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Job Title		Technical Services Business Development Manager

Job number		107304445

Posted		09/05/2008 (16:32)

Agency/Employer		Entech

Description		Technical Services Business Development Manager PURPOSE OF THE JOB We propose to recruit a dedicated business development resource to promote the growth of our technical services function. The technical services department has enjoyed a period of consistent growth and it is desired that this new resource will contribute strongly to a continued increase in the business of the UK technical services operation. The role has 2 key aspects, firstly the successful candidate will promote technical services by direct selling, secondly the successful candidate will work with and mentor the existing sales force so that they can add service sales to their own account base KEY RESPONSIBILITIES / ACCOUNTABILITIES Summary of proposed duties. * Work with management and team leaders to drive Business Development Plan * Take responsibility for existing service contracts from a business development view point o Bi-annual contract reviews with customer o Organise on-site surgeries for contract customers o Commercial contract negotiation and re-negotiation o Margin improvement (addition of 3rd party products to our contract etc) o Increased scope of supply generation o Upgrades o Replacement of and migration from competitors product o Currency reviews and proposals o Training and training needs analyses promotion and organisation * Take responsibility for existing 'Products' from a business development view point * Work with Manager and team leaders to develop new product and services offerings then together take them to market * As representative of the customer, work with leadership to enhance existing products and develop them to meet the needs of the changing market * 'Control Systems' sales force liaison and support o Promotion of pre-contract services including surveys, specification preparation and validation of existing installation (Brownfield jobs) o Generation of additional scope of work o Pre-contract pricing for services elements within projects (bid and tender assistance as required) o Mentoring the systems sales force to promote at early stage in customer relationship o Customer facing work with existing sales team (including liaison directly with the customer base as appropriate) o Skills transfer to existing sales force (how and where to sell services) * 'Instrumentation' sales force liaison and support (Help to promote the following) o Pharmaceutical / F&B validation of network products and instrumentation o Commissioning and calibration of instruments o Instrument installation services o 'Plant Shutdown' instrument services * Direct sales of 'products' and services to new customers (New offers could include the list below, some may require additional expertise or partners) o Embedded Engineering o URS writing o Shutdown planning o Process evaluation o Network security o OEE evaluation o Alarm Management Consultancy o System Audits o Plant De-Bottlenecking STAFF RESPONSIBILITY Staff reporting directly to the Job Holder : None Staff reporting through others to the Job Holder : None PERSON SPECIFICATION / LIMITS OF AUTHORITY * Experience in UK based direct sales and committed to the promotion of technical services. * Familiar with the UK process industry and client base * Confident to sell directly at a senior management /director level * Professional and co-operative, with a pleasant 'can do' attitude. * Able to demonstrate a reasonable technical knowledge of Control Systems. * Confident presenter / public speaker * Willing and able to travel 50-70% of working week, mostly within UK but with occasional European visits. * Experience of working within an international organisation, with the ability to communicate and co-operate with colleagues and customers from different cultural backgrounds. EDUCATION / TRAINING / QUALIFICATIONS Essential : * Minimum HNC/ONC qualification in Control /Instrument / Electrical Engineering or equivalent. * Standard Microsoft office applications Desirable : * Formal sales training * Commutable to one of the 3 UK offices (Runcorn, Aberdeen, High Wycombe) EXPERIENCE Essential : * Minimum of 5 years experience in an industrial and technical direct sales environment. * Able to influence and win over colleagues who are not directly supervised * Team-working within a busy and fast moving 'customer focussed' environment. Desirable : * Experience in the preparation of quotations / tenders and reports. * Use of computer based reporting and order handling systems.

Location		Runcorn, Cheshire

Job type		Contract/Permanent

Contract length		Permanent

Start date		Immediate



Contact name		Rishi Ohry

Telephone		0800 319 6060 / 020

Fax		0208 900 9490

Ref no		ets799

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