work within a matrix organization with sales and project teams to identify new opportunities.
Key Metrics Skills and Experience
1. Orders, sales and opportunities funnel in the Energy Transition market.
2. Win rate in Energy Transition.
3. New customers.
4. Support to Portfolio.
5. Support to Marketing.
6. Foster collaboration within John Crane - engender a cross-functional informal network focused on New Energy.
Experience
1. Degree in engineering (preferably process engineering, chemical engineering, mechanical engineering or industrial engineering) or equivalent work experience.
2. Minimum 10 years of commercial experience, with at least 5 years in business development in a regional team demonstrating successful value creation.
3. Knowledge/experience working in Energy Transition and related industries (preferably with contact already in the market between End Users, EPCs, OEMs).
Technical Skills
1. Working knowledge and experience around rotating equipment such as pumping, compression and filtration applications in those processes is a plus.
2. The successful candidate must be comfortable working in a matrix environment, interacting with senior-level executives, internally and externally.
3. Solid multi-project management skills and experience required.
Key Accountabilities
1. This individual will proactively work with global and regional sales leaders and the global projects team to collaboratively drive growth in the Energy Transition market and with Portfolio teams to share new market opportunities and product development ideas and solutions.
2. Customer-facing role, candidate needs to demonstrate an ability to quickly establish credibility within the customer base building strong relationships both externally and internally.
3. Plan, prepare and deploy Energy Transition budget and manage processes for forecast purposes.
4. Business with new customers.
5. Global alignment.
6. Leads analytics on key revenue drivers (channel, product, geography etc).
Leadership Behaviours
1. Innovates for impact.
2. Take accountability & ownership.
3. Delivers results at pace.
4. Leads inclusivity and empowers.
5. Develops self and others.
6. Lives Smiths values.
7. Sets vision to inspire.
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