The Business Development Manager is responsible for selling complex Integrated Navigation Bridge Systems (INBS) solutions within Europe, ensuring the Company is optimally positioned to achieve target sales, to maximize profitable revenue and to provide total customer satisfaction. The incumbent will be located in Europe, preferably near our UK office.
OSI Maritime Systems is a leading provider of navigation and tactical solutions. For over 30 years, from being a pioneer of Electronic Chart Display and Information Systems (ECDIS) to currently providing software, integrated bridge systems, and bridge design expertise, we enhance the performance of many of the world’s largest navies and security agencies. We currently have 16 naval customers, many of whom have installed our solutions Fleet wide resulting in our systems being deployed in over 500 warships and submarines.
Provide the necessary leadership and skill to ensure successful and timely execution and achievement of assigned goals and objectives
Drive and deliver continued profitable revenue growth through successful sales bookings
Strive to continuously enhance existing marketing and sales processes & reporting capabilities to ensure efficient and effective monitoring, budgeting and forecasting to support the sales and marketing efforts while enabling the management team to have clear visibility of pipeline and backlog
Understand the value of creating long-term win-win relationships and have the ability to align Company resources appropriate to realizing success
Exhibit the Company’s core values of respect, integrity, responsibility, knowledge, innovation and excellence
Achieve defined bookings targets and other non-sales related objectives as set and agreed in objectives-setting meetings
Develop a thorough understanding of the Company’s products, pricing, promotion and sales and marketing strategies
Design and implement strategies to identify sales prospects in the assigned regions; sell products and services to major new and existing clients through personal and telephone contact as well as through delivering white papers, proposals, trials and presentations
Develop effective, coordinated, well-rounded marketing and sales programs for the assigned regions, including product introduction plans and market penetration plans, that reflect the desired branding and differentiation of the Company’s solutions in different market niches, and promote the Company’s image and visibility
Support market research and analysis; develop and recommend marketing and pricing strategies including product positioning, advertising and promotion strategies
Develop business proposals for presentation to clients; assemble expertise from Company resources and other departments to ensure that all technical areas are covered; lead team making presentation to clients
Consult with client to analyze and understand the client’s business needs and determine which products and services best fit the requirements
Manage client relationships; has overall responsibility for the maintenance and development of business from existing clients; determine the degree of interest and satisfaction with Company products and services
Plan and ensure optimum use of resources; administer and monitor use against budget
Collaborate with other departments to ensure projects or products are delivered on time and to client quality and value expectations; identify issues and develop rationale to support recommendations for changes to organizational policies and practices to respond to client concerns and ensure seamless and effective provision of customer service
Provide Operations with clear and prioritized requirements regarding product roadmaps and features focused on customer and market needs supported by strong business cases
Monitor competitor sales efforts and strategies
Attend industry forums, tradeshows and other events as required
Represent the organization in important external business relationships with major clients and joint venture partners so that the organization's image is reflected in the most positive manner and where such contacts are critical to the achievement of sales objectives
Adhere to the relevant policies and procedures of the Company as well as the rules set out by the domestic and international security regulations; remain knowledgeable and updated on relevant regulations
QUALIFICATIONS & SKILLS
Education: Degree in Business, Marketing, Electrical Engineering, Computer Science or equivalent technical/business education; MBA preferred and/or equivalent relevant work experience
Experience: 10+ years within the Navy with experience in bridge watchkeeping, navigation and tactical employment of a ship’s assets. A minimum of 5 years working experience in a company within the naval/maritime industry; a proven track record of selling complex systems, particularly INBS solutions, into the international global shipbuilding industry and navies. A demonstrated sales experience or customer experience within the defense industry with established relationships with users, key decision makers, and acquisition officials/leads therein, as well as with commercial shipyards and other applicable government agencies. Possesses an understanding of how procurement works for new build INBS solutions within the international shipbuilding industry. Proven successful experience with customer satisfaction, support and follow up. Appreciation for the workings within a small, fast-growing organization and exhibiting an entrepreneurial, customer-centric mindset
Skills: Outstanding verbal and written communications and presentation skills; strong negotiation capability; excellent strategic and tactical selling skills; demonstrated ability to present and communicate with executive management, customer and corporate stakeholders; an understanding of the nuances relevant to marketing and sales in a military and pseudo-military environment; self-motivated with good interpersonal skills and ability to work alone or in a dynamic, team-oriented environment. Able to make quick sound decisions even in the absence of concrete data
Other: Able to obtain the appropriate security clearance; able to travel internationally as required to accomplish the job performance deliverables.
To apply for this position please click on the following link which will take you to JobOppO website and submit your CV (link) as well as a cover letter with your salary expectations. We will only be contacting the short listed candidates.