Business Development Manager Aviation Europe
hace 6 días
- Role Description
The Business Development Manager is responsible for developing, implementing and delivering a strategic and robust Business Development plan to enable Campbell Scientific Ltd to meet its strategic business objectives for Aviation Weather in Europe, as part of the wider, global, strategic business objectives for Campbell Scientific Inc.
A principal focus is on growing business for surface observation networks in these territories, developing new business, in particular growing the opportunity and sales pipelines, growing our active customer base and winning large projects for the ANSPs, aviation project partners and other related customers, increase its aviation customer base, accelerate the business' evolution from product distribution to project and full turn-key service delivery, and ultimately increase turnover whilst maintaining target profit levels.
The ultimate objective is to help Campbell Scientific identify and coordinate the pursuit of surface observation projects, working with the EMEA Sales Director Global Aviation MIT, Bid Management, Sales, Project Delivery and Technical Services teams to achieve our collective goals. In addition, the role of the Business Development Manager is to support and build customer and industry relationships that will allow CS to have greater impact in the Aviation community.
- Main Responsibilities
- Build, maintain, and execute the opportunity pipeline for our customers, including competitive landscape analysis, growth targets, key metrics, and planned tactical approach for business opportunities
- Investigate and identify project opportunities at an early stage
- Work with Aviation MIT & EMEA Leadership Team to ensure regional aviation weather business development efforts are aligned with, and built upon, the global Campbell Scientific strategic direction
- Capture new customers and grow the value of existing customers, including, but not limited to, widening our engagement with organisations and evolving the business from product distribution to full turnkey project & service delivery
- Identify and develop strong long‐term relationships with influential parties in our markets, such as consultants, integrators, CAAs, WMO, air forces, European Union, Air Navigation Service Providers, Eurocontrol, ICAO & other relevant aviation-related organisations, to ensure that CS are strongly positioned and seen by the aviation market as a leading brand
- Identify, develop and implement partnerships to develop Aviation Weather market opportunities and ensure successful project execution
- In accordance with sales and marketing plans, join and contribute to industry working groups, build industry connections, participate in industry events, coordinate client training, and generate thought leading content
- Contribute to, and coordinate with, Bid Management resources to ensure proper proposal response.
- Participate in seminars, exhibitions, and conferences where appropriate.
- Identify target new customers and develop a 'New Customer Strategy', prioritising actions
- Develop strong long‐term relationships with new customers so that we can increase sales values to these clients year-on-year and sell a range of services to them
- Review and make recommendations with respect to new business development opportunities associated with new or existing key technologies and markets
- Develop and implement a market engagement plan, in alignment with the strategic objectives of the global organisation
- Mutually agree upon the market engagement plan and targets with Director of Sales & Marketing
- Carry out customer reviews as part of the market engagement plan
- Develop annual and five‐year business development plans and targets with individual customers as part of the market engagement plan
- Adhere to CS Regional and Global Market Group's pipeline management process and procedures to support the achievement of strategic objectives
- As part of the market research team, be aware of, and build up, competitor analysis information, key market requirements at present and for the future
- Feed back market intelligence, information and analyses to CS EMEA Leadership Group and the Aviation Market Group to assist in the development of new products, systems, solutions and associated services for these markets
- Produce presentations for business meetings and exhibitions – working in conjunction with CS Regional & Global Marketing Department
- Work with the Director of Sales & Marketing to create and implement an agreed model of business development, including financial model and dependencies on other functions
- Work with the Director of Sales & Marketing to develop a set of performance indicators to measure the impact our actions have on our business and our customers
- Use information, including the performance indicators, to demonstrate to our customers how CS makes a difference to the businesses of our clients, and provides an excellent service and value for money for our customers
- Negotiate, develop and implement robust contracts with our customers
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