Business Development Manager

Company Description

Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place. 

Smiths Detection, part of Smiths Group is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defence, and urban security.

Our expertise spans 21 global offices, seven manufacturing sites and five R&D centres, with a global network of 3,000 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.  

This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.

Job Description

The role of the Business Development Manager is to grow Smiths Detection sales and specifically develop new markets, solutions and products strategy, brand propositions, market segmentation, and customer targeting, based on in-depth analysis of customer needs and the competitive environment. The BD manager also contributes to the continuous improvement of the marketing and selling model. The BD Manager is accountable for the growth strategy and financial performance of the entire SD product portfolio compared to targets.

Job duties include but are not limited to:

Strategic Solution and Product Market Cultivation

• Grows Smiths Detection sales base by cultivating new markets, expanding existing customer base, locating and developing adjacent opportunities, and assisting for the on-going sale process.
• Integrates customer insight, competitor intelligence, long-range roadmaps and acquisition plans, requirements data, etc. to develop market/customer segmentation and the strategy.
• Works with Urban Security Regional Sales Managers (RSM), key account managers (KAM), and Sales Engineers to promote Smiths Detection products and services through Business development and sales channels.
• Compiles “Voice of the Customer” and ensures feedback is channeled into the organization.

Brand and Channel Management

• Supports the sales force to build brand equity and channel strength.
• Supports the development of routes to new markets.
• Works closely with channel partners to understand new markets and geographies.
• Monitors, measures, and enforces consistent product planning and launch processes across the different product lines within the Urban Security Markets.

Divisional Planning Process

• Integrates inputs from business leaders, sales managers, channel partners, executive management and other functions to develop an integrated sales forecast for the Urban Security markets that will result in positive financial outcomes.

• Contributes long-term end-use business plans and relative financial projections to the Divisional strategic planning process, identifying key industry and economic drivers that highlight strengths and areas for investment as well as gaps and opportunities.

Customer Relationship Management

• Develops and maintains compelling customer pitches that help sales translate value propositions into customer orders.
• Communicates the value of the offer in customer-centric terms to drive customers to choose Smiths Detection offerings based on value delivered.
• Leads the development of market intelligence capability and supports the regional sales teams and service teams to meet their obligations to capture sales information and actionable leads.
• Works with marketing to create sales assets to increase effectiveness of RSM team

Qualifications

Education: 

• Required: Bachelor's degree (any discipline is acceptable)
• Preferred: Post-graduate or MBA with subsequent experience

Required Experience:

• Minimum 2 years of relevant experience in product management, sales, BD, or similar role
• Must possess analytical, strategic and/or product marketing and implementation skills with a proven track record of sales success with programs and customers
• Track record of establishing short and long-term market and product growth goals, then executing operating plans to achieve them

Preferred Experience:

• Exposure to Conventional X-ray Systems (CXS), Cargo Inspection Systems (CIS), and/or Chemical, Biological, Radiological, Nuclear and Explosives (CBRNE) Sensor, Detection and/or Protection Industries.

Additional Information

We offer…

Join us and we’ll help build your career, with excellent training and opportunities for career growth across the business, both locally and globally. You’ll experience an inclusive environment, with strong leadership and a focus on safety and wellbeing. You’ll also have the flexibility to choose from a wide range of benefits to suit your lifestyle, offering you and your family support from a health and wellbeing, financial and lifestyle perspective.

Join us and work for a world-leader, with the benefits and training to reward your dedication and skills. Be part of a team where we are making the world a safer place.

Smiths Detection is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. Equal Employment Opportunity PostersIf you’d like to view a copy of the company’s affirmative action plan or policy statement, please email [email protected].

The compensation for this position ranges from $88,506- $132,760/yr and will vary depending on factors such as your location, skills, job-related knowledge, and experience. The compensation package also includes incentive compensation opportunities in the form of discretionary annual bonus or commissions. Smiths Detection provides comprehensive benefits including healthcare, 401K savings plan, company holidays, vacation, sick time, parental leave and an employee assistance program. Eligibility requirements apply.

If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail [email protected]or call toll-free 877-703-1029. This email and phone number is created exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only messages left for this purpose will be returned. Messages left for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response. Smiths Detection, Inc. participates in the Electronic Employment Verification Program.

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, colour, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

At no time during the hiring process will Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website (Careers - Smiths Group plc)