Job Title – New Business Development Manager
Department – Commercial
Reporting to – EMEA Sales Manager
Location: Harlow, Essex
Territory: EMEA
Responsibilities & Duties: We are seeking a highly driven results-oriented New Business Development Manager with a strong technical sales background and a proven track record of hunting and securing new business opportunities.
The New Business Development Manager will be expected to achieve growth targets in sales to new and existing customers (80% new business, 20% account management) bringing a consultative/technical sales approach.
The ideal candidate will have deep knowledge of selling a chemical portfolio to the Industrial and Defence market.
If you are a 'hunter' with a passion for technical sales and the ambition to succeed in a competitive market, we want to hear from you.
• Reports to: EMEA Sales Manager
• Territory: EMEA
• Products: Defense (Oxygen), Industrial (Carbons, Catalysts, Whetlerites and CO2)
• Key Markets: Military, CBRN filtration, Safety, Cryogenic, Containment room Air Quality, Petrochemical, Cleanroom, First Responder
• Travel: Approximately 40% travel is required for conferences, exhibitions, customer meetings, and company training.
Key Deliverables: 1.
New Business Development: Identify, qualify, and win new business opportunities in the industrial and defence sectors across EMEA
2.
Market Research: Analyse market trends, customer needs and competitive landscape to identify growth opportunities
3.
Technical Sales: Leverage your technical expertise to deliver tailored chemical solutions to clients
4.
Account Management: Transition of new business accounts to the appropriate internal teams while maintaining relationships to ensure customer success
5.
Proposal Development: Prepare sales proposals, presentations and technical documentation to support sales
6.
Collaboration: Work closely with internal teams, including R&D and production, to ensure successful delivery of products and services
7.
Reporting: Update CRM accordingly to demonstrate activity, sales forecasts, reports and market intelligence to EMEA Sales Manager
Market and Product Areas: • O2
• Industrial Carbons and Whetlerites
o Respiratory
o IAQ
o Clean Room
o Industrial Gases
• Silver Zeolites
o Cryogenic Equipment
o Nuclear
• Industrial soda lime
o Petrochemical
o Industrial Gases
o H2 Storage
• GF
o Industrial Gases
Key Performance Indicators: 1.
Sales revenue
2.
Funnel growth
3.
New business meetings
4.
Cross selling and upselling – account management growth
5.
Customer contract management – GAP analysis
6.
Qualified lead generation and resulting new sales revenue
7.
Customer satisfaction feedback
8.
Compliance to company policies
9.
CRM administration
Education/Experience: REQUIRED: • Minimum 7 years of technical sales experience, preferably within the chemical industry, with a proven track record of exceeding targets
• Industry Expertise – Deep understanding of the industry and defence sectors, including key players, procurement processes, government/military bids and tenders
• Knowledge of chemical products, their applications and the ability to engage in technical discussions with customers
• A proactive mindset with a relentless drive to secure new business opportunities
• Demonstrated experience working across multiples territories
• Communication skills – Strong verbal and written communications, with the ability to influence and negotiate at all levels
• IT Skills – Proficiency in CRM software and Microsoft office
DESIRED: • Higher chemistry education
• Background including military medical market (SO/combat critical care), or 5 years relevant new business development experience for defence, healthcare, industrial or safety products