Business Development Project Manager

Business Development Project Manager - Europe

Semiconductor supplier KD provides innovative high-speed optical networking for harsh environments. Making gigabit communications over fiber optics a reality, KD technology supplies multi Gb/s optical links for automotive, industrial, and home networks.

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Founded in 2010 in Madrid, Spain, KD offers its cost-effective technology as either ASSP or IP (Intellectual Property) integrated in SoCs (System-on-Chips).

KD has about 80 employees, we are in full expansion due to the development of innovative products in the sector and the creation of a unique factory in Spain.

As a result, we are looking for a Business Development Project Manager.

Please find below the responsibilities, profile, conditions and other details of the position:

Tasks & Responsibilities

Business Development

Build and maintain an up-to-date picture of the European market: players, value chain, competitors, technologies, and our advantages and disadvantages against the competition. The position owns the competitive positioning document for Europe; the FAE counterpart supplies the technical content, and our automated competitive-intelligence pipeline feeds both.

Define an annual working plan for Europe covering OEM and Tier 1 accounts, so that business development activity can be deployed against it.

Keep the European lead portfolio qualified and up to date in the CRM. Qualifying European leads is this position’s own responsibility, not a support function’s.

Report periodically on the state of Europe: current opportunities and future ones. Build and maintain a dynamic forecast so that the potential can be reported to the Board.

Analyse adjacent markets beyond automotive.

Contribute to the plan of trade shows, congresses and events to attend in Europe. Coordinate the logistics with Marketing and with FAE — in particular the messages to deliver, what will be demonstrated, and the objectives —and produce a post-event recap covering contacts made and follow-up actions.

Answer customer RFQs and RFIs with budgetary pricing, sample delivery timing and maturity. Pricing follows a set path: Operations provides the cost first, and a pricing scheme is then worked out with Finance. The pricing decision is taken jointly by Finance, the CEO and this position is not any one party’s call alone.

Deliver customer and event presentations and product demonstrations together with the FAE counterpart and build trusted customer relationships.

Bring customer feedback back into the company: performance, price and product timing. Functionality feedback is communicated jointly with the FAE. Requests for new functionality reach R&D through a single channel, the FAE; this position supplies the commercial driver and the priority and does not open a parallel route.

Project Management

Set up PoC collaboration projects with customers interested in the technology, defining timing, deadlines, objectives and metrics. Technical aspects are handled through the FAE counterpart.

Track the project with the customer, making sure agreed deadlines and objectives are met. This requires coordinating the internal functions involved— FAE, R&D, Operations and Finance —communicating progress and deviations to the customer regularly and negotiating any necessary changes with them.

Secure the successful closure of PoCs so they can be converted into Design-Ins. Successful closure is evidenced by a customer report that clearly states the TRL level assigned.

Boundary with the FAE counterpart

Technical work is not part of this position; it belongs to the FAE. Specifically, the FAE owns:

Technical matters with the customer: applying the technology to their case, and any modifications required.

Agreeing how the PoC will be executed and solving and supporting any technical problems that arise during it.

Preparing the demonstrators and setting them up and explaining them at events.

Producing the underlying technical material later used to write papers, white papers and articles.

Answering customers’ technical questions, and interfacing with R&D on customer questions and new functionality. The FAE is the single channel to R&D; this position passes on the commercial driver and the priority rather than approaching R&D in parallel.

Technical analysis of the competition and of our value proposition against it. That analysis is the technical input to the competitive positioning document owned by this position — there is one document, not two.

Technical analysis of market technology trends.

Company principle: every topic has one identified owner, even when it requires coordination across several functions. Each half of the pair is exp