Business Development Manager - Commercial EMC

Element Materials Technology Ltd.; Guildford; On-site; GBP 40,000 - 60,000; Full time

Job summary

Element Materials Technology Ltd. is seeking a Business Development Manager to drive sales and maintain client relationships in Guildford. The ideal candidate will have at least 5 years of technical sales experience and a relevant degree. This role offers significant career progression opportunities within a rapidly growing organization focused on safety and compliance in testing and certification.

Qualifications

• 5 years of technical sales experience required.
• Degree in engineering or related fields preferred.
• Ability to read and interpret customer contracts and specifications.

Responsibilities

• Maintain relationships with key decision-makers in assigned accounts.
• Create and execute a sales plan to acquire new business.
• Drive profitable sales expansion and manage sales pipeline.

Skills

Technical sales experience

Customer relationship management

Market analysis

Negotiation

Sales strategy development

Education

Degree in engineering, electronics, or material sciences

Tools

Microsoft Dynamics AX

CRM software

Microsoft Excel

Job description

Overview

Element is seeking an ambitious, passionate, motivated self-starter, for a Business Development Manager role. In this role you will be an proactive seller, responsible for establishing and maintaining strong relationships with a defined group of existing Element clients and prospects.

Element is a rapidly growing organization, executing a strategy to develop a nationwide industry leading TIC sales force, providing tremendous growth potential for candidates seeking career progression and advancement opportunity. Motivated candidates will engage in a robust onboarding process, industry specific technical training and situational sales training.

Successful candidates will expand business with dormant and existing accounts, provide increased touch points for accounts, acquire new accounts and engage in budgeting activity for assigned account lists. It will be your responsibility to ensure customer satisfaction through all stages of the sales process. In addition to client relations, this role will interact with the broader Element Sales Team, General Manager, and lab/technical personnel. The ideal candidate will be action oriented, customer focused and have an entrepreneurial drive.

Responsibilities

The Business Development Manager is responsible for named High Touch accounts within a specific geographic area. Responsible for hunting, creating and pursuing sales opportunities to sell the full breadth of Element services, for new logo clients and within specified accounts in order to meet their assigned budget. He/she supports Strategic or Key Accounts within their specified territory with any activities needed at local sites along with hunting for similar new accounts to ensure overall revenue budgets are met.

Responsibilities:

• Establish and proactively maintain a strong professional relationship with key decision makers and influencers within assigned accounts
• Create and execute a sales plan to acquire new business in assigned sectors selling across the portfolio of testing products if required
• Understand and manage activity metrics including adding new client activity; lead, visit, opportunity to quote and win ration and manage and maintain pipeline
• Drive profitable sales expansion with a focus on acquiring new and re-engaging with dormant accounts, while growing existing clients
• Gather and analyze market and industry intelligence, metrics, and trends to determine customer needs
• Identify opportunities early in the sales cycle to ensure maximum share of wallet for Element
• Deliver business development related presentations, negotiate, and close business with nominated accounts, working in coordination with location business development resources
• Provide positive leadership and representation of Element to the public, customers, vendors, and to all employees through membership in professional organizations, serving on company project teams, conducting employee meetings, and visiting work areas and interacting with employees
• Represent company at industry association meetings to promote company and services offered
• Prepare reports and presentations showing sales volume by sector, region, location, potential sales, and areas of proposed client base expansion
• Follow up in a timely manner on quotations for the assigned customer base
• Achieve sales goals by acquiring new logo business as well as converting, retaining and penetrating new and existing accounts
• Work closely with other sales roles and utilizes technical support to maximize the sales realized in the territory
• Lead access and persuasion steps in sales process, including qualifying, relationship building, needs evaluation, solution development/presentation and closing
• Identify full customer test needs to uncover additional opportunities within accounts across Element
• Actively utilize CRM to record activities, ensuring contact details are accurate, duplicates are removed, new information is added and accurate call / visit logs are entered, whilst ensuring that appropriate levels of activity are maintained to generate new business and the management of allocated accounts
• Actively participate in regular pipeline reviews, ensuring all CRM records are up to date and critical success factors are identified for key opportunities
• Actively engage in enterprise selling activities in assigned business unit and end market
• Enter an agreed minimum of opportunities and quotes per month into CRM tool
• Maintain a robust opportunity pipeline of $3-4m, with an average close rate of 60% or higher
• Achieve a minimum of 90% to goal, for sales targets of $1.5-2.5m annually
• Build and maintain a working knowledge of Element’s service offerings; participate in training/coaching opportunities

Skills / Qualifications

• 5 years of Technical experience with field sales responsibilities.
• Degrees and or commensurate experience in engineering, electronics or material sciences preferred but other higher education and experience will be considered
• Testing, EMC, Radio, ATEX experience a plus
• Ability to read and interpret documents such as customer quotes/contracts, marketing materials, and customer testing specifications
• Proficiency in Microsoft Applications (Dynamics AX and CRM, Word, Excel)
• Availability, flexibility, and maturity to represent the company at a broad range of events/projects in the community, with customers and within the company
• Ability to remain calm when faced with mounting pressure related to deadlines and multiple
• Must have valid Driver’s License, with an acceptable driving record under Element’s policy

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Company Overview

Element is one of the fastest growing testing, inspection and certification businesses in the world. Globally we have more than 9,000 brilliant minds operating from 270 sites across 30 countries. Together we share an ambitious purpose to ‘Make tomorrow safer than today’.

When failure in use is not an option, we help customers make certain that their products, materials, processes and services are safe, compliant and fit for purpose. From early R&D, through complex regulatory approvals and into production, our global laboratory network of scientists, engineers, and technologists support customers to achieve assurance over product quality, sustainable outcomes, and market access.

While we are proud of our global reach, working at Element feels like being part of a smaller company. We empower you to take charge of your career, and reward excellence and integrity with growth and development.

Industries across the world depend on our care, attention to detail and the absolute accuracy of our work. The role we have to play in creating a safer world is much bigger than our organization.

Diversity Statement

At Element, we always take pride in putting our people first. We are an equal opportunity employer that recognizes diversity and inclusion as fundamental to our Vision of becoming “the world’s most trusted testing partner”.

All suitably qualified candidates will receive consideration for employment on the basis of objective work related criteria and without regard for the following: age, disability, ethnic origin, gender, marital status, race, religion, responsibility of dependents, sexual orientation, or gender identity or other characteristics in accordance with the applicable governing laws or other characteristics in accordance with the applicable governing laws.

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

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