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If you are searching for an ambitious and growing company that can offer you fantastic career opportunities in the exciting and growing world of zero emissions technology, then Grayson Thermal Systems is the place for you.
About Us
As a leading supplier in the on-highway and off-highway sectors, our thermal management and HVAC systems are helping companies develop new technologies in the ever-developing zero-emission space.
From our Birmingham-based HQ, we design, manufacture, supply and service everything from battery thermal management systems to HVAC heat pump systems and hydrogen fuel cell cooling systems to some of the best-known OEMs and operators across the world.
Despite having grown over more than 45 years to become a global organisation, with sites across the UK, USA and Europe, and manufacturing facilities, we remain a family-owned business that truly values our people.
Role Summary
A role within the External Sales & Marketing team with the primary focus on development of OEM business to support and grow our customer portfolio.
As we are a growing organisation the territory will predominantly be in the UK and Europe working with the Sales and Marketing team to deliver growth with our targeted account-based marketing (ABM) strategy in our chosen markets. Additionally, there will be inbound enquiries from specific export markets outside of Europe including South Africa, Asia Pacific (Japan, Hong Kong, South Korea) Australia and New Zealand (no travel necessary to these regions).
With the range of products now available and technology drive across the globe the market opportunity and potential are growing rapidly, you will play an important role working alongside our Group Marketing Manager and Head of Sales to maintain strong client relationships and securing new business opportunities.
OEM market understanding combined with a solid technical knowledge of our product range and market needs will also be required to get a full understanding of the client’s needs for their existing and developing platforms.
The candidate should be able to travel within the UK and overseas across Europe when necessary.
Role and Responsibilities
Market Research and Analysis:
* Support the identification of new business opportunities with existing and new customers for our products.
New Product and Partnership Development:
* Identify and assess opportunities for expanding with new and existing customers within our target markets.
* Support the business strategy to successfully reach our ABM targets for new business opportunities.
* Building relationships with existing and new clients, understand their needs and requirements to win new business to grow and build revenue streams.
* Follow-up qualified marketing leads to generate enquiries and manage the RFQ’s and tenders from the customer and progress these through the NPD process.
Client Engagement and Relationship Building
* Actively engage with clients through regular communication and face to face visits where required.
* Deliver sales and product presentations to new and existing clients.
* Attend conferences and events to build relationships with industry partners and stay in-line and up to date with new trends and changing market dynamics.
* To build a technical knowledge of the product range and develop a capability to hold technical discussions with Senior Managers / Directors leading to revenue generating opportunities.
Proposal Development:
* Develop and present engaging proposals that address client requirements from a technical and commercial aspect to demonstrate the value of Grayson products, services and overall package.
Contract Negotiation:
* Negotiate and secure contracts to convert pipeline sales into firm wins, ensuring favourable contracts terms whilst building upon strong client relationships.
Pipeline Development and Forecasting and Reporting
* Responsible for creating and maintaining financial year budget and a 3-to-4-year development plan / sales opportunity pipeline for each customer in the dedicated area / territory.
* Prepare and present regular reports on business development activities, pipeline opportunities and performance delivery and areas for improvement to line management.
Internal Engagement
* Build a knowledge and continuously develop a strong understanding of the company’s products, target customers, the competition in the industry and our positioning in the marketplace.
* Responsibility to identify on-going professional development and training requirements.
* Collaborating with Engineering and other stakeholders within the business to ensure that the customers technical requirements are met.
Health & Safety
* Actively promote H&S awareness.
* Comply with Health, Safety and Environmental Policies at Grayson facilities and customer facilities.
* Report accidents and near misses.
Quality
* Always striving for continual improvement and development.
* Follow the Grayson Business Management Systems (BMS) to maintain compliance with ISO9001, ISO14001 and ISO27001 accreditation.
* Attention to detail on the presentation of all documents and work produced (internal and external)
* Learn and understand the importance of Quality throughout all aspects of the business.
Training
* Training will be given on all internal software systems in operation presently to ensure you are capable of reaching the required level of competency.
* On-going training on products, markets, customer and a detailed understanding of the business will be provided and a training log will be maintained by the candidate.
* Opportunities for personal and professional development via online and external training.
Key Skills and Competencies
Proven track record of being successful in a Business Development or Sales role.
A strategic thinker, ability to solve problems with good communication skills.
A confident approach and ability to build relationships (internal and external)
Proficient in full use of Microsoft O365 and Customer Relationship Management (CRM) software. Hubspot would be beneficial.
Confident in hosting management level meetings and presenting to a small audience.
Excellent communicator capable of establishing solid, professional relationships.
Innovative thinker, able to generate new ideas and translate into tangible results.
Good time management and organisational skills, pro-active and able to prioritise your workload.
Proactive, motivated and takes the initiative.
Keen eye for detail and professional presentation of all works.
A strong team player who recognises the importance of all functions within the business
Able to work independently and part of the wider team.
Experience/Knowledge
Experience of working in an OEM sales role and technical understanding of HVAC / thermal management systems would be beneficial.
Minimum 3 years’ experience in a Sales / Business Development role.
Working Hours / Benefits
Office operating hours of either:
(Apply online only) / (Apply online only) Mon-Thu
(Apply online only) / (Apply online only) Fri
Flexible / hybrid working policy between office and home.
Flexibility will be required when travelling and meeting with customers to hold meetings where time zones do not match UK.
Any reasonable hours to ensure targets and objectives are met.
Competitive salary and performance related bonus scheme.
Employer Pension scheme contribution.
25 days annual leave (plus statutory bank holidays).
Access to Employee Assistance Program.
Free on-site parking