Business Development Manager

2 months ago

Southampton, United Kingdom Ocean Software Full time
  • This is a hybrid working arrangement i.e. work remotely from home and travelling within EMEA
  • The successful candidate could be located in the UK, Belgium, Netherlands or Denmark with the ability to travel and service customers across the EMEA region
  • Basic salary of EUR 100K - 105K


Our Opportunity:

We are seeking a highly motivated and passionate Business Development Manager to drive the development of new business opportunities for Ocean Software within the Defence market. Whilst business development is the primary focus, supporting the wider sales team with the further development of existing accounts also forms part of the role. The role will require regular travel within the EMEA region.


The position reports to the Head of Sales & Marketing and will work in collaboration with other key Ocean staff, many of whom are based in Melbourne, Australia, in the pursuit of new business across the region.


Key responsibilities include:

  • Ownership of agreed new business sales within the Defence market, including marketing support, lead generation, opportunity management, bid capture and transition to implementation
  • Innovate and pro-actively identify and grow regional revenue in-line with company objectives
  • Identify and measure market opportunity, key partner relationships and create associated sales campaigns
  • Build on Ocean’s corporate relationships and personal networks, while establishing new contacts in Ocean’s sectors of interest
  • Assess and analyse new market potential in support of Ocean’s corporate objectives
  • Liaise with Marketing to develop sales strategies and campaigns that target new opportunities and support event and show participation
  • Regularly update, at least weekly, and ensure ongoing maintenance of the Ocean CRM system (HubSpot) to track all opportunities
  • Work collaboratively with internal stakeholders to create the material required to support presentations and commercial documentation including, but not limited to, proposals and contracts
  • Gather and report on competitive intelligence related to specific market opportunities
  • Plan and attend industry events and trade shows to capture new business and act as an ambassador for Ocean
  • Manage and negotiate sales contracts and other business-related documents
  • Accurately forecast Sales and Revenue attainment
  • Prepare accurate and timely status and other reports as required and requested
  • Meet and exceed personal Sales targets to support Ocean’s strategic plan
  • Develop and maintain a close working relationship with Ocean’s partners


Necessary Skills and Experience:

  • Degree qualified in Business, Management or Information Technology, and with experience working in a Business Development role within the defence industry, with demonstrated ability to meet or exceed targets
  • Experience and understanding of the government and military procurement process, particularly in the EMEA region, with associated financial acumen relating to bid and proposal development
  • Have a demonstrated track record of complex Business Development/Sales experience and be capable of developing an in-depth knowledge of current trends, issues and challenges facing customers
  • Demonstrate experience and proven success in the field of Business Development, including prospecting for new business, shaping business development strategies, prioritizing pursuits, and winning deals using consultative selling techniques
  • Have a demonstrated ability to create opportunity/Sales plans, with customer analysis, value proposition development, and account growth expectation
  • Possess experience in the preparation of proposal submissions in response to RFx’s
  • Demonstrate evidence of having a robust and relevant network of contacts within the military, defence and aviation sectors.
  • Have the ability to acquire an in-depth knowledge of Ocean’s products and service offerings and their application in the market
  • Understand the broader technical aspects of Ocean’s solutions through a solid understanding of Information Technology, including the Software Development Life Cycle (SDLC)
  • Have an ability to interpret complex customer requirements and attitudes from verbal and written communications
  • Have excellent written and oral communication skills
  • Be proactive, confident, and a self-starter
  • Possess a ‘hands-on’ consulting work ethic
  • Be an individual who can work effectively in a small to medium company environment, with a demonstrated ability to operate independently and within defined boundaries
  • Possess a background or a thorough understanding of the Military and Aviation environments
  • Valid, clean UK or EU driving license
  • Government security clearance in either UK or the EU, or the ability to obtain one.


So why should you come and work with us?

  • On offer is a diverse health and wellbeing program.
  • Employee Counselling Services.
  • Paid Parental Leave Program.
  • Staff referral program.
  • Specialist Leave - supporting our communities.
  • Provided is full access to education, training, and resources via the LinkedIn Learning platform.
  • Graduate, professional development and leadership programs.
  • Corporate and team social events and more.


So, if business development is your passion and you are interested in how you could shape the growth of our EMEA market - then we would like to hear from you

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