Business Development Manager

Company Description

Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place. 

Smiths Detection, part of Smiths Group is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defence, and urban security.

Our expertise spans 21 global offices, seven manufacturing sites and five R&D centres, with a global network of 3,000 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.  

This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.

Job Description

The role of the Business Development Manager is to grow Smiths Detection sales and specifically develop new markets, solutions and products strategy, brand propositions, market segmentation, and customer targeting, based on in-depth analysis of customer needs and the competitive environment. The BD manager also contributes to the continuous improvement of the marketing and selling model. The BD Manager is accountable for the growth strategy and financial performance of the entire SD product portfolio compared to targets.

Job duties include but are not limited to:

Strategic Solution and Product Market Cultivation

• Grows Smiths Detection sales base by cultivating new markets, expanding existing customer base, locating and developing adjacent opportunities, and assisting for the on-going sale process.
• Integrates customer insight, competitor intelligence, long-range roadmaps and acquisition plans, requirements data, etc. to develop market/customer segmentation and the strategy.
• Works with Urban Security Regional Sales Managers (RSM), key account managers (KAM), and Sales Engineers to promote Smiths Detection products and services through Business development and sales channels.
• Compiles “Voice of the Customer” and ensures feedback is channeled into the organization.

Brand and Channel Management

• Supports the sales force to build brand equity and channel strength.
• Supports the development of routes to new markets.
• Works closely with channel partners to understand new markets and geographies.
• Monitors, measures, and enforces consistent product planning and launch processes across the different product lines within the Urban Security Markets.

Divisional Planning Process

• Integrates inputs from business leaders, sales managers, channel partners, executive management and other functions to develop an integrated sales forecast for the Urban Security markets that will result in positive financial outcomes.

• Contributes long-term end-use business plans and relative financial projections to the Divisional strategic planning process, identifying key industry and economic drivers that highlight strengths and areas for investment as well as gaps and opportunities.

Customer Relationship Management

• Develops and maintains compelling customer pitches that help sales translate value propositions into customer orders.
• Communicates the value of the offer in customer-centric terms to drive customers to choose Smiths Detection offerings based on value delivered.
• Leads the development of market intelligence capability and supports the regional sales teams and service teams to meet their obligations to capture sales information and actionable leads.
• Works with marketing to create sales assets to increase effectiveness of RSM team

Qualifications

Education: 

• Required: Bachelor's degree (any discipline is acceptable)
• Preferred: Post-graduate or MBA with subsequent experience

Required Experience:

• Minimum 2 years of relevant experience in product management, sales, BD, or similar role
• Must possess analytical, strategic and/or product marketing and implementation skills with a proven track record of sales success with programs and customers
• Track record of establishing short and long-term market and product growth goals, then executing operating plans to achieve them

Preferred Experience:

• Exposure to Conventional X-ray Systems (CXS), Cargo Inspection Systems (CIS), and/or Chemical, Biological, Radiological, Nuclear and Explosives (CBRNE) Sensor, Detection and/or Protection Industries.

Additional Information

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