Job vacancy - Business Development Manager

Position: Business Development Manager
Reference: acsAbusdevmgr
Location: Horley
Salary: £50,000 - £55,000 per annum
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As part of a globally successful aviation services company the successful candidate will be part of the EMEA Network Services team. They will be working directly within the team, to build market position by locating, developing, defining, negotiating and closing business relationships with government and airline customers.

Key Functions

  • Deliver new and sustainable revenue through sales of products and services to government customers with a Topline (revenue) responsibility.
  • Maximise direct and indirect revenues from the sales and use of products and services.
  • Able to analyze and update on market info, competitor info, current price and market share on region coverage
  • Represent the company at industry (Aviation Security/Border Security) events across the EMEA region.

Key Tasks

  • Identify new potential customers within EMEA, investigate their potential requirements and develop proposals to meet their needs.
  • Manage the sales cycle of each opportunity, logging and regularly updating Salesforce to reflect the current status, win rating, recent activities, next steps, value, and close date. Review sales pipeline constantly to replace opportunities which complete their sales cycle.
  • Build and own relationships with customers up to and including Minister level as required. Use a variety of techniques to achieve and maintain good relationships, including face to face meetings, telephone, and where appropriate, video conferencing, as linguistic and cultural differences permit.
  • Develop and maintain a strategy for selling products and services across the EMEA region, refreshing and revising as the market and political conditions dictate.
  • Identify partner organisations who can provide products and services to augment the portfolio, maximising the value of sales, increasing value add to customers, differentiating the product from competitors.
  • Work closely with the Solutions sales team to ensure airline indirect revenues are maximised, including managing sales campaigns for new countries and connections. Provide training and support as required to sales team, assist with customer conference calls and meetings as required.
  • Attend several industry (Aviation Security/Border Management) events per year, including speaking engagements where appropriate. Use this platform to become a recognised thought leader and industry expert.
  • Review existing customer business regularly and manage ongoing relationships. Upsell products and services to grow existing business. Re-sign existing customer business as and when, or if possible before, existing contracts expire.

As the role is customer focused and may require face-to-face contact with both existing and potential customers, first impressions are vitally important. The successful candidate will be required to maintain the highest standards of professional conduct at all times.

The role requires a proactive attitude when dealing with customer issues, whether in the office or on the road. The ideal candidate will also have the responsibility for managing customer expectations, relaying to customers what can and cannot be achieved, in an effective and positive way.

The role requires the ability and flexibility to travel throughout the EMEA region, sometimes on short notice, to provide customer support.

  • Proven technical experience in the Government / Telecommunications Industry.
  • Ability to travel up to 30% of the time in the EMEA region.
  • Candidate must possess a demonstrated technical aptitude of common Aviation Industry Groups, Organizations, Published Standards, Practices, such as but not limited to; IATA, ICAO, CAA, FAA, WCO, ISO.
  • Preferably experienced with Network/Application Protocols (TCP/IP, MATIP, MQ, IATA Host to Host).
  • Preferably experienced with Message Standards/Formats (IATA Type B, Type A, EDIFACT, PNR GOV, PADIS, XML).
  • Possess strong leadership skills, traits, and characteristics.
  • Capable of working in a flexible and dynamic work environment.
  • Ability to multi-task and to work both independently and in a team environment
  • Excellent customer oriented attitude with strong interpersonal skills.
  • Proactive and self-motivated, able to show initiative.
  • Flexible and adaptable, with the ability to work under pressure.
  • Experience within the aviation sector particularly airline operational IT systems or connectivity solutions.

Qualifications

  • Proven technical experience in the Government / Telecommunications Industry.
  • Ability to travel up to 30% of the time in the EMEA region.
  • Candidate must possess a demonstrated technical aptitude of common Aviation Industry Groups, Organizations, Published Standards, Practices, such as but not limited to; IATA, ICAO, CAA, FAA, WCO, ISO.
  • Preferably experienced with Network/Application Protocols (TCP/IP, MATIP, MQ, IATA Host to Host).
  • Preferably experienced with Message Standards/Formats (IATA Type B, Type A, EDIFACT, PNR GOV, PADIS, XML).

ACS are recruiting for a Business Development Manager If you feel that you have the skills and experience required in this advertisement to be a Business Development Manager please submit your CV including an outline of your experience as a Business Development Manager. It is always a good idea to include a covering letter outlining your experience as Business Development Manager with your application as this will enhance your chances of selection and improve your prospects of landing the Business Development Manager role you desire.