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Test Business Unit - Business Development and Proposal Lead

  • Role Type
  • Permanent

  • Location
  • Leamington Spa, Shoreham-by-Sea

  • Closing Date
  • 31/01/2022

Job Description

Testing at Ricardo is focused on the realisation, development and validation of future propulsion systems. Ricardo have advanced test facilities for power unit and vehicle testing for multiple energy sources. Via investments in electrified test facilities for e-powertrain systems, hydrogen and partnerships for testing of battery systems the testing business has diversified substantially in recent years. We are seeking a business development and proposal lead to join the team and help drive the test business forward.

The key responsibilities of the role will be:

  • Responsible for maximising the short- and long-term business opportunity through building excellent working relationships with customer purchasing, engineering and customer management teams
  • Building trust in our technical capability and delivery reliability with the customer
  • Ownership for the commercial relationship between the customer and Ricardo
  • Continuous dialogue with the decision-makers of the customer to establish a strong and consistent strategic collaboration/relationship
  • Support project acquisition by using the Value Selling approach
  • Identify and develop new business streams for Ricardo, and develop associated selling strategies and supporting material

To achieve this your everyday tasks will include:

  • Developing the value proposition for our core and future offerings
  • Technical and commercial leadership in developing new business opportunities
  • Driving close customer engagement at senior level
  • Reporting of sales metrics to internal senior leadership team
  • Overseeing project delivery as “customer friend”
  • Effectively communicating the Voice of the Customer inside Ricardo
  • Being the main point of contact for the customer purchasing/engineering and technical teams and ensure timely responses to RFQs
  • Leading the development of compelling, value-based proposals, developing appropriate pricing strategies and leading the proposal approval process through to order conversion by:
  • Rapidly forming and leading effective proposal teams
  • Project managing proposals from launch through to on-time delivery
  • Preparing proposals that clearly and concisely communicate a compelling value proposition to our customers
  • Preparing costed Microsoft Project plans in collaboration with members of the testing and engineering teams
  • Generation of documentation to support the internal approval of proposals
  • Direct engagement with customers to ensure that proposals match customer expectations.
  • Working with the Ricardo Legal team in the preparation of technical agreements and commercial contracts

You will be comfortable with:

  • Meeting new customers, developing relationships and business leads
  • Working closely with our sales teams and reporting to various stakeholders within the business.
  • Operating within multi-discipline teams to win test projects

The role requires a blend of commercial, technical and delivery experience and as such candidates with strengths in all of these domains will be considered. You will be a degree qualified engineer with experience in testing, business development and sales.

In return, we can offer you an opportunity to broaden your ability and reward you with increased levels of responsibility and ownership. In order to be successful, you should be able to demonstrate the following skills:

  • Effective leadership of a small team of Business Developers and Solutions Engineers.
  • A strong technical understanding and literacy; able to quickly digest and translate multiple, complex, technical inputs into clear, concise narrative
  • A history of defining and preparing winning proposals, with the ability to develop strong, long-lasting customer relationships
  • A knowledge of testing propulsion systems
  • Be flexible, proactive, resilient and enthusiastic
  • Be able to work independently and demonstrate initiative, as well as operate effectively as part of a team proactively building relationships with colleagues
  • Delivers on commitments, takes ownership and delivers quality outputs within agreed, and sometimes short, timescales
  • Acts positively and with determination when under pressure
  • Is flexible, responsive and able to rapidly adapt to changing internal or customer needs
  • Takes initiative to assist others and remove barriers
  • Demonstrates willingness to try unfamiliar tasks and seeks to improve and update knowledge
  • Identifies opportunities and to improve approaches and processes