Business Development Manager
1 month ago
Understand and define Gardner Aerospace’s position in our Marketplace for Detail parts, Aircraft structures and related market sectors.Develop and manage the relationships with Gardner’s strategic customers and business development partners (Consultants, project managers, and agents) to develop new activities and new prospects, and to manage contracts in their execution.Responsibilities:Market analysis and Intermediary organisations:-Understand and define market segmentation and competitor analysis and trends to assess Gardner’s relative strength and weakness.-Identify and manage key business partners and intermediaries who help understand and define our market position and achieve our mission. Lead strategic decisions in shaping these relationships.Customers:-Be the point of contact for Gardner Group's supply to its key account customers.-Represent Gardner at our customers, represent our customers at Gardner.-Have a detailed knowledge of the organization, needs and requirements of our customers to be able to share it internally with Gardner members, and vice versa.-Understanding market share in key accounts and developing plus achieving a sales and marketing plan and budget for these key accounts.-Develop Gardner's business portfolio with its customers in line with its strategy.-Influence the industrial and technical choices within Gardner to better meet the expectations of our customers.-Participate in customer reviews such as BR (Business Reviews), PRM (Programme Review Meetings), …Tenders:-Obtain new call for tenders in line with Gardner's industrial and commercial strategy.-Organize, instruct, and prepare responses to call for tenders in accordance with Gardner's internal processes.-Present to the customers the industrial, technical, and commercial part of the offers.-Ensure the follow-up of offers, negotiate, provide the necessary answers to ensure award and closure of the contract and associated industrialisation.Contract execution:-Lead the development contract and project management of key contracts to ensure adherence to Customer requirements.-Define that the conditions of existing contracts with the customers.-Identify all extra and non-contractual activities conducted internally to align with customer needs (modifications of definition, additional requests, delays penalizing our production lines, etc.).-Lead sales budget process for Gardner sites and group sales forecasts.-Actively support of new industrialization until the transfer to series by communicating with customers and helping the leading & the production sites.-Ensure the adequacy, in terms of profitability, non-recurring cost and cash flow, with their impacts on the P&L, of the programs with the business cases which will have been used for the submission of the offers.-Provide support to the Programs on operational matters (operational performance of OTD deliveries and OQD quality, late orders) when necessary.Various:-Assist other members of the business development team and Gardner functions, in various data analysis and interpretation tasks, ensuring that the department achieves its objectives.-Develop the relationship with the other departments that are closely involved in these activities: costing, legal, programs, purchasing, production sites, etc.Business skills required:* Full use of Office software: Word, Excel, Power point* To know:* the aerospace industry (market, competition, etc.)* aerostructure manufacturing techniques (machining soft/hard metals, fabrication, assemblies)* the principles of commercial law* the financial analysis of an offer and the construction of a business plan* the associated sales and negotiation techniques* the principles of business management* Read and interpret manufacturing standards/specifications, drawings and models.* Prospect new customers* Build responses to calls for tenders.* Able to manage third party and intermediary business relationships (agents and consultants).* Analyse commercial and financial results* Negotiate contracts including technical, financial and legal characteristics.* Work to very short deadlines, be results oriented.Soft skills required:* An effective and convincing speaker* Respectful and empathetic* Autonomous, also able to work in a team and take initiatives.* Detail-oriented and able to analyse and present information in a clear and concise manner.* Rigorous and conscientious in his work* Mobile and flexible to travel for short periods.* Integrating well into a team with the spirit of the group prevailing over the individual spiritVarious:* University degree required at Bac+5 level (Business or Engineering School)* Successful minimum experience of 5 years in a similar role and in the aerospace industry
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