Business Development Manager
Department: Commercial
Reporting To: Director of Sales
Location: Huntingdon (with regular global travel required)
About Xaar
Inkjet Innovator. Trusted Partner. Sustainable Future. Xaar is here to create a world where you can print anything you can imagine.
For more information, visit www.xaar.com.
Xaar Values:
Xaar has defined 5 values which are vital to our business; each represents an area of essential importance to us. Their existence is intended to guide difficult decisions and shape behaviour.
Creative – we push the boundaries of what’s possible
Collaborative – everyone is a partner; we help each other freely and willingly
Innovative – we always strive to constantly improve
Integrity – we deliver on our promises
Passion – we care about our technology, our products, our partners and each other
Purpose of Role
To drive the growth and expansion of digital inkjet products and services on a global scale. This role involves identifying new business opportunities, building and maintaining relationships with key clients, and ensuring the successful sale of components and subsystems.
Scale
This is a global role, requiring interaction with clients and stakeholders across various regions. The role significantly impacts the company's market presence and revenue generation in the digital inkjet sector.
Freedom to Make Decisions
The Business Development Manager will have considerable autonomy in decision-making related to sales strategies, client engagement, and market development. They will work closely with the Director of Sales but are expected to operate independently to achieve targets.
Complexity
The role involves managing complex sales processes, including negotiating contracts, understanding client needs, and providing tailored solutions. It requires a deep understanding of the digital inkjet market and the ability to navigate diverse cultural and business environments.
Planning Horizon
The planning horizon for this role spans from short-term tactical sales activities to long-term strategic market development. The Business Development Manager will be responsible for setting and achieving quarterly and annual sales targets.
Key Accountabilities
- Develop and implement sales strategies to achieve growth targets.
- Identify and pursue new business opportunities globally.
- Build and maintain strong relationships with key clients and stakeholders.
- Manage the sales process from lead generation to contract negotiation and closing.
- Provide account management support for existing clients.
- Collaborate with the Director of Sales to align sales activities with overall business objectives.
- Monitor market trends and competitor activities to inform sales strategies.
Key Internal Relationships
- Research & Development (R&D)
- Customer Support
- Applications Team
- Product Management
- Account Management
- Sales Support
Knowledge, Experience, and Qualifications
- Minimum of 3 years' experience in new business development.
- At least 5 years' experience in a business-to-business commercial role.
- Proven experience in the printing industry, specifically in the sale of digital inkjet products and services.
- Strong background in selling components and subsystems.
- Technical sales experience.
- Technical engineering qualification is an advantage.
- Experience using Salesforce is an advantage.
- Bachelor's degree in Business, Marketing, or a related field; MBA is a plus.
- Excellent understanding of global market dynamics and cultural nuances.
Skills & Behaviours
- Strong sales and negotiation skills.
- Excellent communication and interpersonal skills.
- Team player with good interpersonal skills.
- Ability to work independently and make informed decisions.
- Strategic thinking and problem-solving abilities.
- Adaptability and willingness to travel regularly.
- Proactive and results-oriented mindset.
- Presentation skills, with experience presenting to executive-level stakeholders.