Business Development Manager, Vacuum Formed Products - Remote Europe
- Morgan Advanced Materials
- Sep 24, 2022
Full time
Executive
Job Description
Overview:
Morgan Advanced Materials is a world leader in advanced materials science and engineering of ceramics, carbon and composites. We operate in a series of well-defined markets where our applications expertise offers our customers a valuable differentiator, engineering high-specification materials, components and sub-assembly parts that solve their challenging technical problems.
The Thermal Ceramics division designs, manufactures and installs a broad range of thermal insulation products that significantly reduce energy consumption and emissions in a variety of high temperature processing applications. Our product offering is extensive and covers application needs from Industrial to Commercial markets.
Group Key Figures: Revenue £910m (2020), 7,500 employees, manufacturing in 30+ countries, and customers in 100+ countries. A UK PLC with head office located in Windsor, Berkshire UK. Listed on London Stock Exchange; Member of the FTSE 250 Index.
Thermal Ceramics Europe, a division of Morgan Advanced Materials PLC has a dedicated high temperature vacuum forming factory located in Lillebonne, France. Using Morgan's proprietary market differentiated fibres, we see this as a significant growth market for the future.
The purpose of this role is to identify and convert opportunities for these products within existing and new markets to significantly increase our sales of this key product line.
Due to the market specialism involved to be a successful applicant a minimum of 3 years in selling vacuum formed products will be required.
Job Purpose
• Define a business acquisition strategy including identifying and prioritising key sub markets for new business development with clear sales objectives for each identified sub market.
• Identify new, commercially advantageous business opportunities both within sub markets and in market adjacencies
• Convert new opportunities into sales
• Manage relationships with key assigned accounts, where relevant, to maintain existing business
• Grow sales, where relevant, with existing customers
Responsibilities:
• Monitor market conditions, trends and customer needs
• Agree and take responsibility for sales and growth targets (revenue, margin and profit) for each assigned prospect; aim to maximise share of customer budget versus competitors
• Contact new and existing customers to sell products, arranging meetings to demonstrate products
• Developing a robust pipeline of qualified opportunities, driving them through the five stages of opportunities/conversion (as captured in the NBDP tool);
• Generate new business leads e.g. by participating in trade fairs; networking; researching potential customers
• Write proposals and tender responses
• Follow-up on enquiries, quotations, deliveries and complaints in cooperation with customer service and quality team
• Manage the New Business Development Pipeline (NBDP) tool, updating budgets and forecasts frequently
• Increase, where relevant, level of spend among key assigned accounts, either by increasing scale of current activity, or developing new activities with key accounts
• Provide commercial and technical support to customers
• Hold up-to-date customer contracts/agreements
• The above is not intended to be an exhaustive list of all duties and responsibilities required. Other duties may be assigned
Key result areas
• Monitoring market conditions, gathering information about customer needs
• Identifying potential customers, qualifying them and driving the development of a robust pipeline of opportunities and, where relevant, to grow existing accounts
• Selling to existing and potential customers face-to-face
Qualifications:
• Knowledge of sales techniques: knowing about different ways of selling, sales models, account management approaches, account planning methods, pricing structures
• Knowledge of Morgan products: features, advantages and benefits, and how customers use them to support their own businesses
• Knowledge of Vacuum formed products and the markets they are used in
• English language skills required, French desired, other European languages are beneficial.
• Have worked for a vacuum former or other similar company.
• Working with customers: experience of discovering customer needs and developing customer relationships, evaluating and improving customer satisfaction
• Channel Management: experience of managing distributors and agents, where the relationship to the end customer is indirect
• Forming a sales approach: experience of forming a go-to-market strategy for a defined audience
Morgan Advanced Materials is an EEO/AA/M/W/D/V Employer
Morgan Advanced Materials is a world leader in advanced materials science and engineering of ceramics, carbon and composites. We operate in a series of well-defined markets where our applications expertise offers our customers a valuable differentiator, engineering high-specification materials, components and sub-assembly parts that solve their challenging technical problems.
The Thermal Ceramics division designs, manufactures and installs a broad range of thermal insulation products that significantly reduce energy consumption and emissions in a variety of high temperature processing applications. Our product offering is extensive and covers application needs from Industrial to Commercial markets.
Group Key Figures: Revenue £910m (2020), 7,500 employees, manufacturing in 30+ countries, and customers in 100+ countries. A UK PLC with head office located in Windsor, Berkshire UK. Listed on London Stock Exchange; Member of the FTSE 250 Index.
Thermal Ceramics Europe, a division of Morgan Advanced Materials PLC has a dedicated high temperature vacuum forming factory located in Lillebonne, France. Using Morgan's proprietary market differentiated fibres, we see this as a significant growth market for the future.
The purpose of this role is to identify and convert opportunities for these products within existing and new markets to significantly increase our sales of this key product line.
Due to the market specialism involved to be a successful applicant a minimum of 3 years in selling vacuum formed products will be required.
Job Purpose
• Define a business acquisition strategy including identifying and prioritising key sub markets for new business development with clear sales objectives for each identified sub market.
• Identify new, commercially advantageous business opportunities both within sub markets and in market adjacencies
• Convert new opportunities into sales
• Manage relationships with key assigned accounts, where relevant, to maintain existing business
• Grow sales, where relevant, with existing customers
Responsibilities:
• Monitor market conditions, trends and customer needs
• Agree and take responsibility for sales and growth targets (revenue, margin and profit) for each assigned prospect; aim to maximise share of customer budget versus competitors
• Contact new and existing customers to sell products, arranging meetings to demonstrate products
• Developing a robust pipeline of qualified opportunities, driving them through the five stages of opportunities/conversion (as captured in the NBDP tool);
• Generate new business leads e.g. by participating in trade fairs; networking; researching potential customers
• Write proposals and tender responses
• Follow-up on enquiries, quotations, deliveries and complaints in cooperation with customer service and quality team
• Manage the New Business Development Pipeline (NBDP) tool, updating budgets and forecasts frequently
• Increase, where relevant, level of spend among key assigned accounts, either by increasing scale of current activity, or developing new activities with key accounts
• Provide commercial and technical support to customers
• Hold up-to-date customer contracts/agreements
• The above is not intended to be an exhaustive list of all duties and responsibilities required. Other duties may be assigned
Key result areas
• Monitoring market conditions, gathering information about customer needs
• Identifying potential customers, qualifying them and driving the development of a robust pipeline of opportunities and, where relevant, to grow existing accounts
• Selling to existing and potential customers face-to-face
Qualifications:
• Knowledge of sales techniques: knowing about different ways of selling, sales models, account management approaches, account planning methods, pricing structures
• Knowledge of Morgan products: features, advantages and benefits, and how customers use them to support their own businesses
• Knowledge of Vacuum formed products and the markets they are used in
• English language skills required, French desired, other European languages are beneficial.
• Have worked for a vacuum former or other similar company.
• Working with customers: experience of discovering customer needs and developing customer relationships, evaluating and improving customer satisfaction
• Channel Management: experience of managing distributors and agents, where the relationship to the end customer is indirect
• Forming a sales approach: experience of forming a go-to-market strategy for a defined audience
Morgan Advanced Materials is an EEO/AA/M/W/D/V Employer
About Morgan Advanced Materials