Develop and convert commercial opportunities for the Company’s advanced powertrain systems, building a sustainable sales pipeline and long-term customer relationships across targeted mobility and industrial markets. Own the commercial progression of opportunities from market identification and lead generation through prospecting, customer engagement, technical discovery, RFQ, negotiation, agreement and order confirmation. Work with the Commercial Project Lead and relevant technical and operational functions to ensure opportunities are well qualified, commercially viable and technically achievable. Use customer engagement and market insight to identify new applications and inform growth priorities.
Main duties and responsibilities
Sales & Business Development
* Build and manage the sales pipeline across agreed markets, applications and target accounts; identify, prioritise and pursue new opportunities.
* Develop relationships with OEMs, Tier 1 suppliers, system integrators and relevant partners; qualify opportunities by customer need, technical fit, timing, volumes, commercial potential and manufacturing capability.
* Progress opportunities through defined sales stages, maintain accurate CRM records and engage internal resources at the right time, working closely with the Commercial Project Lead (CPL).
Market Insight, Marketing & Lead Generation
* Use customer discussions, industry contacts, market data and competitor/technology trends to identify attractive sectors, geographies, applications and emerging customer needs.
* Monitor developments in electrification, powertrain technology, and embedded software; share insights with Sales, Engineering and R&D and identify future product opportunities.
* Work with available marketing resources on targeted lead generation, campaigns, customer-facing materials and commercially relevant events; represent the Company at appropriate exhibitions, conferences and networking activities.
Customer Engagement, Technical Discovery & RFQ
* Lead or coordinate initial outreach and customer discovery with the CPL, building credibility with engineering, purchasing, procurement and senior decision-makers; support confidentiality/NDA processes.
* Capture customer and programme requirements, including application, performance/duty cycle, cooling and environmental needs, timing, volumes, target cost, manufacturing/supply requirements and compliance.
* Qualify commercial viability before significant engineering resource is committed; coordinate RFQs and cross-functional feasibility reviews with Engineering, R&D and the CPL, ensuring requirements and feedback are shared internally.
Proposals, Negotiation, Contracting & Orders
* Coordinate viable quotations and proposals with the CPL, Engineering, Procurement and Finance; develop value propositions and support pricing and business-case development.
* Lead customer commercial discussions and negotiations within agreed authority; resolve terms relating to pricing, warranty, liability, IP, volumes and supply arrangements with relevant stakeholders.
* Ensure agreed terms are reflected in contracts and order documentation; coordinate PO review, resolve discrepancies with the CPL and Finance, support customer onboarding and maintain the commercial relationship through handover to delivery.
Customer Growth, Strategy & Reporting
* Develop strategic customer relationships, identify repeat business and additional programmes, monitor customer needs and risks, and escalate commercial issues appropriately.
* Provide evidence-based market/customer input into target-market priorities, product roadmaps and integrated system opportunities.
* Report on leads, qualified opportunities, RFQs, quotations, negotiations, expected orders, forecast revenue, target accounts, market developments and risks; monitor conversion, opportunity ageing and forecast accuracy, and contribute to sales plans and KPIs.
Key Deliverables / KPI’s
Qualified pipeline value and new opportunities; progression to RFQ and RFQ-to-order conversion; order intake/booked revenue; forecast accuracy; number/value of new customer accounts and strategic account progression; sales-cycle progression/opportunity ageing; customer engagement; and useful market/application insight.
Skills and Experience required
Essential:
Proven technical B2B sales/business development experience and a track record of winning new business; experience selling engineered products, systems or components to OEMs, Tier 1s or technically sophisticated customers; sales-pipeline/CRM management; customer negotiation and proposal development; strong relationship skills; ability to communicate technical concepts to commercial and engineering audiences; and experience working collaboratively with technical teams
Salary description
£70000.00 - £80000.00 per year