Tait Communications
Business Development Manager – UK Channel / Ireland and Nordics
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Background
Tait Communications is a global leader in designing and delivering critical communications solutions which are the right fit for a variety of industries and markets.
While several corporate functions are based in Christchurch, New Zealand, the company prides itself on its international customer base and global support network. The company works with a network of sales offices, dealers, system integrators and consultants that spans the globe.
Customers the world over turn to Tait for delivering and supporting their critical communications networks. Customers commit to Tait because its people and products have a proven track record of taking the time to listen, understand and act upon customer requirements.
Scope of Role
The role of Business Development Manager covering the UK & Ireland Channel and Nordic region needs to have someone based in the territory. The position is accountable for developing and maintaining strong customer relationships across the defined territory, with the objective of account managing existing customer relationships together with creating new business opportunities for the Tait family of products and solutions.
Together with the Sales Director, you will be responsible for identifying prospective customers and working collaboratively with them to co-create business plans that deliver mutual value for both the customer and Tait. The UK and Ireland market will be focused on working with channel and distribution partners, with the Nordics region encompassing engagement with all channel and end users for business development.
As the lead sales interface for your customers, you will require an in-depth understanding of their operational environment and organisational needs to ensure that customer requirements are met and that their experience aligns with our values: commitment to listen, courage to act, and integrity to deliver what we promise.
You will assist with the preparation of relevant documentation relating to Tait policies, procedures, quotations and proposals ensuring that information is accurate and effectively communicated to internal and external stakeholders.
You will be responsible for managing customer relationships across the defined territory, developing and maintaining effective strategic partnerships to maximise value for Tait while ensuring high levels of support to stakeholders and that agreed Service Levels are consistently achieved.
You will work closely with the operational and delivery teams to develop and execute sales strategies that drive growth within identified accounts.
The position will involve travel across the territory to maintain and strengthen customer relationships. We expect a minimum of 50% of your time to be travelling visiting customers and attending events.
Functional Outcomes
Sales & Business Development
- Work with existing customer (key accounts) to achieve the maximum results of sales
- Build a business development plan targeting new verticals and customers
- Achieve annual sales target
- Build funnel and pipeline of new opportunities that are recorded as part of the forecasting process
Relationship Management
- Build long term relationships with key stakeholders.
- Maintain industry knowledge and developments through communication and research.
- Facilitate communications internally within Tait to support customer requirements
- Ensure that customer requests are responded to in an accurate and timely manner.
- Accurate forecasting reflecting customer requirements and timings
- Breakdown organisational barriers to meet customer needs
- Use personal and professional networks to gain access to influential contacts within the customer’s organisation
Ongoing Support
- Work with the development team and production support team to identify and implement value adds to existing and proposed customer networks
- Develop and assist with the implementation of internal policies and procedures for supporting the solution in an efficient manner.
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Strategic Direction
Together with the Sales Director:
- Develop sales forecasts for the customer.
- Develop a market strategy to identify target companies and critical issues that the key customer confronts on a daily basis.
- Effectively discuss business and industry issues with customers and internal sales management.
- Utilise customer, industry and market knowledge to develop sales plans which meet customer and Tait needs
Reporting Relationships
Reports to:
- Sales Director – Europe, Middle East & Africa.
Reporting Roles:
- No direct reports
Peers:
- BDM’s and Sales Team
Occupational Safety and Health
All staff have an obligation to follow Tait policy and procedures. It is imperative that all employees actively participate in managing risks and hazards, reporting accidents, incidents and near accidents, and avoiding any action which may cause harm to yourself or others. This includes:
- Working in a safe manner to protect yourself, your fellow workers and all plant, property and equipment.
- Only operating equipment for which you have been trained and / or instructed in and hold appropriate authorisations for, or with specific supervision.
- Cooperating with all displayed rules, safety regulations, instructions, policies and procedures.
- Keeping your work area or equipment clean and tidy and maintaining a high level of housekeeping.
- Wearing appropriate personal protective equipment.
- Ensuring no acts or omissions while at work causes harm to yourself or any other person.
- Being familiar with all emergency equipment in your work area and all work-site emergency procedures.
- Not wilfully interfering with or misusing items or facilities provided in the interest of safety.
