Summary:

The Business Unit Manager focuses with a bias for action on value creation and leads a multi-disciplined team consisting of sales, engineering, operations and quality and is responsible for new business generation, bookings, developing and maintaining key customer relationships, contract negotiation and business planning.

Value creation includes value based pricing, winning profitable new business and productivity whilst ensuring that the unit and its employees comply with ethical and/or legislative requirements and aligned to the Company Procedures.

Key duties & responsibilities:

  • Managing the entire Business Unit performance
  • Drive and lead new business development opportunities for the Business Unit holding regular actionable reviews which lead to identification of new sales opportunities and strategies required to meet the Company’s growth plans
  • Manage the sales team time and territory plans prioritising customer visits
  • Lead a multi – disciplined team as a cross functional business unit throughout the stages of design, development, manufacture, selling and marketing of products and services to ensure customer and stakeholders’ expectations are met or exceeded
  • Promote and engender a collaborative culture within the Business Unit of cross-functional team-working, structured problem solving and continuous improvement
  • Maintain long standing relationships with customers, distributers, end users and Original Equipment Manufacturers whilst developing relationships at new business accounts
  • Set, communicate and ensure achievement of Business Unit priorities, goals and targets, regularly reviewing and tracking progress against project and programme plans (frequency as appropriate), initiating corrective actions / solutions / containments as necessary to address slippages or bottlenecks to progress and enable targeted outcomes to be achieved
  • Deliver weekly and monthly reports to management
  • Lead negotiations of new contracts and contract extensions, minimising liability exposure, protecting IP, maximising profit and securing aftermarket access
  • Review BU-related contracts, improving their terms to enhance the performance of the business recommending them for President’s signature in line with Company procedures
  • Lead and manage the development, agreement and resolution of Business Unit risks, assumptions, dependencies and exclusions
  • Streamline Business Unit’s processes and improve working practices to achieve efficiencies and continuous productivity improvements. Fully engage the Business Unit team and promote personal accountability by identifying goals, empowering employees to drive decision making, fostering innovation and supporting continuous professional development of team members through regular feedback on performance with formal evaluation and development planning
  • Use competitive intelligence and market data to leverage a pricing strategy focused on being both competitive in the market and delivering the required financial return, ensuring new business is won at acceptable margins and the Business Unit is managed through the product life cycle to deliver maximum contributions through both cost and pricing optimisation

Key Success Factors

Commercial Awareness

  • Demonstrate excellent business acumen coupled with the ability to identify opportunities for profitable business development with good knowledge, experience and understanding of contract terms and negotiation strategies
  • In-depth understanding of the markets which we serve every stage of contract acquisition and delivery obligations
  • Ability to develop and implement product marketing strategy, plan sales campaigns, prepare sales forecasts and lead / conclude the response and conclusion of all aspects of an RFP response

People Management

  • Engender dynamic team-working with a bias for action amongst team members and across the business, generating a culture of mutual trust, co-operation and high motivation, providing clear objectives, individual accountabilities and identify appropriate training opportunities for team members

Innovation

  • Create new and imaginative approaches to business development/customer service activities, demonstrating a willingness to question traditional methodology and the ability to propose more effective alternatives

Representation and Negotiation

  • Effective and polished interpersonal skills to promote the interests of the company to corporate clients, develop and maintain good on-going relationships with customers and potential customers of the Company to achieve agreement and acceptance for the Company’s benefit

Communication and Self Motivation

  • A positive communication style which builds rapport and good working relationships with colleagues, suppliers, customers and agents
  • Proactive with initiative and the tenacity, drive and determination to work autonomously as well as across functional boundaries to achieve marketing objectives and sales targets

Planning and Organising

  • Skilled in the prioritisation, planning and organisation not only of own activities but of the Business Unit team(s) activities and resources to ensure there is sufficient capacity to deliver projects / plans/programmes on time and within budgeted costs

Data Driven

  • Produce and analyse business information, presented numerically, i.e. market analysis, sales plans, sales reports, management reports, statistical data and budgets, translating this information into key action points for the Business Unit and other senior colleagues in the business.

Adaptability and Reliability

  • A flexible and adaptable approach to changing circumstances, reliable and calm under pressure in contexts of fluctuating work demands, movements in the market place and changing customer requirements

Education / Experience 

Education

  • Degree level or higher, desirable in business and/or technical disciplines
  • Professional membership / qualification preferred

Experience

  • Proven leadership in both line and matrix management contexts
  • In depth knowledge and experience of working in the markets we serve in functions of: sales marketing; business development;  contracts;  project management; manufacturing operations
  • Experienced in negotiating and concluding long term multi-faceted contracts with key customers in the markets we serve
  • Accountability for significant scale P&L and acquired good understanding of business accounting processes and procedures (preferably US and UK) including budgetary control measures, bid generation, product costing, price point variations, and cost benefit analysis
  • Experienced in managing concurrent multiple product development programmes
  • Strong relevant IT skills
  • Evidence of valid driving licence and a willingness / ability to travel extensively is a requirement of the role

Key Result Areas

  • The Company’s three value drivers are: Price / Productivity / Profitable New business
  • Annual objectives / targets with hard financial metrics relating to all three value drivers determine the key result areas for the post holder year on year and are supplemented with locally derived performance metrics specific to the Business Unit

Typical measures include:

  • Sales: Bookings / Growth
  • Gross Margin increase
  • EBITDA: Earnings before Interest Taxes Depreciation Amortisation
  • ROI: Returns on Investment
  • On time delivery
  • COPQ: Cost of Poor Quality