Business Development Manager

Indra Park Air work with customers all over the globe to make air travel safer. For over 60 years we’ve been one of the leading producers of VHF and UHF radios, providing the vital link between the ground and the air for passenger, freight and military aircraft. The reasons behind our success are simple and won’t change. First, we work harder for the customer than the rest. We take time to truly know their needs and create the right product for them. We train them how to use it, we won’t let our equipment be deployed until every detail is right, and then we provide the best care and service for all our products. At Indra Park Air we stay the best by looking to the future – to new requirements and new possibilities. A radio remains a radio, but we never stop thinking about how we can improve it, and how it can offer more to our customers. It’s no wonder that we are one of only 2% of companies worldwide to hold PLATINUM Level in Investors in People Accreditation. At Indra Park Air, our values guide everything we do, from developing industry-leading technology to supporting our customers around the world. Innovation - Our capacity for innovation, cutting-edge solutions, and specialised team of professionals enable us to drive a safer, more connected future through technology. Trust - We work with strength, commitment, and reliability, delivering quality solutions to build trust with customers, employees, partners, investors, and society. Connection - We harness the power of collaboration, connect ideas and solutions, and adapt to our customers' needs, supporting them on the path to a better future. Foresight - We anticipate future needs to make the world safer and more connected, transforming our experience and knowledge into solutions for a better tomorrow. As a Business Development Manager, you will: - Take responsibility for sales within Middle East (see Region Responsibilities), building relationships with customers to proactively identify their needs, shape their requirements, develop the company’s bid strategy and ultimately support the negotiation of a successful contract. - Contributing to the development of the long term strategic business plan - Developing, building and maintaining both new and existing long term customer relationships - Developing new ways of positioning and promoting our complete product portfolio with potential customers - Gathering market intelligence and analysing market developments / trends in order to develop and maintain the regional strategy and identify future in-region opportunities. - Pursuing opportunities arising from this analysis, both in the short term and long term. - Being accountable for the accuracy of regional pursuit information held within salesforce. - Achieving the regional awards target to contribute to annual awards budget for the business in line with the annual operating and long term strategic business plans - Providing Capture Management lead to multi-disciplinary teams for new business pursuits, developing and directing strategy to maximise win probability. - Leading final contract negotiations to conclusion in line with delegated authority. - Managing in-country partner relationships ensuring they understand and comply with the Northrop Grumman Standards of Business Ethics - Coordinating and overseeing all enquiries, quotes and tenders and all other enquiries in response to customer requirements - Understanding and conforming to the standards contained in the Northrop Grumman Standards of Business Ethics and ensure that all staff reporting to this position are informed about the standards and related policies and enforce them within this supervised activity. Region responsibilities Middle-East and Africa - The region includes the continent of Africa, the Arabian peninsula, Lebanon, Syria, Jordan, Kuwait, Iran, Iraq, Afghanistan and Pakistan. It includes the western Indian Ocean islands (excluding Maldives). Accountabilities - Solid understanding of the business, financials and products/services, the market and needs of assigned accounts - Work with complex and/or large territory/account, products/ services, sales or account management processes - Plan own territory or account approach and manage own resources - Manage accounts in a large domestic or small multi-country territory - Lead a small sales team but without supervisory authority - Train and mentor junior staff Differentiators - Leads the work of small project team/ formally train junior staff as required - Contribute to process improvements - Exerts some influence on the overall objectives and long-range goals of the organization. Erroneous decisions or failure to achieve objectives would normally have a serious effect upon the administration of the organization. Requirements What are we looking for: - Relevant language skills (desirable) - Diploma or degree in an engineering or business discipline - Knowledge and Experience of Business Development ATC and / or radio communication systems desirable - An understanding of trending electronic industry technologies, standards and applications - International sales, marketing or business development role of complex technical products - Leading the end to end business capture at different levels. - To be a strong team player who is creative, goal orientated, customer focussed and effective negotiator - Expertise in an aspect of business, financials, products/services, the market and the needs of assigned accounts - Excellent written and verbal communication skills. - Has the ability to travel regularly within the region in addition to some national and international travel. - Embraces and thrives in an environment of change, especially with respect to new technology such as emerging communication and collaboration tools. - Brings innovative thinking and creative problem-solving skills to all situations. - Able to influence at all levels - Professionally impressive, able to and lead a team and gain the respect of peers across the business group. - Strong commercial acumen, reinforcing a deep awareness of the military and ATM culture. Note - In special circumstances individual requirements can be relaxed, e.g. additional experience can be taken in lieu of qualifications. Security Clearance: Baseline Personnel Security Standard (BPSS) clearance is required and must be maintained for this role. Please note that in the event that BPSS clearance cannot be obtained, you may not be eligible for the role and/or any offer of employment may be withdrawn on grounds of security. Please see the link below for further details regarding the requirements for BPSS clearance: https://www.gov.uk/government/publications/united-kingdom-security-vetting-clearance-levels Benefits - Flexitime and core hours – 37.5 hrs a week, core hrs between 0930-1500 - Enhanced Holiday – 25 days plus bank holidays - Enhanced Pension Scheme – up to 8% company contribution - Life Assurance - Liberty Days - you can request up to 3 days of your annual leave ‘on the day’ - Buying and Selling Holidays - Long service and retirement awards - Private healthcare - Flu vaccinations - Cycle to work scheme - Subsidised staff canteen - Free parking - Training - Continuous Learning - Employee Assistance Programme and Wellbeing Services Indra Park Air is an equal employment opportunity employer. Applicants are considered without regard to race, colour, religion, sex, sexual orientation, gender identity, origin, disability or other characteristics protected by law.