OEM Defense Business Development Manager

Goodridge USA•Mooresville, NC

3d•Hybrid

About The Position

Goodridge is the world’s leading manufacturer of performance fluid transfer systems, operating in the OEM, automotive, motorcycle, motorsport, defense and specialist industrial sectors. This dynamic private company manufactures in ten facilities globally and supplies customers around the world with a unique combination of design, innovation, reliability and outstanding service. Goodridge has a turnover of over $62m and operates globally with manufacturing and distribution operations in the UK, USA, Mexico and Europe, employing more than 300 people worldwide. Seeking a driven, self-motivated and technically astute OEM Defense Business Development Manager to spearhead sales growth. Must have a proven track record, strong network and understanding of automotive manufacturing, niche vehicle platforms and technical requirements. To take ownership and drive the full defense sales cycle – from prospecting and qualifying, relationship building to commercial negotiation and closing. Supported by a technical and operational team.

Requirements

Proven track record within business development or technical sales within the defense industry, with ability to sell value-based technical solutions.
Excellent experience/ understanding of the full sales process/ techniques and how they are managed within the wider business operations.
Excellent communication and organization skills. Strong commercial acumen, conscientious with the ability to display tenacity and resilience.
Have experience of utilizing and employing strong consultative sales techniques to uncover and achieve customer requirements. Highly self-motivated and comfortable working independently within a commission-led model.
Strong relationship management, negotiation and influencing skills.
Comfortable with regular travel within the US.
Fluent in English.
Minimum 5 years Business Development Manager (or equivalent) experience within an OEM defense manufacturing/ engineering/ technical environment.
General level education in Math, English and a technical subject, ideally with working knowledge of Microsoft Excel.
This position requires frequent travel, therefore a full driving license and car insurance are required.

Nice To Haves

Multiple language skills are preferred but not essential.

Responsibilities

Maximize the opportunity, turnover and profitability of the OEM business unit, ensuring consistent, profitable business growth.
Contribute and support the development and execution of the company’s defense business strategy.
Identify, target and secure new defense business opportunities within the UK and Europe.
To lead a structured sales process and prepare commercial proposals, quotations and contracts aligned with the company strategy and governance guidelines.
To understand customer needs and actively engage, enable and promote Goodridge products and solutions to ensure customer satisfaction is achieved to the highest standard.
Develop and manage relationships with key decision makers (procurement, engineering, project management) to ensure commercial and project milestones are successfully met.
Co-ordinate the cross functional OEM team to ensure the effective management of resources and achievement of customer RFQ deliverables.
Meet and exceed KPIs relating but not limited to new leads, RFQ conversion, RFQ completion lead time, profitability.
Ensure technical competence with the ability to interpret, understand and discuss customer technical requirements.
Act as a point of risk management, escalation, and governance within the OEM defense business unit.
Ensure internal and external stakeholders are aware of changing customer requirements, which are recorded and administered correctly via formal sales tools/ processes.
Provide feedback of market insights/ intelligence to business stakeholders - ensuring internal and external stakeholders have full and complete information to perform effectively.
To cultivate a ‘pro-active’/ ‘can-do’ energy. Leading with a strong communicative and collaborative approach.
Represent the company at industry exhibitions, trade shows and technical conferences/ customer meetings.
Ensure compliance to company best practice and professional customer contact and presentation.
Maintain accurate CRM records, customer sales forecast. Provide and support the accurate preparation and presentation of monthly, quarterly and annual Sales Budgets/ forecasting and analysis of key trends.