Business Development Manager

4 weeks ago

Linlithgow West Lothian, United Kingdom Octagon Group Full time

Business Development Manager (EMEA) Calnex is the world leader in test and measurement solutions with over 600 customers in over 68 countries around the world. Based in Linlithgow, Scotland - Calnex is managed by a team with exceptional technological expertise. Our Engineering team in the UK works closely with marketing, sales, and operations to turn market and customer requirements into high-quality, winning products. It truly is a team effort. That’s why we want talented people like you to join us and help make the future happen. The Calnex instrumentation portfolio is underpinned by a powerful, proprietary platform technology that enables equipment manufacturers, whatever their chosen technology, to fully validate performance and prove compliance with rigorous international standards – the key to unlocking their future sales pipeline. We enjoy supportive, collaborative working relationships with all our employees across the world in the UK, Italy, Americas, Canada, India, China, Japan, Taiwan and Hong Kong. An inclusive company that listens to our employees, Calnex promotes a fulfilling, positive and rewarding company culture. Our culture allows people to learn and develop in a supportive environment, providing a chance to develop your career in an innovative, experienced team where you can bring your skills and experience to drive our future success.​Strong teamwork skills are a critical requirement for this role as everyone will be expected to work together to achieve the company goals, as well as their individual goals. Calnex is seeking individuals who are motivated by operating in a challenging, and continuously improving environment. Based at our HQ in Linlithgow, or alternatively remotely in the European region, the BDM will be the primary business and technical interface to our customers and partners in several countries in the EMEA region. ​​​​The role: Reporting to the Regional Business Development Director (BDD) located in the UK.​ The BDM will be viewed as the industry expert in the EMEA market with support from the wider Calnex team. The BDM will be the primary interface to local partners, distributors, and customers in several countries in EMEA. The BDM will be responsible for putting together sales plans with our partners to ensure the latest technology, industry, and product information is effectively shared with customers to maximise sales in the region. The successful candidate will ideally have the following attributes.

  • Network Timing and Synchronisation Knowledge
  • Ethernet/IP Networking Knowledge
  • Cloud / Datacentre Applications and Networking knowledge
  • Experience working with Telecom Operators and Network Equipment vendors
  • 5+ years of experience in Sales or Business Development, preferably in Telecom and/or Enterprise Test and Measurement companies
  • Willingness to travel at least 50% of the time
  • Bachelor’s degree (preferably in Engineering)
  • Effective presentation and communication skills
  • Proficient in written and spoken English
  • Team Player with strong collaboration skills
The BDM will be motivated to achieve the company goals.​This motivation will come from a combination of:
  • Thriving on the opportunities and challenges presented by a growing company.
  • Recognition as the industry expert for key technologies for 5G and Cloud deployments.
  • The thrill of understanding customer’s needs and providing solutions that result in a win/win for both the customer and Calnex.
  • Solving customer issues and the reward of problem-solving.
  • Being the channel for Calnex to further understand how our customers use our products and contribute ideas to improve our products and solutions.
  • Personal development through successful execution of the role.
  • Working in a flexible environment where you are willing to support others to ensure team success.
  • Enjoying a friendly, inclusive and fun work environment.
Key Roles & Responsibilities
  • Build yearly sales plans in collaboration with our sales partners with key goals and metrics to maximise the addressable business in the region.
  • Actively seek opportunities working with the Sales Partners and motivating them to identify, build and close profitable orders to meet and exceed Calnex’s regional order target.
  • Develop relationships with our channel partners. Ensure the partners are trained to successfully sell our solutions.
  • Developing and daily management of the opportunity pipeline.
  • Organising and conducting successful customer trials that lead to sales. Significant amount of international travel is expected to visit existing, and identify potential new, customers.
  • Provide input for outbound marketing collateral.
  • Provide technical support (in person and/or remotely) for customer trials and evaluations with the support of the local FAE and/or HQ support teams.
  • Act as the first point of contact for customers for technical and application queries and ensure responses are sent in a timely manner.
  • Maintain the Calnex record/database of customers and contacts. Circulate meeting notes on customer and partner engagements.
  • Represent the company at promotional events e.g. exhibitions, trade-shows, conferences, seminars, etc.
  • Input market and customer feedback into the Calnex Business Teams
  • Manage commitments to customer – drive delivering what the customer needs, by close interaction with the customer and agreeing aggressive and realistic targets with our internal Product teams.
Calnex rewards success, offers competitive salaries and a comprehensive benefits package in the regions where we work. A critical element of Calnex’s ethos is to be a company that people enjoy working for and with. Personality fit and a positive attitude to both fellow employees and all other people that may be encountered while the individual represents Calnex will be a key attribute of the successful candidate. Calnex are an Equal Opportunity Employer. Take a look at our website to find out more about what we do and what it’s like to be an employee at Calnex If you'd like to work in a dynamic environment alongside talented people who take pride in delivering great results, please apply

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