THE POSITION – ITS Business Development Manager
Navtech Radar is looking for a highly experienced and talented Business Development Manager with technical, commercial and leadership experience. You will relish being a key part of a small, friendly team where you can make an impact, so a willingness to roll up your sleeves and contribute is fundamental. You will be evangelising a market-leading product, supported by a talented team of engineers. Your ability to understand the customer’s problems, as well as uncover the needs of each of the stakeholders, will allow you to generate demand in target markets.
A strong background in and enthusiasm for technology sales is important. Experience of radar technology is not necessary, as full product specific training will be provided.
Working within the ITS Segment, this role will report to the ITS Segment Leader
COMPANY OVERVIEW - NAVTECH RADAR
Navtech Radar is a world-leading innovator, and multi-award-winning designer and manufacturer of commercially deployed radar solutions. Our ground-breaking technology is utilised by clients worldwide, across many industry sectors, from Perimeter Security Surveillance and Industrial Automation to Traffic Incident Detection on Smart Highways and as part of Intelligent Transport Systems (ITS).
As part of Halma plc, a FTSE 100 company, you will be joining a group of companies whose mission is to make the world safer, cleaner and healthier.
OUR WORK HEADQUARTERS
Our offices are nestled in the picturesque village of Ardington, South Oxfordshire, within an easy commute from areas of Reading, Swindon, Newbury, and Oxford.
You will live within commutable distance of the office with the expectation that your time will be split between the office or and out in the market meeting with existing and new customers.
OUR CULTURE, AND BENEFITS
We help create the right environment for our dedicated staff by providing a flexible, fun, friendly, and family feel. We are dog friendly and enjoy family, friends, and group events. We have plenty of free parking for our employees and provide you with options to join colleagues on lunchtime walks, biking, and other pursuits. We care about our staff, in fact, our culture is developed by them, for them!
KEY ACCOUNTABILITIES
The ITS Business Development Manager is accountable for the successful inclusion of Navtech solutions in customer specifications to build and convert a pipeline of opportunities, achieving revenue and profit goals.
- Development and execution of the ITS Business Development strategy driving adoption of the Navtech solution into targeted areas
- Set and execute objectives to achieve the segment growth targets on an annual and quarterly basis and ensure progress is mapped and measured against those objectives
- Lead and develop a team including Sales Executives, Business Development Executives and Sales Engineers, to facilitate growth
- Build, develop and convert the opportunity pipeline, drawing on the relevant areas of the business to ensure success
- Negotiate large commercial contracts, managing and mitigating risk
- Identify, recruit and nurture a network of channel partners, consultants, and integrators to ensure geographic coverage and successful deployments
- Network across industry bodies, consultants and highways authorities to evangelise the benefits of our solutions to ensure Navtech’s capabilities are built into specifications
- Utilise demonstrations, trials and proof-of-concept opportunities as a way of building understanding, ensuring resource is planned and available to support
- Provide customer and market knowledge to support the building of requirements for new Navtech solutions
- Work effectively as a part of the Segment team
- Recommend, resource and budget events and exhibitions with the aim of sharing knowledge and generating demand in conjunction with the wider team
- Prepare performance reporting, budgets, and communicates effectively with the wider organisation
- Have a deep understanding of the industry, market requirements (apparent and latent), trends and competitor landscape, translating this into actions that enable Navtech to lead and influence the market
YOUR COMPETENCES
You need to be able to work at a technical level, have a higher-than-average level of commercial acumen and be open-minded to ideas from all sources. You’ll have the desire to win and grow your opportunity pipeline influencing the market to adopt Navtech Radar solutions.
- Experience in managing and developing high performing cross functional teams, offering training, coaching, and mentoring.
- An energetic, hard-working self-starter, with the personal credibility commensurate with the importance of the role
- Demonstrates technical, commercial and business acumen
- Have the ability to challenge the status quo whilst fostering inclusion
- A natural team player, with the ability to communicate across a wide range of disciplines and seniorities
- Ability and willingness to travel internationally to build direct relationships
- Customer focus; provide a world-class service to both internal and external customers
EXPERIENCE
We require a senior sales professional with technical business-to-business sales experience in the ITS market, working with customers at multiple levels including director level.
Ideally this will include:
- Sales Manager, Business Development Manager or Channel/Distribution Manager
- Experience influencing and defining customer specifications
- Knowledge of the Traffic Management or Intelligent Traffic Industries
- Experience negotiating large contracts and building relationships across internal and external stakeholder groups