Horstman Defence Systems Limited, Bath, UK

BUSINESS DEVELOPMENT EXECUTIVE

The Business Development Executive (BDE) works as part of the global Horstman team to identify, shape and capture new business from new and current core customers, driving order intake for Horstman and RENK group.  The BDE services existing accounts, obtains orders and establishes new accounts by planning and organizing daily work schedule to call upon assigned new accounts or by developing new potential contacts through trade shows and conference attendance.

Basic function:

The BDE must work at pace across multiple pursuits, collaborating closely with the Commercial and Engineering functions of the group as prospects move through Horstman’s business development process from prospects into opportunities and eventually into long term sustainable relationships. The BDE will use their exceptional customer relationship skills to develop new customers and maintain relationships with existing customers.

The BDE will be the capture lead for a significant part our order intake plan. They will be a capable and dynamic team player, working confidently with a range of international customers and able to flex between leading and supporting multicultural ad-hoc teams.  

Engaged with our specialists from across the whole business they will enhance the probability of successful capture and help drive operational efficiency improvements. In particular they will lead the business development process and work closely with Engineering and Commercial colleagues in shaping pursuits, winning work and liaising with customers. Technical responsibility rests with the Horstman group Design Authority.  Business capture strategy responsibility rests with the BDE.

Responsibilities start with opportunity and pursuit identification, requirement shaping, capture planning, concept generation, customer briefings and demonstrations, bid/no bid decisions, proposal writing, price-to-win, customer negotiations and contract award.  

The BDE will be required to prepare for and run company visits, equipment demonstrations, shows and exhibitions. They will organise and lead proposal writing, manage individual pursuits and budgets including expenses.  They will be responsible for capturing their delegated pursuits and delivering on the group’s 10 year order intake plan.

The role is in a key position regarding proper business ethics, export / trade compliance, fraud prevention and anti-corruption measures. They will at all time work in compliance with the RENK Group code of conduct, the UK Bribery Act and the US Foreign Corrupt Practices Act.

Duties & Responsibilities

 

  • Generate new business by leading the end-to-end business development process including shaping customer requirements
  • Shaping the market space for new products and creating new opportunities
  • Develop marketplace information, customer and competitor intelligence to inform Horstman product development and business development strategy
  • Communicate the ‘voice of customer’ to the Horstman leadership team and manage customer expectations
  • Draft, review, negotiate and agree; agreement, MoU’s, contracts and other legal documents for and on behalf of the Company within Authorisation Limits.
  • Create, maintain and be responsible for delivery of delegated aspects of the order intake plan
  • Work collaboratively with Horstman and RENK colleagues, mentoring and supporting their  professional development and succession planning where appropriate
  • Work flexibly with ad-hoc capture teams as required to win new business – with role varying from leading, participating, developing and motivating as required.
  • Lead the development of bid and proposal, develop the price to win, provide inputs to the cost/price estimates and lead negotiations
  • Coordinate prospective and existing customer visits (inbound and outbound) with senior management and colleagues. Ensure secure, safe and productive itineraries
  • Proactively participate in continuous improvement initiatives that improve the business, processes, procedures, working practices and people
  • Work ethically at all times. Ensure compliance with global export and licensing rules
  • Other duties as required

 

Knowledge & Ability Required

The post holder is required to have / be:

  • Bachelor’s degree in Business, Engineering, Science or equivalent experience
  • Excellent people skills including the ability to empathise, listen and communicate
  • Proven problem-solving abilities, leadership and team skills to work together towards a common goal.
  • Agile, driven self-starter with great conflict resolution abilities
  • Ethically aware and results orientated
  • Successful and experienced international Business Developer with a track record of success in defence or related high integrity engineering markets
  • Demonstrated ability to develop a network of customers and businesses
  • An existing network of relevant international contacts in government and industry
  • Able to rapidly understand and confidently promote complex engineered solutions to address customer problems.
  • Willing and able to undertake significant and extended international travel
  • Able to multi-task and work to tight deadlines
  • Excellent IT skills including Microsoft Outlook, Excel, PowerPoint and Word
  • Right to work in host company location, travel internationally (passport, visas, driving licence and other documentation as required)
  • Fluent command of written and spoken English

 The Post holder will desirably have, or will be able to develop with training:

  • A knowledge of suspension, transmissions or related driveline technologies and markets
  • A knowledge of physics-based vehicle dynamics modelling and simulation and virtual or extended reality-based immersive simulation solutions
  • A knowledge of environmental control and power generation systems
  • A knowledge of high integrity engineering service provision, such as design services, quality manufacturing, supply chain and programme management
  • A comprehensive understanding of capture planning including price-to-win Experience of defence, military , automotive or high integrity engineering
  • Experience with UK, CA, US, DE trade compliance legislation for defence products and services
  • Additional language skills are desirable
  • Able to obtain a relevant security clearance (eg UK SC, Canadian CGP)

Host location

This role requires significant mobility and business travel. An employing (host) company will be agreed with the post holder from the Horstman group of companies, which may be different from the country of residence of the holder. Remote working will be supported, with exact details and implications for site attendance, travel and expenses to be covered by the individual employment agreement.

 

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HORSTMAN Group

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HORSTMAN Group
Phone number
+44 1225 423111
Email
information@horstmangroup.com

HORSTMAN Group

Phone number
+44 1225 423111