Regional Business Development Manager

Description

The Regional Business Development Manager is primarily responsible for the development of new business and the management of direct accounts within the defined territory/markets. The role is responsible for proactively generating market opportunities and leads, as well as managing their pipeline. These applications will build on our world-leading inertial navigation core technology and the brand reputation of our products.

Department: Commercial

Location: Detroit, USA

General

• To achieve sales target through management and development of current and new business (direct customers, integrators or end users).
• Manage forecasting and pipeline by utilising the opportunity tracking system to manage, track, and report on all sales activities; provide accurate, detailed forecasts for customers in which the Business Development Manager is responsible.
• Attend exhibitions and trade shows as required to meet customers, develop contacts and to seek new opportunities.
• Develop technical knowledge of existing products, technology, and capabilities to provide customer training and demonstrations.
• Provide feedback to other parts of the business on product or services features or ideas.
• Work collaboratively with all colleagues across the organisation to handle customer requests.
• Assist in the preparation of order forecasts.

Business Development

• Responsible for the identification, investigation, and development of emerging opportunities for OXTS technology.
• Investigate new markets and opportunities and implement the plan for sales growth.
• Working with Product and Engineering, take viable options for new solutions or business models, to test by prototyping with users and Key Opinion Leaders.
• Identify and map the key stakeholders and decision makers around projects and opportunities.
• Develop compelling rationale for investment in the opportunity and gain business buy‑in.
• Create and deliver presentations, coordinating appropriate resources for customer visits.
• Launch successful applications into the core business.

Key Account Management

• Manage the day-to-day commercial relationship with current direct accounts within the defined market/s and grow the existing accounts.
• Develop detailed strategic plans to manage territory; identify and grow business for both short- and long‑term revenue growth.
• Know and be known by your customers; maintain a regular presence with customers including regular documented quarterly business reviews for key accounts. Secure targeted meetings to identify and advance opportunities with your customers.
• Identify customer's needs, goals, and challenges, and provide solutions to these through the proper positioning of OXTS products, services, knowledge and expertise; inform, train and influence customers.
• Identify specific customer requirements that may require development within OXTS and lead process to justify development with Product Engineers/Product Managers and Application Engineering.
• Lead and organise internal colleagues around presenting to, or supporting your customers including potential customers; provide input and direction on content, customer needs, drivers, audience profile, etc.

Enquiries and Quotations

• Manage the process from initial enquiry through to one-off sale or regular repeat business.
• Act as first line for commercial issues escalated by either Customer Support Engineers and/or Sales Administrator or Internal Sales Specialist escalating to the relevant stakeholders to resolve these issues.
• Provide commercial support for direct business, ensuring the customer selects the correct equipment, that orders or contracts are sound and profitable.
• Answer sales queries on products, terms of business.
• Prepare and follow up on quotations for new sales and repairs/other services. Understand standard terms and conditions of sale. Operate the discounting policy. Select suitable products for the customers' needs.
• Write and negotiate contracts when required in conjunction with the North America Sales Manager and Director of Commercial.
• Involve Product and Engineering as appropriate, when more complex technical information is required from a customer.

• Exte…