Functions:
* Market Research and Analysis: Investigate and analyze the aerospace market to identify business opportunities and emerging trends.
* Development of Commercial Strategies: Develop and execute commercial strategies to attract new clients and expand the existing customer base in the aerospace sector.
* Lead Generation: Generate qualified leads by identifying and prospecting potential clients interested in aerospace products and services.
* Customer Relationship Management: Establish strong and lasting relationships with current and potential customers, understanding their needs and offering appropriate solutions.
* Negotiation and Sales Closure: Negotiate commercial terms and close contracts with clients, ensuring favorable conditions for the company and achieving sales objectives.
* Development of Proposals and Presentations: Prepare personalized business proposals and persuasive presentations for potential clients, highlighting the value and capabilities of the company in the aerospace sector.
* Participation in Bids and Tenders: Coordinate participation in public and private tenders related to aerospace projects, ensuring timely and competitive proposal submissions.
* Management of Strategic Alliances: Identify collaboration opportunities and strategic alliances with other companies in the sector to strengthen the offering of products and services.
* Competition Monitoring: Monitor and analyze competitors' strategies in the aerospace market, adapting the company's commercial strategies as necessary.
* Development of Networks and Contacts: Participate in events, trade fairs, and conferences in the aerospace sector to develop networks and promote the company's brand.
* Management of Initial Projects (Kick-off): Facilitate the effective transition of won projects to operational teams, ensuring a clear understanding of client requirements and commercial objectives.
* Reporting and Performance Analysis: Prepare periodic reports on the performance of business development activities, evaluating goal achievement and proposing strategic improvements.
Responsibilities
* Support the DG in the strategic planning of the area.
* Responsible for recritment within their área of competence.
* Liaise with the rest of the DDNs in the area to achieve overall objetives.
* Maintain good relationships with potential and current clients, as well as partners.
* Promote the AERTEC brand, our capabilities, and experience.
* Responsible for retaining clients by being involved in the projects they have contracted during the execution phase.
* Identify opportunities, register offers, and organize them with the support of the Bid Manager.
* Determine the economic offer by agreeing on the limit with the Bid Manager.
* Act as Bid Manager in opportunities where necessary.
* Manage the initiation of new projects contracted by them.
* Secure signed contracts and deliver them to the Financial Director.
* Follow up with clients: periodic meetings and continuous feedback requests.
* Stay updated (continuous training) on new trends and solutions proposed by competitors within their recruitment area.
* Emotional Management: create a good general atmosphere and transmit a positive spirit to collaborators.
* Responsible for ensuring compliance with the rules of coexistence and maintaining decorum in the offices.
* Actively participates in the strategic planning of the area.
* Has a thorough knowledge of AERTEC and our previous experience to better sell.
* Supports the update of AERTEC's commercial material.
* Represents AERTEC at aerospace fairs and presentations.
* Participates in commercial team meetings, coordinating opportunities with other BDs.
* Keeps the CRM/HubSpot updated, including their interactions.
* Conducts a preliminary economic assessment of identified opportunities (go – no go).
* Opens offers and selects the Bid Manager together with the DA. The higher the amount of the offer, the greater the involvement of the BD in it. If necessary, a BD must be able to make a complete offer without technical support. The quality will not be excellent but acceptable.
* Reads the tender documents carefully (understands the scope, necessary references and certificates, deadlines, required dedication, profiles, budget, needs, etc.) and decides the strategy: abandon, bid alone, seek a partner, negotiate sharing with partners, talk to the client about administrative and technical aspects, request deadline extensions, coordinate the administrative offer, and supervise the technical one, etc.
Competency Requirements
* Market and Data Analysis: Ability to conduct detailed market research and competitive analysis. Skill in interpreting data and translating it into business strategies.
* Commercial Skills: Knowledge of sales and negotiation techniques. Experience in developing and executing business plans.
* Technology and Tools: Advanced proficiency in CRM (Customer Relationship Management) tools. Knowledge of analysis and presentation tools (Excel, PowerPoint, etc.).
* Communication: Excellent verbal and written communication skills. Ability to deliver effective and persuasive presentations.
* Interpersonal Relationships: Ability to build and maintain strong relationships with clients and internal teams. Empathy and ability to understand clients' needs.
* Strategic Thinking: Ability to develop and execute long-term strategies. Business vision to identify and capitalize on growth opportunities.
* Problem Solving: Skill in identifying problems and developing innovative solutions. Ability to make informed and quick decisions under pressure.
* Adaptability: Flexibility to adapt to market changes and company strategies. Ability to work in a dynamic and fast-evolving environment.