Director of Business Development

DIRECTOR OF BUSINESS DEVELOPMENT

Navis Consulting are working with a client who are seeking an exceptional Business Development Director to lead the client facing sales activity and drive their Business Development Plan.

The Role:

• Drive all BD activity:
  • Assume responsibility for the BD plan, reviewing and adjusting as required
  • Lead client-facing sales activity
    • Identify and develop strong and enduring relationships with key stakeholders including policy-makers, procurement officials, in-country representatives and senior military leaders
    • Engage with clients in priority target states to understand and shape requirements
    • Promote the client through presentations and demonstrations
    • Attend trade shows and networking events
• Market analysis – regular, timely and accurate analysis, including details of market scope, size and procurement timescales to enable planning, budgeting and the prioritising of resources
• Client analysis – developing a detailed understanding of routes to market, requirements, budgets and timescales, risks and opportunities
• Competitive analysis – maintaining a relative assessment of business win probability (Pwin) against the competition and recommending means to enhance the Pwin;
• Fashion and manage the link between influence and sales activity, shaping marketing output to best meet sales need
• Expand the defence sales footprint seeking additional markets
• Develop the ‘product’, exploring further the potential in collaborative working with partners and consultancy
• Understand naval/maritime requirements, technologies, projects, marketing and sales
• Work across the business to explore alternative products, particularly those that harness the potential offered by alternative power trains
• Work closely with commercial, technical and project teams to optimise customer solutions and support the preparation of winning proposals – including post-proposal comms
• Report as required on Business Development activity to include planned activities, sales pipeline forecasts, risks and opportunities
• Manage the content and accuracy of the CRM system
• Expand the BD plan into adjacent markets, focusing initially on Leisure
• Success measures would include:
  • An endorsed and fully resourced BD plan, built on the existing foundations but shaped by the knowledge and experience of the incumbent to meet the business aims
  • Identified and validated points of penetration into the various markets, reflected in BD planning
  • Established, firm relationships with key stakeholders in the target client states, focused on policy-makers (including politicians), senior procurement officials, defence leaders and senior representatives of the user community
  • A shaped, developed and expanding team, galvanized to meet the requirements of the sales plan
  • Demonstration of intent from any of our Tier One client states

The Candidate:

• Experienced defence-oriented specialist, preferably with a strong BD and sales background with degree-level relevant qualifications highly desirable
• Significant experience with maritime systems from a sales, procurement, operation, installation or design perspective;
• Demonstrable experience in developing strategies for, and winning in, niche markets along with domain expertise in related fields such as naval or maritime systems;
• An understanding of the nuances relevant to marketing and sales in a Defence or Defence-related environment and demonstrable experience managing successful Defence bids;
• Knowledge of managing Customer Relationship Management (CRM) tools to include data management, analysis and reporting;
• Outstanding verbal and written communications skills plus strong negotiating ability;
• In possession of, or ability to obtain, NATO security clearance;

Navis Consulting; Keeping your career on course.

Navis is acting as an Employment Agency in relation to this vacancy.

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