To generate and convert business opportunities to quality contract wins for UKBIC. The Role reports directly to the UKBIC Head of Business Development and requires strategic and tactical thinking and abilities. It is primarily a collaborative selling role in a highly technical and complex field where a reasonable level of technical competence is necessary, alongside a proven ability to develop and win business. The role operates across the full management hierarchy within clients, UKBIC and sponsor organisations. It will be important to develop strategic and long-lasting relationships with new clients and to win business at strategic and tactical operating levels. The role will require the UK and some level of international travel.
Key accountabilities and responsibilities
General
* Work with the Commercial Director and Business Development (BD) team to identify and target new market areas.
* Work with Marketing and Communications function to define lead generation marketing activity.
* Directly follow up new enquiries and develop into business opportunities.
* Actively prospect for potential new clients and new client opportunities.
* Engage directly with potential clients via phone, video, e-mail, visits, etc to understand their organisations, their commercial positions and their needs and devise and agree on appropriate roadmaps to achieve them.
* Dig into client corporate strategies to gain an in-depth understanding of their future plans and devise potential approaches for UKBIC that best match them.
* Produce client requirement/solution roadmap briefing documents for UKBIC Commercial Director / Chief Technology Officer (CTO) / Operation Director and for bid teams.
* Work with the bid team covering both commercial & technical aspects as appropriate, to assist in the generation of bids for clients, including the proposition of appropriate and bid strengthening unique selling points (USPs) and benefits.
* Generate and maintain a prospect forecasting database.
* Provide updates, reports, appropriate documentation, and new agenda items for regular sales meetings.
Day to Day
* New enquiry follow-ups, new opportunity prospecting, track and report on new enquiries and progress.
* Ensure that briefing, bidding and supporting documentation is generated and available within agreed timelines.
* Escalate issues to the Commercial Director where resolutions cannot be found within normal protocols.
* Maintain client relationships. Keep in touch with client deliverables and take responsibility for keeping clients informed about progress on won programmes.
* Keep up to date with client organisational changes and strategies and report back in sales meetings with any significant information.
* Liaise closely with the bid manager through bid stages.
* Present bids in all forms (quotes, discussion documents, proposals etc) to clients
* Define the need for and agree on the direct support of other team members in opportunity sales meetings.
* Ensure appropriate, auditable control documentation is produced and maintained.
* Undertake special projects as required.
Required Qualifications, Skills & Experience:
* Relevant scientific, engineering or manufacturing degree or HND.
* Experience in Engineering, preferably within the automotive and/or battery industries.
* Experience and proven track record in customer-facing roles, preferably in Business Development Manager or Senior Technical Sales Engineer roles.
* Membership in an industry related Professional Body would be advantageous.
* Good IT skills including MS Word, PowerPoint, Excel and Programme.
* Experience in delivering engineering programs on time and within budget.
* Very strong customer interfacing and management skills.
* Strong communication and presentation skills.
* Contractual negotiation understanding and skills.
* Ability to lead and influence in negotiations of complex arrangement.
Personal attributes:
* Customer orientated approach to all tasks.
* Methodical, disciplined approach and an ability to communicate requirements clearly at all levels.
* Ability to lead the staff of various skills and personalities who are not direct subordinates.
* Ability to develop strong working relationships.
* Ability to manage and prioritise multiple demands.
* Ability to work as part of a team or independently.
* Data-driven approach to analysis.
* Developing solutions to satisfy the customer requirements.
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