Business Development Manager

Description of role

This senior leadership role within the business unit will be responsible for a team charged with lead generation and new business growth, including:

Growth Strategy

The role is responsible for leading efforts to establish new business growth opportunities. You will be responsible for identifying areas of new business growth for the business unit outside of its current core segments (which are: medical, aerospace and defense, and automotive). This will include undertaking market research into new market segments to understand the market size and opportunity for ZEISS. You will then develop a plan for any new segments identified as worth pursuing, and be directly responsible for initial networking, market education, the marketing plan and subsequent lead generation.

Partnership Management

The role is responsible for managing our key partners, including dealers, marketing partners and Catapult Centers, and for identifying new potential partners.

You will engage with our dealers to help support them in marketing and other initiatives to help grow their pipelines and sales. This will also include understanding their current sales pipelines and ensuring that this information is maintained within the CRM sales pipeline – in this you will be supported by a Lead Qualifier (see below)

Catapult Centers and other organizations are key to our visibility, reputation and influence through their networks, and therefore you will develop and maintain long term trusted and valuable relationships.

Marketing

You will manage the local marketing team, supporting the Marketing Manager to develop and implement the marketing plan. This will include balancing the requirements from various stakeholders (including segment leads, aftermarket, partners and your own growth strategies). The marketing team is responsible for implementing the marketing plan, including planning events, marketing communications, marketing content creation and other marketing initiatives in partnership with the global marketing team.

Lead Qualification

You will manage a Lead Qualifier, with overall responsibility for lead management and qualification. This includes qualifying leads generated by marketing or any other source by being the first point of contact for a new prospect, gathering vital information and responding to the enquiry quickly and professionally to the point where the lead is handed over to sales. The role is also responsible for maintaining leads within our CRM system, including dealer pipelines.

General

You will be joining the business at a very exciting time of expansion following the merger with a partner organization which has resulted in an expanded team and portfolio, and significant potential to grow market share. You will therefore play a key role in shaping and delivering this important opportunity.

Other Responsibilities

Personal Attributes

Performance Indicators

Annual performance is defined on an individual level by way of a variable compensation scheme or VCS. This is defined at the start of the FY and assessed at the end of the FY. This will include KPIs around strategy development and implementation, activity completion, funnel growth and top line development.

Annual appraisals to be undertaken by the Head of Sales & Service, objectives set for the forthcoming year.

Your ZEISS Recruiting Team: