Job Description

Overview:

Morgan Advanced Materials is a business rich in history and innovation. Founded in the UK in 1856, we have grown into a global organisation with 70 sites in 18 countries. Our model to serve our customers where they need us has led to a diversified product range using our unparalleled expertise in ceramic and carbon materials, which we exploit to solve difficult problems for our customers across a diverse range of markets.

We are a purpose driven organisation. Our purpose is to use advanced materials to make the world more sustainable and to improve the quality of life. We deliver on that purpose through the products that we make, and the way that we make them.

The Technical Ceramics business of Morgan Advanced Materials engineers high performance functional and structural ceramic materials, components and sub-assemblies to address customer-specific technical challenges. Key Figures: Revenue £1,112m (2022), ~8,500 employees, manufacturing in 30+ countries, and a global customer portfolio. A UK PLC with head office located in Windsor, Berkshire UK. Listed on London Stock Exchange; Member of the FTSE 250 Index.

The Business Development Manager (BDM) will manage, develop and maintain a pipeline of high value new business opportunities in order to deliver profitable revenue growth for the Melbourne Technical Ceramic Site. The post holder will be a senior business development professional, capable of tailoring and developing engineered ceramic solutions across a wide range of industries.

The BDM will focus on providing engineered ceramic solutions to our customers to solve wear and corrosion problems across a wide range of industries with strong focus on the pumps and valves industry, specifically for the Melbourne site and its range of Zirconia and Silicon Nitride engineered materials.

The role is a global role, working remotely, primarily focused on new business development (75% of the role) and entailing only minimum account management when required for assisted accounts.

The BDM is a strategic member of the division’s commercial team, providing sales, marketing and business development expertise to drive growth in the assigned book of business. Working closely with all team members, this individual is primarily responsible for executing on the sales and marketing strategy to drive high performance in the areas of Business Development and New Business Development Pipeline (NBDP) Growth. In addition, the individual is responsible for Strategic Account Management, Customer Service, Price Realization and Voice of the Customer (VOC) for some assigned key accounts.

Responsibilities:

New Business Development (75% of Time)

Engage with clients both new and existing, building solid relationships, to develop new business to achieve annual NBDP growth targets.
Targeting specific growth markets and identification of new sales opportunities.
Identify adjacencies in markets to achieve growth targets.
Develop marketing collateral and introduce Morgan offering to prospective customers.
Develop and implement a marketing strategy to find attractive prospects within assigned scope.
Qualify customer potential in regards revenue and profitability potential, technical fit for Morgan, cost in time, effort, expense, and capital outlay to convert the prospect to a customer, developing a business case as appropriate.
Actively manage the quantity and quality of potentials inside pipeline for maximum conversion potential weighted against risk and effort.
Work within the capabilities and capacities of the business to efficiently move prospects through the buying process and convert into revenue streams.
Identify and support strategic partnership opportunities, including marketing agreements, merger and acquisition targets.
Gather and communicate key technology and marketing trends to inform and guide the technology development efforts of the company.

Key Account Management / Sales Management (25% of Time)

Manage and develop key strategic accounts for the Melbourne site and providing customer value through solution selling of our core competencies.
Identify and document key customer trends identifying today and tomorrow’s requirements.
Benchmark competitor product offerings and market positioning. Propose product strategies to win at assigned accounts.
Identify customer’s level of service requirements. Provide formal recommendations in lead time, quote turn around, pricing and supply chain solutions.
Propose account strategy for key customers: identify opportunities, propose the solutions, and clarify appropriate business models.
Identify attractive NBDP projects within existing customer to meet growth objectives.
Share knowledge and educate the organization on customer intelligence, trends, applications, customer needs and opportunities.
Develop strategic account plans focusing on Share of Wallet (SoW) Growth, Order Conversion, Customer Service, Price Realization and Voice of the Customer (VOC)
Manage strategic partners and 3rd party agents in assigned book of business.
Utilize Morgan CRM to manage all sales and marketing data including customer contact information, customer visit reports, quotes, NBDP, SoW, competitor information and any other relevant information.
Any additional duties required at the discretion of line manager.

Key performance metrics and objectives

New Business Development Pipeline (Potential for revenue) growth
Share of Wallet growth at existing accounts, measured revenue
Conversion of pipeline opportunities into revenue streams
Margin realization on opportunity conversions

Qualifications:

A self-starter, able to manage the sales pipeline independently and be able to think outside the box, thriving in a dynamic and fast-paced environment as well as having a proven track record of closing sales and maintaining a high SQL close ratio.
10+ years of business development experience in a business selling customer technical products preferably in the pumps and valves industry.
A high degree of self-motivation with a proven attitude in tenaciously designing and implementing (with others) a KPI based sales strategy.
Proven track record of “opening doors” with key decision makers.
Strong technical knowledge of pumps and valves industry, including the wear and corrosion mechanisms in pumps and valves.
Wider Knowledge of fluid handling industry is desirable.
Degree from a four-year University or 5+ years related experience and/or training; or equivalent combination of education and experience (Technical Degree preferred).
Strong commercial experience including customer relations/pricing/marketing.
Innovative thinking to spot new opportunities and to establish rapid growth within the new market place.
Strategic business acumen and planning ability.
Excellent communication skills that focus on clarity and simplicity, both written and oral.
Experience and understanding of an international culture.
Full work rights/visa.

Additional Requirements

Results driven
Familiar with Microsoft Office and other sales tools (e.g CRM)
Clearly present ideas and reports in written and verbal format
Work professionally with external contacts of the Company
Excellent time management, planning and negotiation skills
Adhere to all Company policies
Create structure and process appropriate financial tools to support the business

Physical Requirements