Business Development Manager - South America

OSI Maritime Systems; United States; Remote; USD 90,000 - 130,000; Full time

Job summary

OSI Maritime Systems is seeking a Business Development Manager in the United States to drive regional sales of naval navigation solutions and services. You will build key customer relationships across Government, Defence and Naval HQ levels, target major new and existing accounts, and close contracts aligned with pricing and market strategies.

Applicants should have deep naval experience, strong negotiation and communication skills, and the ability to work independently or within a team to

Qualifications

• 5+ years with a Navy including experience in bridge watch-keeping, navigation and tactical employment of ships’ assets using modern electronic navigation systems or equivalent experience in a Maritime Defence Industry company.
• Strong negotiation capability with focused strategic and tactical selling skills.
• Outstanding communication, interpersonal and people management skills, and be comfortable presenting to large groups and audiences.
• Self-motivated with good ability to work alone or in a dynamic, team-oriented environment.

Responsibilities

• Support BD strategy design and implementation to identify sales prospects in the assigned region; sell products and services to major new and existing clients through various contact methods.
• Assist the Director BD by ensuring successful and timely execution and achievement of goals and objectives, including long-range objectives and strategic plans.
• Drive profitable revenue growth through sales bookings by focusing on existing and new business throughout the sales funnel using the CRM system.
• Display company values of respect, integrity, responsibility, knowledge, innovation, and excellence.
• Develop understanding of OSI’s products, pricing, promotion and sales and marketing strategies.
• Create marketing and sales programmes for the region, including product introduction and market-penetration plans, reflecting branding and differentiation.
• Support market research and pricing strategies including product positioning, advertising and promotion strategies.
• Develop business proposals for presentation to clients; coordinate resources to cover all technical areas during client presentations.
• Consult with clients to analyze their business needs and determine best-fit products and services.
• Manage clients by maintaining enduring relationships with key stakeholders at Government, Defence and Naval HQ levels to grow OSI business.
• Monitor competitor sales efforts and provide market analysis for new opportunities.
• Attend industry forums, tradeshows and events as required.
• Provide regional support to OSI technicians and personnel where necessary.
• Comply with legislation and Company policies including non-discrimination, environment, safety and QMS.

Skills

Negotiation

Communication

Strategic selling

Stakeholder management

Job description

Mission:

The Business Development Manager is responsible for assisting with the selling of OSI’s products and solutions within the region, ensuring that the Company is optimally positioned to achieve target sales, to maximize profitable revenue and to provide total customer satisfaction. This includes developing a strong understanding of the market, technological trends, competitors and customers in the assigned region while aligning the Company’s products, pricing, promotion, place and sales strategies to potential sales opportunities, building customer relationships and closing sales contracts.

RESPONSIBILITIES:

• Support Director BD in the design and implementation of agreed strategies to identify sales prospects in the assigned region; sell products and services to major new and existing clients through personal and telephone contact, face-to-face, as well as through delivering white papers, proposals, trials and presentations
• Assist the Director BD by ensuring successful and timely execution and achievement of assigned goals and objectives. These will include the development of long-range objectives and strategic plans by identifying internal and external opportunities whether B2B or B2G.
• Drive and deliver continued profitable revenue growth through successful sales bookings by focusing on existing and new business pursuits throughout the sales funnel using the company’s CRM system.
• Display behaviours and exhibit the Company’s core values of respect, integrity, responsibility, knowledge, innovation and excellence.
• Develop a thorough understanding of the Company’s products, pricing, promotion and sales and marketing strategies.
• Develop effective, coordinated, well-rounded marketing and sales programmes for the region, including product introduction and market-penetration plans, that reflect the desired branding and differentiation of the Company’s solutions in different market niches, and promote the Company’s image and visibility.
• Support market research and analysis; develop and recommend marketing and pricing strategies including product positioning, advertising and promotion strategies.
• Develop business proposals for presentation to clients; assemble expertise from Company resources and other departments to ensure that all technical areas are covered; lead team making presentation to clients.
• Consult with clients to analyse and understand their business needs and determine which products and services best fit their requirements.
• Manage clients by establishing and maintaining enduring, inclusive relationships and communication with key stakeholders at appropriate Government, Defence and Naval HQ levels to qualify and grow business for OSI.
• Monitor competitor sales efforts and strategies and contribute to competitive intelligence and provide initial level market analysis for new opportunities.
• Attend industry forums, tradeshows and other events as required.
• Provide regional support to OSI technicians and personnel where necessary.
• Comply with legislation and Company policies, processes and instructions, including those relating to non-discrimination, environment, safety, duty of care, and the QMS.
• Establish and maintain appropriate working relationships, ensuring effective and professional interaction with OSI management, employees, customers, contractors and suppliers.

DECISION MAKING & AUTHORITY:

• The incumbent is required to use judgment in making approved decisions on best use of corporate information for Business Development purposes.
• This role has the responsibility to ensure that Business Development solutions are presented to potential and existing clients in a manner consistent with Company guidelines and pricing strategies.

KNOWLEDGE & QUALIFICATIONS:

• 5+ years with a Navy including experience in bridge watch-keeping, navigation and tactical employment of ships’ assets using modern electronic navigation systems or equivalent experience in a Maritime Defence Industry company.

• Strong negotiation capability with focused strategic and tactical selling skills.
• Possess outstanding communication, interpersonal and people management skills, and be comfortable working with all levels of internal and external stakeholders, as well as presenting to – and interacting with – large groups and audiences.
• Some understanding of the nuances relevant to marketing and sales in a military and pseudo-military environment.
• Be self-motivated with good ability to work alone or in a dynamic, team-oriented environment.