Business Development Manager

3 weeks ago

Manchester, United Kingdom TÜV Rheinland Europe Full time

TÜV Rheinland is a leading provider of technical services worldwide. We provide a broad range of testing, inspection and certification services to ensure the safety, reliability and regulatory compliance of engineering assets throughout their lifecycle. If you contribute your experience to us in the future, you will experience a surprisingly broad spectrum of national and international challenges, all of which are associated with safety, efficiency, and sustainability.



Job Summary

We are looking for a experienced Business Development Manager. The person will be responsible for the generation of order income and revenue from new and existing large and medium customers mainly through customer visits or industry events. Responsible for a region / area, portfolio or a cluster of customers as defined in the sales plan.


Office Location- Warrington or Billingham.

Working hours - 40 Hours per week


Job Description

  • Acts as the interface ("single point of contact") between the designated accounts and TÜV Rheinland; initiates regular meetings with customers' key contacts; initiates regular alignment with TR stakeholders representing product / service delivery.
  • Understands the UK High Hazards industry and in particular how capital projects fit into the overall strategy of businesses. Interfacing with our project and functional engineering team will be a key aspect of the role
  • Meets and exceeds sales targets: generation of order income and revenue from new and existing large and medium customers as defined in the sales plan.
  • Develops and maintains a customer focus list (together with Area Sales Manager) by proposing focus customers and business opportunities based on marketing leads, own opportunities, certificate expiry lists, market knowledge etc.
  • Identifies solutions for customer needs, if necessary, with the involvement of Subject Matter Experts.
  • A keen interest in sustainability and the energy transition would be preferable, along with willingness to learn about new technology in this space
  • Conducts regular status and strategy meetings with the customer's mid/senior management to understand their needs and links them to the TR's product / service strategies ("solution selling") as well as TR’s solution group leads. Initiates the development of new services / solutions for customer needs with TÜV
  • Generates new leads (e.g. on fairs) and converts assigned sales leads generated by e.g. marketing or other channels.
  • Executes customer visits and / or visits of industry events.
  • Acquires new customers.
  • Maintains / grows customer loyalty and ring-fences critical business through regular customer interaction and visits.
  • Maintains positive relationships with existing customers to up-sell the service portfolio.
  • Recovers lost customers.
  • Documents all activities in the relevant TR IT tools (e.g. Salesforce.com).
  • Responsible for the on-time delivery, quality and follow-up of the quotation according to the customer needs.
  • Follows up on quotations with customer (can be delegated to sales support).
  • Conducts the final negotiation of quotation and contracts with the customer in collaboration with relevant stakeholders / P&L responsible persons and in line with TR requirements.
  • Supports in the cash collection of unpaid / overdue invoices for the customers for which (s)he is responsible.
  • Contact for cross-BF (Business Function) / cross-BS (Business Stream) inquiries from other Sales colleagues.
  • Monitors market and competitors.
  • Conducts sales analytics in area of responsibility.
  • Participates in regular sales reviews with the disciplinary Supervisor.
  • Supports the Area Sales Manager in defining the yearly sales plan.
  • Other duties as assigned


What we expect of you?

Education:

  • University Degree in Engineering Discipline, Science, Business Administration or equivalent work experience.



Experience & Further Qualifications:

  • Fluent in English (B2 Upper intermediate), further language welcome but not required.
  • User knowledge in MS Office, Salesforce.com.
  • Hands-on mentality.
  • Strong consultative / solution selling and negotiation skills.
  • Visionary and strong communicator.
  • Pronounced interpersonal skills.
  • Time management skills and ability to prioritize.
  • 5-10 years of professional experience in Key Account Management or related area.
  • Experience in working in / with intercultural teams welcome but not required.
  • High hazard industrial experience or experience of selling within this field is preferred



Additional Requirements:

  • Driver's license required
  • Travel between 30% and 50% of working time



What we can offer you

  • Hybrid work model and flexible working hours
  • Annual bonus subject to company and individual performance
  • A package of benefits: private medical care, group life insurance, workplace pension scheme, employee discounts, Salary sacrifice options
  • Well being Support
  • Work in a friendly, diverse and high-qualified team with positive and cooperative working atmosphere
  • International environment and daily usage of foreign languages
  • Real development opportunities
  • Direct communication and no formal dress code
  • Employee referral program

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