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SYS - 696 - Business Development Manager Defence

  • Role Type
  • Permanent

  • Location
  • Leamington Spa, Shoreham-by-Sea

  • Closing Date
  • 12/12/2020

Job Description

Job Description

The role of the Defence Business Development Manager is to create and sell a portfolio of solutions that deliver superior value to our clients.  You will work closely with the Defence team, the Product Groups (Engines, Transmissions, Vehicle Systems, Hybrid & Electrical Systems) and commercial teams to meet the needs of our clients.  Technically you will have experience in Defence systems design, development, maintenance and refurbishment.  You will be able to impart your technical knowledge with ease, conviction and credibility to our customers and your colleagues.  You will require a good understanding and working knowledge of:

  • Through Life Support
  • Integrated Logistics Systems
  • Land systems requirements capture
  • Land systems development processes
  • Relevant legislation and standards
  • Vehicle sub systems

This is an exciting time for the Company and this role provides a unique opportunity to be part of a team driving commercial transformation.

Accountability/Key Responsibilities

  • Understands the client's business, including their organisation, financial decision-making process and business challenges to create and sell solutions that respond to the client's value drivers.
  • Understands the client's industry, including industry trends, financial measurements, key players and competitors, to develop and sell solutions that address client needs.
  • Leverages cross-product group / market sector solutions, client, industry, and marketplace knowledge to assess the market opportunity
  • Collaborates with market sectors, product groups, other Ricardo divisions, commercial and engineering teams to develop and sell a portfolio of high value solutions
  • Develops winning proposals and performs successful contract negotiations with support from commercial and market sectors
  • Enhances and develops the Ricardo brand at all times
  • Promotes and champions strong value pricing policies

Personal Profile

  • Strong track record of winning significant high value business
  • Effective in solving client problems – driving unique value for clients, with a track record of qualifying opportunities based on opportunity profile, available resources, assets and intellectual capital
  • Proven skill in defining and preparing winning proposals, with the ability to develop strong customer relationships and profitable revenue streams
  • Able to build long term relationships with clients at senior level
  • Able to work in a matrix organisation and can liaise effectively across business units to drive greater business value  
  • Has specific skills within an industry and/or product group domain
  • Strong negotiation skills – able to craft win/win solutions
  • Able to demonstrate improving the long term viability of the client relationship by identifying ways to extend client value and ensuring that conditions of satisfaction are achievable and clearly understood by the delivery team
  • Able to manage the application of pricing and packaging expertise to successfully blend order intake, revenue, total cost of labour, and potential profitability to maximize the value of contracts to Ricardo and the client
  • Degree in engineering or related technical diploma, possibly with a business qualification, (MBA or equivalent)
  • Strategic thinker, eager to take initiative, effective at creating, communicating and selling technically-oriented business solutions in a fast paced environment
  • Team player with open and honest communicative style allied to sound professional ethics and values
  • Must generate respect and confidence from peers and senior groups, and be credible internally with highly qualified engineers and technical experts
  • Excellent communicator with strong presentation skills
  • Prepared to travel to Ricardo and client locations
  • Fluent in English
  • Computer Skills: Proficiency with Microsoft Office, especially Excel, Word and PowerPoint