- Reporting all workplace illnesses, injuries and incidents as soon as possible using the reporting form and taking all reasonable action to eliminate their recurrence.
- Reporting any hazardous condition, situation or event.
Person Specification
Technical / Professional
Area of Expertise
- Definition
- Electrical/Electronics Engineering
- Experience in radio communications systems
- Experience in Sales and Commercial roles
- Expert in sales methodology, contractual documentation and negotiation processes.
Relationship Management
- Strong skills in building and maintaining customer relationships.
Presentation
- Confidently and consistently deliver presentations that are adapted to the audience.
Industry
- Significant industry experience in the area in which the customer operates.
Self Starter
- Self driven and motivated to achieve personal and professional objectives with minimal amount of supervision.
Relevant competencies
Strategic Awareness
- Understands Tait’s strategic direction and market position, to ensure focus is provided on targeted sales opportunities
- Builds sound business cases, assuring short term profitability whilst building long term capability in line with future company development and direction
Problem Solving
- Uses experience and pro-active thinking to solve problems
- Uses data and market trends to identify market opportunities
- Calculates costs and evaluates profitability for customer proposals
- Understands customer needs and presents Tait solutions to accommodate requirements
- Comes up with, and is open to others suggestions for, new ways of doing and looking at things
Responsiveness
- Focusing on the customer needs and initiating constant communication
- Is positive when faced with problems, initiating the seeking of a solution
- Gives confidence internally and externally that they will deal with issues
- Initiates action and pushes things through to completion
- Suggests improvements to processes
- Has sustained energy, applying consistent effort to achieve the objectives
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Open Communication
- Makes time for people to discuss issues
- Is easily approachable and makes people feel welcome
- Listens to others’ viewpoints, reflecting back what they have said
- Focuses on the key issues
- Communicates confidently and builds rapport with the audience
- Keeps relevant parties appraised of progress
Interpersonal Skills
- Able to establish and maintain rapport with individuals and teams
- Willing and able to adjust to changing demands and circumstances
- Remains calm, objective and in control in stressful situations
- Maintains a stable performance under pressure
- Accepts criticism without becoming over defensive
Self-Development
- Demonstrates ability to be self-directed and motivated
- Takes responsibility for own development
- Actively pursues learning and career development opportunities
- Seeks out and acts upon feedback on own performance
- Has a stable temperament and never allows work to get on top of their performance
Process Improvement
- Continually monitors and reviews efficiency of business processes within the sales function
- Identifies any problems and proposes workable solutions
Confidentiality of Information
During and after your period of employment you have an obligation to not disclose Tait technological or business information to any persons or organisations if it is not directly relevant to the tasks you are performing for Tait. If you are ever in doubt about any confidentiality issue, first get permission from your manager before you act.
You are also obliged to not use or allow the use of Tait proprietary information in original or adapted form for work in a field that competes with or prejudices the interests of Tait.
Tait retains the rights to the intellectual property that you develop. (These aspects are more fully described in Appendix Two of the Tait Core Conditions of Employment.)
Non-Limitation Clause
This job description is not intended to be a complete or limiting description of the functions that the employee may reasonably be requested to undertake.
What's in it for you?
We are an employer that is committed to making a difference for families and communities and supporting people to build rewarding careers. We achieve this through employing people who connect with our Values (Commitment to listen. Courage to Act and Integrity to Deliver) that underpin our way of working together. We are committed to investing in our people, developing both individuals and teams to support a high-performance culture.
We prioritise your wellbeing through health insurance after 12 months, annual flu vaccinations and extra sick leave in your first year.
We provide a comfortable work environment through modern office facilities with free onsite parking, gym, and café.
We recognise your commitment through long service benefits.
We balance work with fun through our active social club!
About Us
For more than 50 years, Tait Communications has been designing, delivering, and supporting critical communications networks for public safety, transportation and utility customers around the world. Founded in Christchurch by Sir Angus Tait, we now have a network of customers and offices that spans the globe.
Our employees value being part of a creative team committed to providing technological solutions that make a real difference to the communities we support. By joining Tait, you'll be joining a community of people with a wealth of knowledge and expertise, who care deeply about their work and the genuine impact it has for our customers, and who support each other to grow
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