Business Development Manager

Vacancy Reference: CLA- 436

Position: Full-time

Location: Salisbury, Wiltshire, UK

Salary: £60,000 - £75,000

At Callen-Lenz, we are expanding the limits of what is possible. We specialise in crewed and uncrewed aircraft operations and technology and having recently received investment into the business we are going through a period of rapid growth and development and are looking for key roles to assist with these changes. Callen-Lenz offers innovative and customer-focused UAS solutions through our 4 key business strands: technical services, products, platforms and operational services. We are looking for individuals to help drive forward our expansion, placing you at forefront of UAS development in the UK.

Our Values

Innovation

Integrity

Collaboration

Excellence

Why Work for Us

Based in the heart of rural Wiltshire, close to the Historic city of Salisbury you will join our rapidly growing, friendly and multi-disciplined team, working on a range of diverse and interesting projects, leading the way in this exciting field and witnessing the full lifecycle of our products. The Callen-Lenz team are passionate about what we do, and we are searching for individuals to grow with us as we expand into the aerospace industry.

Our benefits include:

25 days annual leave per year (plus bank holidays)

Buy/Sell holiday policy up to 5 days either way

Pension Scheme via Royal London

Company contributed Share Incentive Plan.

Green Car Scheme

Life assurance scheme (6x basic salary)

Income protection policy (75% of basic salary)

Private Health Insurance via Bupa

Private Dental insurance via Bupa

Enhanced Maternity and paternity

1 Professional membership reimbursed per year

1 paid volunteering day per year

Access to an independent financial advisor year round

Training & development opportunities

About the role

As the Business Development Manager, you will be responsible for creating the appropriate business winning environment for a market/markets through market understanding, market planning and positioning, developing opportunities and pursuing captures/campaigns.

Responsibilities

Business Development:

Throughout Business Winning lifecycle:

Work with stakeholders, develop and implement strategy/marketing plans e.g. country plans.

Act upon market analysis and intelligence data to influence and plan P&T investment.

Play an active role in leading understanding and influencing/shaping of the customer requirement, defining opportunity timeline and acting as customer advocate during solution development.

Develop and communicate a clear understanding of the customer procurement process, including the Critical Success Factors and key decision drivers ("hot buttons") that underpin the win strategy.

Manage, develop and maintain a strong relationship with the customers, key influencers, governments, local consultants (where used) and internal stakeholders.

Understand customer organisations, culture, processes, constraints and working practices and be able to relate these back into business.

Collaborate with Capture and Project teams to deliver consistent key messages, support customer engagement activities, and maintain insight into current customer challenges, concerns, and priorities.

As leader of BD activity:

Identify, create & develop new business opportunities and generate appropriate business case(s) to support Phase review pursue/stop decisions until Capture Team formation.

Generate opportunities that align with Corporate and Business IBP objectives and support a balanced portfolio of opportunities, products, and markets.

Provide support to pan-Company opportunities and ensure alignment of Business IBP to strategic opportunities.

As a Capture Team member:

Provide customer views and expectations on price as part of defining the Price to Win derivation.

Act as a key contributor to the communications plan and lead the customer and stakeholder identification and engagement elements of the Capture Plan.

Lead customer and market intelligence gathering activities, acting as the primary conduit for customer requirements intelligence and ensuring the Capture and Bid teams remain informed of relevant developments and insights.

Drive the development of the Executive Summary for the Capture.

Have a significant role in achieving deal closure, working closely with the Capture Leader and Commercial team.

Capture:

Manage all aspects of strategically important capture opportunities, securing orders that meet specified commercial terms and margin targets.

Direct development and implementation of the Capture Plan encompassing Win Strategy, Price to Win etc.

Develop the Business Case for continuing to pursue and bidding the Opportunity including Capture budget.

Oversee all aspects of the capture process, leading a high-performing team to develop compelling solutions and submit high-quality proposals that maximise the likelihood of success.

Plan/use all relevant LCM reviews and approvals.

Determine Capture team resource requirements, appoint team members, and ensure alignment between campaign objectives and individual PDR commitments.

Lead the strategy for influencing customer requirements, interpreting customer needs, and developing solution options, including make/buy decisions and partnering or teaming approaches.

Lead stakeholder management at all appropriate levels across multiple organisations and keeps the Business Leadership Team informed and engaged, including timely escalation of issues needing resolution.

Define and lead customer relationship management strategy and engage senior Company executives in contact activity. Utilise customer review data to truly understand customer perceptions and support capture activity.

Develop and own the Price to Win, driving the solution to meet it, and ensure stakeholders believe in it.

Ensure smooth hand-over to Project Manager for delivery phase.

Lead Black Hat & Blue Team Reviews.

Engage internal stakeholders and secure support, buy-in and bid approvals for the solution(s).

Support the development and deployment of functional learning and development.