DPD Business Development Manager Marine

·          Ensure objectives are fully aligned with BU’’s strategic plan and business unit goals

·          Builds key customer relationships, identifies business opportunities, negotiates and closes business deals

·          Drives key BU growth opportunities increasing leads generated and bids submitted

·          Maintains an extensive knowledge of current market conditions and developing opportunities

·          Develops and enhances our existing market position across the full range of products, services and training

·          Works to defined business development objectives within tiered key accounts

·          Identifies and develops adjacencies across both markets and applications

·          Utilises and supports the development of processes and tools that drives proactive key account management activities

·          Seeks to continually raise the bar on sales performance and personal development focus areas

·          Accurately maps, documents and reports key data and activities related to business development function

·        Strong and thorough knowledge of the marine market including key stakeholders

·        Thorough understanding of market trends, regional influences & marine market drivers

·        Associated knowledge of marine applications including MRO and capital projects activities & revenue streams

·        Ability and willingness to travel globally

·        Travel 50% of the time both domestically and internationally

·        Able to perform key elements of the role to a high standard continually raising the bar

·        Full Driving Licence (3 points or less)

Develops and implements a market driven sales strategy that drives revenue and margin growth for DPD

·          Accountable for results and achievements for specified industry & allocated sales region

·          Understands and drives profitable business targets, effectively managing self towards achieving set & defined objectives

·          Attends industry events and promotes Darchem, systematically expanding contact base and network

·          Identifies and manages strategic growth opportunities, prioritising time & resource to ensure effectiveness

·          Maintains an extensive knowledge of current market conditions and developing opportunities

·          Develops and enhances Darchem’s existing market position across the full range of products, services and training

·          Ensures objectives are fully aligned with BU’’s strategic plan and business unit goals

Builds key customer relationships, identifies business opportunities, negotiates and closes business deals

·          Maintains a thorough knowledge of key accounts and develops detailed and effective plans to position company as strategic business partner

·          Builds key customer relationships within designated key accounts systematically expanding network of contacts

·          Develops extensive industry experience and network in related product, service and associated disciplines

·          Effectively manages client relationships providing timely responses and exceptional levels of service

·          Applies a key account management process including key principles of customer insight, orientation & segmentation

·          Networks through industry events, visits, forums & platforms securing new business & leveraging available channels driving new strategic growth opportunities.

·          Thoroughly researches and understands key customers and their business, products, industry, goals and objectives that drive their business requirements marrying these with Darchem capabilities to offer effective & aligned solutions

·          Understands the competitive landscape & dynamic within their market and key customer accounts

·          Make presentations on solutions and services that meet or predict clients’ future needs

Internal Customer Management & Service Orientation

·          Understands and collaborates with internal Darchem departments to effectively deliver to promise

·          Can navigate internal organisation effectively applying policies & tools that enable outcomes in line with procedures

·          Owns opportunities & holds others accountable for outcomes

·          Able to make things happen with a quick call or email

·          Can align & lead a tailored team to affect an outcome to relevant timelines

·          Maintains a good knowledge & understanding of activities across the business to manage approach accordingly

Drives key BU growth opportunities increasing leads generated and bids submitted

·          Focuses on delivering against target holding themselves accountable for results

·          Builds, manages and maintains a substantial opportunity pipeline

·          Increases the number of leads, enquiries & bids submitted by Darchem maintaining opportunity pipeline health

·          Effectively captures & maintains opportunity data within CRM ensuring information is accurate & current

·          Utilises & provides data & reports to enable effective decision making & adjustment in line with business needs

·          Applies appropriate time & effort as needed to ensure new business pipeline is continually maintained

Works to defined business development objectives within tiered key accounts

·          Has defined & documented BD activities for all targeted opportunities

·          Adapts, manages and prioritises effectively based upon changing opportunities for self and team

·          Monitors and research’s market and application adjacencies to qualify business opportunities including product & service portfolio options

·          Ensures that all sales opportunities are fully captured and fully explored

·          Oversees the effectiveness of key accounts by:

o    Reviewing effectiveness of planning and execution

o    Reviewing effectiveness of inter department communication across the business working to common goals

Utilises and supports the development of processes and tools that drives proactive opportunity development activities

·          Understands and can effectively apply strategic account management principles

·          Builds & applies experience of reporting software and associated productivity tools

·          Identifies and qualifies potential new client accounts through online research & industry databases

·          Contributes to the development of new systems, procedures and initiatives that will assist the business

·          Maintains a good knowledge of IT systems including Microsoft Office & TEAMS

Seeks to continually raise the bar on sales performance and personal development focus areas

·          Self-driven with thorough attention to detail

·          Looks for opportunities to lead & set high standards seeking to continually improve

·          Flexible with a determined and ambitious approach to sales

·          Able to display agility in daily work and a positive attitude to all aspects of the role

·          Self-starter and at ease in a team environment

·          Consistently demonstrates personal values that are aligned with Darchem and Transdigm values

·          Freely shares organisational knowledge, insight, best practice and ideas in support of others

·          Proactive & self-motivated, effective in managing self, time and associated activities