European Head of Business Development
Robert Walters Plc have been assigned by a Market Leading Logistics Provider to recruit a European Head of Business Development to support their ongoing growth both nationally and across Europe. Whilst my client is based in the West Midlands, due to the remit of the role, my client is flexible on the location.
As the European Head of Business Development, you will have the following responsibilities:
- Drive Market leading net growth across UK and Europe
- Maintain access to key decision makers and establish coach network
- Continuously review business potential and identify potential business opportunities
- Conduct research meetings with the customers and leverage coach network identify new opportunities
- Present solution proposal and business fit to decision makers, engage in negotiations and close the deal
- Pro-actively identify opportunities within assigned accounts
- Conduct opportunity assessment for identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with the Group’s capabilities
- Identify the Group’s value proposition and high-level solution parameters based on customer requirements
- Develop a structured plan on how to win the opportunity
- Present solution to customer demonstrating clear business value, engage in negotiations and close the deal
- Collect customer feedback after opportunity and conduct internal Post-Opportunity Review
The ideal candidate for the European Head of Business Development role will have the following skills and experience:
- Supports development of business/ solution fit presentations that clearly demonstrate business value to the customers; ensures business/ solution fit presentations reflect understanding of customer requirements when presenting to decision makers; is able to articulate key messages to audience.
- Identifies likely questions/ concerns from customer; supports preparation of negotiation strategies under direction of senior business leaders; contributes to commercial discussion with customer positively.
- Complies with the Group’s sales process; uses all approved tools and processes during the tender process
- Is informed about latest supply chain industry trends within sector, products and strategies; applies knowledge in right context and translates it into customer value; shares experience and insight pro-actively with colleagues.
- Constantly improves understanding of customer business model through desk research and research meetings; is able to differentiate important information from the large amount of available data.
- Pro-actively discusses with the customer how innovative service improvement may add value to their business; is able to design innovative out-of-the box solutions demonstrating clear business fit with the customers supply chain.
- Understands main financial/ commercial principles and related business policies; identifies risks/ opportunities within contracts and links to commercial consequences. Knows role in the contracting cycle and brings in the right people at the right time to help negotiate and close commercially sustainable arrangements for renewals/ additional business on local level.
Robert Walters Operations Limited is an employment business and employment agency and welcomes applications from all candidates