Business Development Manager - Scotland
Raytec are excited to be recruiting for an experienced Business Development Manager to join our sales team. The role is covering our Scottish region so a base in Scotland is necessary for this position.
Purpose of the Job:
· Grow sales and increase Raytec’s market share for our hazardous area and heavy industrial lighting products within the territory
· Build mutually profitable long-term relationships with our existing distributors/customers through effective Key Account Management (KAM)
· Find new end users, projects and sales opportunities within the territory, particularly across the oil, gas, process, utilities and distilling industries
· Convert opportunities into sales and improve our sales conversion rate
Main Duties & Responsibilities:
· Maintain and develop relationships with existing customers
· Hold regular KAM review meetings with key customers
· Tailor messages, training and strategies to help each customer grow sales of Raytec
· Visit new and prospective customers, tradeshows and events within the territory for mutual gain
· Follow up SQLs (sales qualified leads) and convert them into orders
· Attract new customers to Raytec
· Train customers on Raytec products and applications
· Deliver compelling pitches and presentations to customers including distributors and end-users
· Research, identify and win new business opportunities in the territory including target customers, contacts and organisations
· Build the value and the quality of the sales pipeline within the territory Increase the conversion of sales opportunities to orders
· Provide field-based technical support and troubleshooting
· Work with marketing to deliver regular content to our customers that is applicable to your territory (sales-led marketing campaigns)
· Represent Raytec in a manner that fits the company’s image at all times Understand the needs of Raytec customers and respond effectively with how Raytec can meet those needs
· Overcome customer objections
· Use the CRM database to plan, track and record activities
· Visit new and prospective customers, tradeshows and events within the territory when required
Essential:
· Experience of working in Business-to-Business sales
· A proven track record of business development and sales success, including growing sales in a defined territory
· Experience of selling technical products into industrial or hazardous area environments
· Excellent communication and interpersonal skills Strong negotiator (win-win approach)
· Ability to acquire thorough knowledge of Raytec’s core product range
· Ability to build networks with new customers and in new markets
· Tenacious with the drive to hit targets and overcome objections The ability to negotiate with staff at different levels of an organisation
· The ability to listen, identify a customer’s needs and tailor your proposal accordingly
· Be able to work both independently and as part of a team
· Full driving licence and passport
· Ability and flexibility to travel
Desirable:
· An established network of distributors and end users within the Scottish hazardous area or industrial market
· Experience of selling into the oil, gas, petrochemical, utilities, process or distilling industries in Scotland
· Educated to degree level or similar
· Ability to grow and develop within Raytec
· A proven track record of achievement (personally and professionally)
Personal Specification:
Raytec pride ourselves on our core values and expect our employees to do the same:
· Expertise: We strive to be experts in our field. We use our knowledge and experience to deliver outstanding products and customer service.
· Initiative: We’re not content with standing still. We push boundaries and improve how we do things on a daily basis.
· Integrity: We’re honest, approachable, and open to change. We set high standards and take pride in the work we do.
Benefits:
Raytec offer a generous salary and benefits package to our employees, these include:
· Attractive Bonus Scheme Health care scheme
· Company Stakeholder Pension
· The Raytec Employee Club (TREC) which hosts regular social events, sports activities and parties
· 25 days holiday, up to 30 with long service, plus bank holidays
· Monday - Thursday 8.30-5.00, Fri 8.30-2.30 - Early finish on a Friday !
· Long service incentives and rewards
· Cycle to work scheme
· Closed between Christmas and New Year (taken from annual holiday entitlement)
· Company car
About Raytec:
Founded in 2005, Raytec are world leaders in LED lighting for safety and security. We have over half a million products actively in service and employ over 100 staff. We have two offices located in Northumberland, UK, and Ottawa, Canada and sell to over 70 countries worldwide.
All our products are manufactured in-house and have been installed in some of the most challenging environments on planet earth from the Arctic Circle to the Jungles of Borneo. Raytec are a global business that operates without leaving a footprint on our planet.
Benefits:
- Company car
- Company pension
- Cycle to work scheme
- Health & wellbeing programme
- Work from home
Application question(s):
- Do you require a Visa to work in the UK now or in the future?
Education:
Experience:
- Business development: 2 years (required)
- Hazardous sales: 2 years (required)
Location:
Work Location: Remote
