SUMMARY
Reporting to the Head of Sales, the Aerospace BDM will be responsible for all Sales activities for the UK, Europe and the ROW regions excluding the US market relating to the military Air sector for LED Lighting and Systems business stream.
To capitalize on the anticipated substantial projected growth across the Aerospace industry this is a strategic and exciting role within Oxley.
There will also be a requirement to have the ability to cross-sell other Oxley product lines. It is important to note that this business unit will be delivering a range of products from aircraft LED lighting through to complex ‘black box’ systems which incorporate sophisticated telemetry and early warning systems for hazardous and ‘flight-critical’ safety applications.
Oxley anticipate that providing a system integrated solution complete with lighting systems will be a market game changer.
To support this Oxley has a high credibility and pedigree in the industry having provided lighting on many OEM platforms for Boeing, Sikorsky, SAAB, Gulfstream, Airbus Military, General Dynamics, KAI etc.
Sales Cycle
Design and sales cycles within the aerospace sector for Oxley can take up to a minimum of 2 years. As such, the role for the BDM would be to engage new customers, and to develop existing accounts /customers relationships across the Military Aerospace industry to drive further market penetration for Oxley with LED systems (as well as cross selling other business unit lines). This role covers both ‘new business’ and account development responsibilities where the emphasis is as much on strategic market mapping/insight as tactical ‘hands on’ customer acquisition and account management.
DUTIES AND RESPONSIBILITIES
The key duties and responsibilities of the Aerospace BDM are:
- Responsibility for leading the Company’s sales into the Military Aerospace sector.
- Set out a Sales plan with clear, measurable, milestones for the achievement of the Company’s profitable sales growth in this market area.
- To act as key account manager for specified major accounts handling all aspects of the relationship with Oxley Developments Co Ltd.
- To justify the investment in products and services necessary to achieve the required sales growth.
- Reporting of all related spend to agreed budgets.
- To share market information with Oxley Inc, the Oxley US subsidiary, and arrive at joint strategies that are to the benefit of both companies.
- To ensure that all activities are in strict compliance with UK export regulation and, where relevant, USA ITAR regulations.
- Provide forecasting information to set financial year budgets.
- To capture all leads and opportunities via IFS10 Apps CRM integrated system and to update to ensure the pipeline is up to date.
ADDITIONAL SKILLS
- Excellent communicator both written and verbal
- Excellent presentation skills
- Good commercial skills, particularly relating to contracts and proposals
- Proven ability to generate profitable sales growth
- Strong negotiation skills & aptitude essential
- Good computer skills – Microsoft Office and ideally Microsoft Project
- Proposal and bid writing skills
PERSONAL ATTRIBUTES
- A good motivator of people, who is focused on achieving targets set by the company and its customers.
- Self-motivated
- Confident leader
- Enthusiastic / passionate
- Willing and able to bear high levels of responsibility and accountability
- Able to evaluate information quickly, identify key issues and formulate conclusions based on sound, practical judgment, experience, and common sense
- Willing and able to work for the best interests of the business
- A problem-solver; willing and able to deal with problem situations
- Communicates honestly, openly, and consistently. Shares information appropriately and involves stakeholders in solving problems
- Able to build productive working relationships with customers and internal personnel based on respect and good rapport
- Well prepared and organized
- Pro-active rather than reactive
- Maintains the highest standard of personal conduct in performing all duties
WORK ENVIRONMENT
The role is expected to involve significant travel within Europe and worldwide following an initial period of training and planning, based at the Priory Park facilities.
The successful candidate will have good home office facilities and be expected to manage their own time between customer visits / home office and head office to deliver the expected results.
The Opportunity
This is a very exciting and key opening for a proven BDM with experience of selling electronic components/systems into the Military Aerospace industry to spearhead the strategic growth for the LED Lighting & Systems business stream.
UK Based
Qualifications and Experience
- Graduate or equivalent qualification in Mechanical, Electrical or Electronics Engineering
- Established career in worldwide technical product sales to tier 1 and sub tier Aerospace customers with clear evidence of achievement
- Experience of selling to the MoD / other countries Defence departments is desirable
- Product experience in related technical products i.e. electronics / lighting / electro-mechanical systems
- LED knowledge is not necessary but experience of selling electronic components/systems into the Aerospace industry is a prerequisite
- Evidence of professional development though related training courses
- Experience of Export Licence / ITAR practices
- Experience and knowledge of working with CRM based systems
