» International Business Development Manager

Our clients are looking to recruit an international business development manager. You will work primarily with Distributors, Customer Services and Internal Sales, Customers, Marketing Communications team & the Development Engineering team & be responsible for meeting specified Distributor Sales Targets in the Export Markets.

JOB PURPOSE
Initial focus will be on establishing new distribution network(s) for “a new” product range across Europe and the rest of the World (excluding USA). Thereafter, to achieve the agreed sales revenue targets and margins in the allocated territories by recruiting, training, motivating and managing the new and existing distributors. The role will also require market development, working with customers and end-users to identify and develop product and technology opportunities. To pro-actively manage the DAQ product Roadmap and act as the Product Manager for these products.

MAIN DUTIES and OUTCOMES:

Distributor Management (circa 75% of available time)
- Identify, recruit, train, drive and support distributors who are capable of achieving their business objectives and agreed income targets for the allocated territories for the data logging product ranges. Maximise the company’s gross profit margin by controlling discounts within agreed limits.
- Be the principal point of contact for technical and commercial enquiries from allocated distributors and end customers. Maintain regular contact with the distributors via visits, phone, e-mail and potentially via internet-based Skype. Provide distributors and end customers with a prompt and effective telephone or written response to their enquiries.
- Implement the agreed systems for monitoring the activity and performance of distributors.
- Visit the export territories on a regular basis for the purpose of evaluation of distributors/agents; and ensuring that they are motivated to sell our products and receive all necessary training/information/technical support. If a distributor/agent does not perform satisfactorily, a suitable alternative will be located, appointed, targeted and supported.
- Effectively and efficiently position and implement the company’s pricing, distribution and product strategies with distributors.
- Support the distributors with regards to marketing activities and promotions of our products including exhibition attendance, sponsorship and marketing materials.
- Provide monthly reports on distributor activity and sales, to include timely forecasts.
- Contribute to the annual and quarterly export sales revenue budget, promotional budget and travel budget for allocated territories

Product Management (circa 25% of available time)
- Be responsible for the product management of their product range, managing these products through the product lifecycle. This will include gathering and prioritising customer requirements, contributing to the definition of products, and implementing and owning the product roadmap.
- Work closely with the Development Department to ensure customer demand is met with product design and that profit is achieved as a result.
- Agree an integrated marketing communications strategy with Marketing and ensure successful campaign implementation.
- Provide market feedback on competitor activity and current and future customer requirements.
- Proactively communicate with senior management on the business and technical performance of the products.


KNOWLEDGE, SKILL AND EXPERIENCE REQUIREMENTS

Education: Degree or equivalent in an engineering or scientific discipline

Experience: Commercial experience in a scientific or technical instrumentation business, supporting distributors/suppliers (preferably International) and providing demos and training, and attending exhibitions. Professional selling skills and ability to demonstrate consistent success in the contribution to, or direct achievement of, sales targets. A track record in defining and launching successful new products.
Knowledge: All elements of “selling” via distributors including a good understanding of the practices, codes, cultures and terms of international business. Knowledge of process and / or testing instrumentation or monitoring and medical instrumentation and the technologies that underpin them is important, as well as awareness of developing technologies. Experience of using computerised CRM systems and commercial systems.
Skills: Communication skills (oral, written and listening of equal importance), negotiation skills, ability to present, demonstrate, instruct and train others. The ability to influence cross-functional teams without formal authority would be an advantage. Administration skills and the ability to prioritise workload and potentially conflicting demands. PC Literacy (Microsoft Office). Valid Driving Licence and valid passport required.

Personal Qualities: Proactive, confident, tenacious and enthusiastic.

Hertfordshire | Salary from: £40,000
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