Regional Business Development Manager

Key Responsibilities

• 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.
• Aid in the preparation of order forecasts.

Business Development

• Identify, investigate, and develop emerging opportunities for OXTS technology.
• Investigate new markets and opportunities and implement the plan for sales growth.
• Work with Product and Engineering to 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.
• Create and deliver presentations, coordinating appropriate resources for customer visits.
• Leverage 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.
• Answering 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.
• Involvement of Product and Engineering as appropriate, when more complex technical information is required from a customer.

Skills, Knowledge and Expertise

• Extensive sales experience, with a proven track record of identifying and developing new business opportunities to achieve revenue generation targets.
• Strong technical understanding, either through technical sales, or a degree in a STEM subject.
• Self-starter with a commercial mindset, curious and driven to uncover new markets, customers, opportunities and insights, whilst understanding complexities and risks.
• Takes action where there is clear value or purpose and takes ownership of deals, projects and customer success.
• Takes a customer centric approach, and is motivated by delivering impactful solutions to build effective long term working relationships.
• Acts with integrity, demonstrating trustworthiness and transparency.
• Solid experience with MS Office + CRM system essential.