Business Development Manager

Job Description:
Business Development Manager - Hellenic Systems Ltd

Location: Home-based anywhere in the UK with regular travel to customer sites and periodic visits to our Essex head office

About Hellenic Systems

Founded in 1988 Hellenic Systems Ltd builds the systems that run the factory floor. Our software tells operators what to make and in what order records what actually happened and proves it to an auditor afterwards. The industry name for this is Manufacturing Execution Systems or MES: the layer that sits between a companys business systems and the machinery and people producing the goods.

We design and manufacture the hardware that goes with it as well.

We are UK-based and serve over 130 sites across the UK and Europe. Our roots are in food manufacturing particularly meat and poultry and we are now extending into any manufacturer with the same problem to solve. A large share of what we ship is built specifically for one customer which is why our tagline Built Around You is meant literally.

Our three software products are CARCASE our kill line and livestock system FOPS our Factory Order Processing System and FORMIX our recipe and formulation management system. Our hardware includes weigh scales touch screen terminals outer case marking systems carcass data capture units and label printers.

Since 2023 we have been part of Vesta Software Group which sits within Jonas Software an operating group of Constellation Software Inc. Constellation is one of the largest acquirers of vertical market software businesses in the world.

We are also unusually far along with AI for a business our size. It is embedded in how we build software and how we work day to day not run as a side project and we expect everyone here to use it.

The Opportunity

FORMIX our recipe and formulation management system has been rebuilt as a new product and is our main new business push. It guides operators through ingredient weigh-up enforces tolerances captures batch and operator evidence and connects to shop floor weighing and labelling hardware. The buyers are food and drink manufacturers who still run weigh-up on paper spreadsheets or an awkward ERP screen and who are under real pressure on allergen control traceability and waste.

This is a new role. It exists to build and convert a new business pipeline that does not depend on our existing account base.

Job Summary

The Business Development Manager owns new business  role is targeted on winning new named clients and new sites starting with FORMIX and broadening into our wider software and hardware portfolio as the pipeline develops. It is a hunting role: self-generated prospecting campaigns and networking then running the opportunity through demonstration proposal negotiation and close with support from our technical and commercial teams.

The BDM reports to the Head of Commercial and works alongside our Account Managers who own existing customer relationships. Growth inside existing accounts stays with them. Anything genuinely new belongs to the BDM.

Key Responsibilities

1. New Business Generation

• Win new named clients and new sites principally for FORMIX in year one broadening into CARCASE FOPS hardware and bespoke development as the pipeline matures.

• Generate the majority of your own pipeline through outbound prospecting cold calling email and Linked In campaigns trade events and industry networking. Marketing and referral leads will supplement this not replace it.

• Work the named FORMIX prospect list and the wider addressable market including manufacturers outside our traditional meat and poultry base such as bakery dairy ready meals sauces seasonings flavourings and beverages.

• Open the first opportunities in adjacent sectors as we extend the product into adjacent sectors and feed what you learn back into product and pricing.

• Qualify hard and early. We would rather have a smaller pipeline we believe in than a large one we do not.

2. Selling and Closing

• Run the full sales cycle: discovery on-site assessment demonstration (in person and remote) proposal commercial negotiation and close.

• Build the business case in the customers language: reduced giveaway and waste right first time batches allergen control audit-ready evidence and labour saved on the weigh-up line.

• Prepare and present quotations and proposals that reflect our pricing model including site-level and tiered packaging.

• Present our solution accurately and never oversell what the product does. Where a requirement needs bespoke development involve the…