Business Development Manager [Norway]

 

Job Description:

Key Responsibilities:

• Sales Management within ADS Secure Communications Nordics and NATO customers:

• Provide effective management of sales funnel and business pipeline to close and track new business.
• To be the point of contact on formal major customer responses including but not limited to RFP’s, tenders and formal customer proposals
• Develop a sales strategy for each campaign (products & services) to meet the requirements of the customer.
• Contribute to a sales strategy for the region
• Hunt and develop new business opportunities and areas within the region
• Provide effective management of new opportunities and changes within existing Programs
• Achieve budgeted target for contracted and new business meeting order intake, sales and gross margin expectations
• Develop relationships with customers at end user and senior management level.
• Interfacing with all relevant stakeholders, internal and external, on technical, commercial, delivery and contractual requirements to ensure a customer compliant solution
• Provide support and guidance to other members of the team.
• Monitor and report on progress in accordance with sales case needs
• Ensuring quality of all written output for a customer case ensuring that it meets the technical and commercial needs of the specific case together with the team
• Establish systematic approaches, enabling the combination of analytical thinking with overall vision, as well as the definition of priorities on specific responses.
• Ensures business intelligence is fed back to the organisation
• Prepare vetting packages together with the Bid Manager
• Report to Head of Sales or team lead on a weekly basis regarding status of all on-going proposals

Key Performance Indicators:

• Order intake and growth according to agreed targets
• Sales and gross margin
• Proposal deliverables against defined and agreed requirements
• Rate of RFP wins
• Customer satisfaction
• Strategy plans

Competences / Skills Required:

• Demonstrable track record of delivering and closing sales in secure communications markets
• Ability to open up new markets - hunting
• A strong grasp of telecommunications, communication infrastructure and/or satellite technology;
• Proven ability to manage sales pipelines, plan and conduct contract negotiations and present in a compelling manner;
• Ability to build and maintain strategic relationships with key partners and customers;
• Excellent verbal and written skills in English, other language skills would be advantageous
• Ability to work in a team and demonstrate good interpersonal skills.
• Ability to effectively present and articulate to Board level the pipeline and activities specific to generation of business growth.
• Ability to draw up an offer which will comprise a technical (e.g. statement of work) and a commercial (e.g. prices, T&Cs) part in order to achieve agreements with potential business partners.
• Convincing and/or persuading others to follow ideas and proposals through gaining buy-in, reasoned advocacy. Use of formal and informal networks to test and gain support for proposals. Know how to handle compromise when it facilitates progress as well as using negotiation and influence techniques to manage influence or convince others through own words.

Additional competences / skills required for this role:

• Knowledge to prioritise tasks, forecast progress, anticipate problems, provide clear directives to maintain a constant drumbeat. Instil transparency and open dialogue to overcome the complexities of the sales environment (multi-cultural, organisation, change of targets, etc)
• Hunter mentality
• Never give up mentality
• Ability to challenge the existing
• Proactive and “thinking outside the box” approach to tasks
• Immune to stress and willingness to work flexible hours according to working tasks
• Ready to travel in relation with work activities

Experience:

• At least 5 years of previous professional experience in sales / proposal management, preferably with specific NATO experience
• Technical understanding and background is preferable
• Previous professional experience in communication infrastructure/integration and/or satellite communications is desirable
• Previous professional experience working in a Military and or Government environment is preferable
• Relevant degree, in the field of telecommunications , satellite or business management
• Able to hold national and or NATO Secret security clearance

This job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company’s success, reputation and sustainable growth.

Company:

Airbus Defence and Space AS

Contract Type:

Permanent

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Experience Level:

Professional

Job Family:

Sales, Marketing & Commercial Contracts <JF-MC-VE>

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Airbus is, and always has been, committed to equal opportunities for all. As such, we will never ask for any type of monetary exchange in the frame of a recruitment process. Any impersonation of Airbus to do so should be reported to emsom@airbus.com .

At Airbus, we support you to work, connect and collaborate more easily and flexibly. Wherever possible, we foster flexible working arrangements to stimulate innovative thinking.

 

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