Business Development Manager (Automotive Manufacturing)

SUMMARY:
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POSITION INFO:

Overview:

The role will require the successful candidate to: improve the organization’s market position and achieve financial growth by implementing organizational strategic goals, build key customer relationships, identify business opportunities, negotiate and close business deals and maintain extensive knowledge of current market conditions.  The position reports to the Commercial Manager. 

Minimum requirements: 

• Bachelor’s degree in engineering or related qualification
• 3+ years of sales or customer experience.
• 5+ years in a similar role.
• Automotive Industry experience will be highly advantageous.
• Exposure or experience with the following highly advantageous:
  • CAD Software
  • RFQ process; APQP &PPAP
  • ISO Standard
  • IATF 16949
  • Risk Assessments.

Responsibilities:

New Business Development

• Prospect for potential new clients and turn this into increased business.
• Meet potential clients by growing, maintaining, and leveraging your network.
• Identify potential clients, and the decision-makers within the client organization.
• Research and build relationships with new clients.
• Set up meetings between client decision makers and company’s practice leaders/Principals.
• Plan approaches and pitches. * Work with the team to develop proposals that speaks to the client’s needs, concerns, and objectives.
• Participate in pricing the solution/service.
• Handle objections by clarifying, emphasizing agreements and working through differences. to a positive conclusion. * Use a variety of styles to persuade or negotiate appropriately.

Client Retention:

• Present new products and services and enhance existing relationships.
• Work with technical staff and other internal colleagues to meet customer needs.
• Arrange and participate in internal and external client debriefs.

Business Development Planning:

• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
• Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Management and Research:

• Submit weekly progress reports and ensure data is accurate.
• Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
• Forecast sales targets and ensure they are met by the team.
• Track and record activity on accounts and help to close deals to meet these targets.
• Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
• Ensure all team members represent the company in the best light.
• Present business development training and mentoring to business developers and other internal staff.
• Research and develop a thorough understanding of the company’s people and capabilities.
• Understand the company’s goal and purpose so that will continual to enhance the company’s performance.

Project Support:

• Create project timelines specific to customer requirements (W4S).
• Ensure enough technical information is made available (Cad Data, TL Spec).
• Participate in project feasibility study, risk analysis and project planning.
• Project tracking charts through maturity levels (QPNi and MLA).
• Facilitate procurement and tender processes.
• Support material and product testing as per customer requirements.
• Active role in set up of the logistic concepts in support of the customer demands.

Continuous Improvement:

• Champion for the Continuous Improvement Program (CIP) within the plant, ensure a CIP team is active with the plant.
• Ensure projects are monitored against deliverable agreed by the CIP team.
• Ensure CIP log is maintained.
• Provide monthly report of achieved progress vs. target in CIP for management pack.