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Business Manager – Engineered Systems


Location: London (UK)

Type: Permanent

Reference: 10002



  • Developing existing and new business in the specified geographical and industry areas andachieving sales revenue in line with Engineered Systems strategy and targets
  • Identifying new sales opportunities and developing and nurturing a strong sales pipeline by targeting existing and new specifications
  • Managing a portfolio of current and prospective customers to grow the ES business in their area
  • Demand creation through technical and commercial presentations/bids to operators in close liaison with the ES Technical and Operations team
  • Understand what and where the current Regional market is and identify new areas for the product.
  • Monitoring and reporting on commercial and other activity in the region which may have potential business for ES
  • Liaising with local business units on specific projects to get ES products specified. Giving expert advice and input on these.
  • Maintain a customer target list and pursuit plans, with visibility of all potential projects for Armacell Engineered Systems products over a rolling 3 to 5 year period.
  • Represent Armacell at trade shows, exhibitions, workshops conventions and other networking opportunities as appropriate.
  • Be sufficiently familiar with the technical aspect of the Armacell products and their application. Ensure team members (where applicable) are also adequately briefed.
  • Oversee all aspects of any technical support required in the Region to ensure potential clients are adequately advised in a timely manner.
  • Ensure all Business Development targets and progress is fully reported. Where BD targets are lost, investigate and determine reasons why and in association with the Managing Director, implement any corrective actions where appropriate. Communicate lessons learned to all team members.
  • Supports the Armacell performance standards required to achieve Business Development success. Ensures team members (where applicable) are adequately performance managed.
  • Provide detailed feedback on all activities including marketing information to Managing Director in the form of contact reports, detailed reports, sales forecasts, business plans etc.
  • Commit to the support of tenders by providing client/project insight and commercial support as necessary.
  • Promote Armacell to existing and potential customers on a Regional basis, delivering presentations, workshops etc.
  • Demonstrate leadership and responsibility for driving the Business Development process. Ensure any Business Development team members (where applicable) clearly understand their individual responsibilities and targets
  • Responsible for Regional Business Development planning and budget process.

Person Specification:

The successful candidate will demonstrate / provide evidence of:

  • Extensive experience as Business Development Manager or equivalent with particular experience of operating in both Africa and Europe.
  • Demonstrate commercial and logistic knowledge to a senior level.
  • Demonstrate an equally high level of technical acumen as large amounts of time will be
  • spent with Engineers and on site with applicators, therefore hands on practical know how is essential.
  • Attaining 'Artisan Red Seal Trade Test' certificate (equivalent to the UK NQF level 5).
  • Attaining 'Specialist passive fire protection and thermal insulation training certificate'.
  • Relevant engineering/technical or related business degree level qualification or extensive and documented equivalent relevant experience in Sales Management and Business Development in the fields of Industrial Thermal Insulation & Fire Protection
  • Proven Technical Sales professional.
  • National key account management.
  • Planning and Promotion at international exhibitions.
  • Demonstrate the attitude and competence required to be successful in the role.
  • Ideally with a proven background of representing international companies, with a range of products this person must demonstrate a clear understanding of the BD and sales process.
  • Role holder will need to forge close working relationships with technical contributors and be able to influence support and input to the BD process.
  • He/she may be made responsible for the appointment of a suitable Regional BD support team and mentoring/training that team on an on-going basis therefore experience of devising and delivering training plans particularly in technical service.
  • Excellent interpersonal, management and reporting skills.
  • Good working knowledge of MS Office products and CRM systems.
  • Strong customer focus with a can-do approach.
  • Excellent written and verbal communication skills with the ability to network effectively.
  • Commercially focused.
  • Strong work ethic and passion for the business.
  • A committed team player, enthusiastic, reliable, loyal and flexible with a positive attitude.
  • Confident presenter.
  • Results orientated.
  • Self-management, pursuing business objectives in an organised and efficient manner.
  • Excellent knowledge of BD, sales and marketing techniques and strategy.
  • Excellent English language skills both verbal and written.
  • Willing and able to undertake frequent periods of domestic and international travel.