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International Business Development Manager
Job Reference 17/1910
Country Wales
Age Range Experience All Ages
Date Posted Tuesday, 30 May 2017
Closing Date
Company Information Daniels Smalley Partnership

Website: http://
Job Description “Opportunity for an Ex-Military, well networked User, with first-hand Military or Personnel Parachute experience”.

Our client, part of a highly successful international parent has been at the forefront of design, manufacturing and technology for an innovative range of products to worldwide customers within the demanding Aerospace and Defence sectors.

As a result of rapid growth and contract wins, they are seeking an experienced business development professional to establish, develop, promote and position the activities of the business in order to achieve new international sales and implementing strategic goals. Reporting to a Business Unit Manager, with a functional link to the Sales & Marketing Director, you assume responsibility for the sales growth of the Personnel Parachute segment of their business by identifying, developing, negotiating and closing new opportunities in order to generate profitable new business.

The Role

• Take pro-active ownership of the development of a “winning strategy” for achieving new international sales in the Personnel Parachute business segment.
• Be the key customer contact for the Parachute business segment.
• Travel across core markets within Europe and Asia; with a specific focus on the member countries of NATO and NATO’s Partnership for Peace Programme.
• Assist customers to shape their requirements in order to develop a strong position for winning new and lasting business.
• Be involved in all steps of new business capture including identification of user needs, opportunity assessment, product positioning and closing negotiation.
• Work closely with an established network of agents and validate whether these are the right representation to increase visibility, “grass roots” market intelligence, enhance performance, support commercial activities and validated opportunities.
• Build on the company’s competencies, brand and expertise in the Defence Aerospace market to continue to seek new opportunities that generate profitable new business from within the existing and new customer base.
• Develop strategies for establishing partnerships and business relationships for new market opportunities for Personnel Parachute products.
• Drive added value to our customer offering, including through life support.
• Analyse the market and competition, gather appropriate market intelligence to facilitate the development of new products/services within the Parachute business segment. Develop a detailed understanding of customer procurement/replenishment cycles; shape requirements with the user community to evolve the product offering.
• Support the engineering team with the development of new ideas and concepts, identify any gaps in product capabilities and features (including the re-design of historical/legacy equipment) that need to be developed to meet current and future customer needs.
• As an integral part of the business team, provide support to the Business Unit Manager and take pro-active ownership of the sales business development of the Personnel Parachute business segment including identifying key milestones and capture plans to involve, drive and communicate with the supporting team.

• Produce and maintain an accurate list of Personnel Parachute prospects and opportunities; regularly contributing to the update of the 5 year booking plan.
• Be part of the process to set and achieve the planned bookings at the appropriate profitability for parachute products.
• Attend at military trials, defence trade shows, conferences & PR events as required.

The Candidate

• A strong track record of success in International Business Development, ideally from within a Defence Aerospace related environment; alternatively an ex-Military, well networked User, with first-hand Military or Personnel Parachute experience.
• Demonstrable experience or Degree Qualified – ideally in a Business and Marketing or Engineering discipline.
• An understanding of the in depth and complex procurement process that nations adopt within a defence environment: - previous experience of supporting the bid management and contract process.
• Ability to perform within in a close knit, highly responsive team based environment which specialises in low volume, highly complex products with long lead times.
• Extensive experience of managing the performance of a network of overseas agents/representatives: - display an appreciation of cultural sensitivity.
• Demonstrable team working values and behaviour combined with a genuine desire to work pro-actively within a fast paced and fun team environment: - able to generate the respect of others, challenge when required and display an uncompromising approach towards the common team goal of business success.
• Be self-sufficient and impart the required technically credibility and consultative sales approach in order to deliver profitable sales growth.
• The ability to grasp a detailed sales and technical knowledge of the Airborne Systems organisation, products, capabilities and branding.
• Excellent analytical, intelligence gathering and written skills are required in order to understand wider market opportunities, competitors, technologies and trends.
• Strategic sales skills necessary to create and develop new business opportunities and a “winning strategy” for prospects at the start of the business cycle.
• Strong commercial/financial skills: - customer budget plans, procurement process, “cost versus win” strategy, contractual terms, pricing and gross margin analysis.
• Strong presentation skills – ability to develop and confidently deliver high impact, clear and technically focused customer presentations.
• Able to operate effectively within a matrix organisation with competing demands on time and priorities.
• Familiar with a formal sales operating process which captures and develops emerging opportunities into defined and qualified prospects.
• A natural flair for developing strong customer relationships, combined with the intellect to fully understand their current and future needs for new capability or replacement of existing equipment.
• A strong influencer who is also highly responsive to the needs of customers; demonstrate excellent attention to detail and display a logical and disciplined determination to achieve results.
• A good communicator who is able to prioritise information, keep internal colleagues informed and ensure that the customer is always on board and is fully up to date.
• An accomplished negotiator, who is able to close business and adhere to high ethics and codes of conduct.
• Proficient in the use of MS Office tools.
• Willingness and ability to travel within the UK and overseas at short notice.
• Hold or be able to hold UK Security Clearance.
How to Apply Please send your detailed CV quoting reference 17/1910 to our retained consultant David Smalley at Daniels Smalley Partnership, Pencoed Technology Centre, Pencoed CF35 5HZ. Tel: 01656 856200 or email
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