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  • Title:

    Business Development Manager (OT & Cyber)

  • Location:

    England

  • Salary:

    Negotiable

  • Contact:

    Simon Prince

  • Contact email:

    sprince@belcan.com

  • Job ref:

    JO0000023582_1654613159

  • Published:

    19 days ago

  • Expiry date:

    2022-07-07

  • Startdate:

    ASAP

Belcan's Advanced Solutions facility in London (BAS) is a specialist technical services provider and engineering consultancy with core services encompassing multi-disciplinary (MEICA) design engineering, multi-vendor systems delivery, operational technology (OT) cyber security, and COMAH and safety compliance.

Belcan is an international engineering firm founded over 60 years ago, providing engineering services, manufacturing and supply chain advisory services, and workforce solutions across Aerospace, Defence, Space, Utilities, Government and Automotive, serving customers in over 60 locations worldwide.

The Position

We are seeking an experienced Business Developer to expand our operational technology, OT cyber security, and systems integration services (design, installation, commissioning and service) into existing and new clients within the UK and increase revenue in line with company targets by growing the BAS customer base. The role will be home based with regular visits to our offices in South West London, Derby, Bristol, Runcorn and East Kilbride with travel to client locations. A competitive base salary is on offer along with additional performance incentives.

Key Responsibilities:

  • Identify and build relationships with new and existing clients
  • Grow the BAS customer base for OT engineering services and OT cyber security services
  • Increase BAS revenue in line with company targets

Key Work Areas and Duties:

  • Develop a focussed and measurable plan on how to achieve sales based upon an identified annual target/budget
  • Develop leads through cold calling end users and contractors in specified industries and verticals
  • Build client relationships to identify challenges and solution proposition
  • Register BAS with target markets through frameworks and relationships - public domain (advertised) and private (referrals, relationship development)
  • Ownership and preparation of OT, Cyber and Systems Integration proposals and solutions, in collaboration with the wider BD team and technical leads, in response to client identified needs
  • Input into and support in the preparation of other company bid submissions
  • Proactive in looking for emerging opportunities
  • Develop close relationship with our sister company, Belcan Test Systems, to demonstrate Systems Integration and manufacturing capability
  • Liaise closely with current Business Development team and senior management to ensure co-ordination and awareness exists across the BAS team
  • Provide regular progress updates to the BD team and senior management
  • Identify other cross-selling opportunities for the wider Belcan International organisation
  • Develop relationships with technical and commercial staff within target customers including control system OEMs, EPC contractors and end users
  • Identify and run campaigns aimed as specific industries, sectors, regions and/or functions
  • Arrange and attend meetings and presentations with clients as general introductions as well as project specific pitches
  • Arrange and input into BAS BD events such as client lunch and learns / webinars, in collaboration with technical leads.
  • Support and attend key industry events as part of an active marketing campaign
  • Present technical detail and advantages of propositions to customers including ability to provide detailed breakdown to show customers why a proposal will benefit their business technically and commercially
  • Answer customer queries on technical capability, commercial and proposal-specific technical issues
  • Provide a point of communication between the client and other Belcan Account Managers or Technical leads
  • Arrange follow-up meetings with clients for business retention and identifying further opportunities.
  • Maintain Salesforce as the tool for registering progress of opportunities and next actions
  • Maintain an up-to-date knowledge of industry trends and developments and the products or services we will include/offer
  • Provide hand-over support to the project execution team and commercial colleagues for secured contracts

Qualifications, Skills & Experience

Essential:

  • Knowledge of industrial systems and operational technologies (legacy and emerging)
  • Demonstrable experience and success in technical systems B2B sales
  • Excellent verbal and written communication skills, including facilitation of group presentations
  • Proficiency in Microsoft Office applications, including Outlook, Word, Excel, PowerPoint
  • Good understanding of industry, with the ability to become a subject matter expert 'on the job'
  • Innovation and problem-solving skills that include the ability to develop and propose service-based solutions for clients
  • Self-starter who works under own initiative
  • Good awareness of cyber security and emerging technology

Desirable:

  • Bachelor's degree in a relevant field/experience
  • Understanding and experience across a range of engineering disciplines
  • Experience of working in an industrial systems integration environment
  • Experience within the Utilities or Energy sector
  • Experience using Salesforce

Joining a team of 30 members of staff within Belcan Advanced Solutions, the role offers the opportunity to join a growing company with an expanding projects portfolio. Learning and development is actively encouraged for professional development, along with in-house mentoring opportunities.

This vacancy is being advertised by Belcan.