Babcock International’s Air Business Unit Business Development Team’s central ‘mission’ is to improve our market position and achieve financial growth in support of Babcock International’s role in supporting UK military air power. Essentially, Air BD has the following key roles:
Support MD Air in defining long-term organizational strategic goals for the Air BU.
Build and maintain key customer relationships
Identify business opportunities, increase revenue and growth
Manage the sales pipeline
Maintain extensive knowledge of current market conditions across UK Defence.
Seek to influence markets and customers with engagement, thought leadership, marketing and communications
The primary role of the Air BU Business Development Manager (Aircraft Support) is to:
Support Director Air BU Business Development prospect for new sales opportunities with existing and new clients in the military aviation (specifically in aircraft support) market by networking, supporting the influence and engagement strategy or other means of generating interest from potential clients.
Strategic planning is a key part of this job , since it is the business manager’s responsibility to develop the pipeline of new business coming in to the Air BU.
Plan persuasive approaches and pitches that will convince potential existing and new clients to do business with the Air BU of Babcock International.
Develop capture plans to prosecute new business.
Develop a rapport with existing and new clients and provide support that will continually improve the relationship.
Grow and retain existing military aviation projects by presenting new solutions and services to clients.
Work with Babcock International mid and senior level management, marketing, and technical staff to support the Air BU growth agenda. Manage the activities of others responsible for developing business for the Air BU.
The main duties of the Air BU Business Development Manager (Aircraft Support) can be summarized as follows:
New Business Development
Network with potential new clients across UK Defence and turn this into increased business.
Meet potential clients by growing, maintaining and leveraging an extensive UK Defence network.
Identify potential clients, and the decision makers within the client organization.
Research and build relationships with new clients.
Set up meetings between client decision makers and Babcock senior managers/leaders.
Plan approaches and presentations. Work with the Air BU team to develop proposals that speak to the UK Defence clients’ needs, concerns and objectives.
Develop capture plans to organize value propositions.
Compile and develop White Papers to capture creative ideas in support of defence aviation.
Participate in creating the solution/service.
Present an image that mirrors that of the UK Defence client and the most professional image of Babcock International.
Present new and creative ideas for enhanced support solutions and enhance existing relationships.
Work with technical staff and other internal colleagues to meet customer needs.
Arrange and participate in internal and external client debriefs and events.
Influence, Engagement & Communications
Attend UK Defence industry functions, such as trade events and conferences, and provide feedback and information on market and creative trends.
Present to and consult with mid and senior level management on business trends in defence aviation with a view to developing new services and distribution channels.
Identify opportunities for campaigns, services and distribution channels that will lead to an increase in defence aviation sales.
Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
Business Development Planning, Management and Research
Support the management of the sales pipeline
Submit progress reports and ensure sales data is accurate.
Ensure that data is accurately entered and managed within the Babcock’s sales management system.
Contribute to the forecasting of sales targets.
Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
Ensure all team members represent Babcock International in the best light.
Present and attend business development training and mentoring to business developers and other internal staff.
Research and develop a thorough understanding of the company’s people and capabilities and how this ‘provenance’ can support business development, pre-qualification and bidding in the defence aviation market.
Previous experience gained from working within the UK Defence ‘market’ in aircraft support roles (such as aircrew, engineering, logistics, air support, administrative roles).
Sound understanding of partnering and collaborative working from working in a defence/government/agency/public sector role.
Previous experience of a sales or marketing role in the UK Defence market.
Recent previous service with the UK Armed Forces in a management position.
Project management experience.
Leading large teams in a complex operational environment.
A bachelor’s degree or equivalent experience.
Other Skills and Qualifications
Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Market Knowledge, Meeting Sales Goals, Professionalism, and Microsoft Office.