Business Development Manager - Datalinks

Building the people that build the world.

With platforms in HVAC and Detection and Measurement, SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world. Through our RiSE talent development framework, we Reach, Identify, Strengthen, and Engage our employees to support them in their continued development. We’re a global company of problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world.

As part of Detection and Measurement, Enterprise Control Systems (ECS) is a leading supplier of long range data links that support real time high resolution video transfer between air and ground users. In creating products like RF inhibitors and specialized equipment for military and security purposes, we protect ground forces and infrastructure around the world.

SPX is a diverse team of unique individuals who all make an impact. As a Business Development Manager, for SPX Communication Technologies (Enterprise Control Systems & TCI), you will play a crucial role in commercial success for our market leading Datalink systems.

You will be joining a small dynamic team serving as a primary Sales & Business Development professional. Your role will be split amongst managing existing accounts (account management) and establishing new relationships (business development) in order to meet / exceed our commercial targets.

As part of the datalinks commercial team, you will be expected to be a highly motivated and professional ‘individual contributor’, working towards your goals and targets, whilst also being a strong and cohesive member of the Business Development team.

Key to the role will be your ability to identify and execute the correct plans (including Go To Market Plans) that can cover a diverse set of commercial stakeholders (End Customers, Political Influencers, Regional Partners and System Integrators) in stated and agreed territories.

The required candidate should have a proven ‘sales methodology’ that leads to successful outcomes.

The required candidate should contribute towards a culture of individual and team success and will be able to contribute towards a positive and honest environment amongst peers.

This is an opportunity to work in a fast paced but rewarding environment on RF Technologies across the defense and aerospace market.

• Responsible for managing and growing specified territories and accounts, through long-term sales strategy development and execution
• Identify and establish the most effective ‘routes to market’ appropriate to meet and exceed targets
• To establish, manage, and support resellers /agents
• To use internal CRM systems as the platform for delivering successful outcomes
• To be accountable for ‘forecast accuracy’ of your accounts in order to provide the internal stakeholders (Production, Finance, Engineering) visibility to make to best / correct decisions for the business
• Prioritisation of own sales effort as an Individual Contributor
• Increase sales opportunity value through capability, concept of operations and human factors analysis. Effectively presenting value-added, win-win system proposals to customers
• Effective, timely and appropriate use of non-BD resource in order to develop sales opportunities
• Establish and manage commercial agreements and pricing
• Commercial negotiation and closing sales
• Drive Service Level Agreements (SLA) at the beginning of the sales process
• Strong cultural and business awareness of agreed territories
• Accountable for set and agreed bookings targets as per the required cadence
• Identify and present technology gaps/competitive trends, and system opportunities within key territories and accounts
• Assist other salespersons as requested.

• Proven track record of success as an individual contributor in similar fields
• Experience of working with a number of different Go To Market (GTM) Channels
• The ability to develop solutions that map to customer requirements.
• Excellent written, oral and presentation skills.
• Strong interpersonal, planning, and analytical…