Mission of the role
· Reporting to the Head of Strategic Sales - Vehicle Attributes & Performance the role will take responsibility for the HORIBA MIRA Solutions Offering for NVH & Vehicle Dynamics attributes. Delivering our strategy and plan to achieve HM’s growth in this specific area of business, whilst having the appreciation of its contribution to the broader company capability and solutions.
· Working closely with the Head of Strategic Sales to meet or exceed the yearly Order Intake Targets. This will require active engagement with key account managers, strategic and international sales.
· Work collegiately as part of the HORIBA MIRA Commercial Team to contribute to a global integrated, happy & successful commercial function respected by other functions & the wider HORIBA group.
Proposal & Order Intake Management:
· Support in the management of the Order Intake pipeline for opportunities and proposals which you have responsibility for. Support the Head of Strategic Sales in ensuring the technical team have sufficient orders to deliver revenue budgets. On a weekly basis provide line management with an up to date accurate status, forecast and actions to progress and secure opportunities.
· Support in the development of larger commercial propositions and manage small single function propositions. Ensure that we provide robust, technical proposals with clear responses to scope and deliverables which can be converted into successful projects aligned to MIRA’s engineering capability, processes and procedures. Ensure our offer to customers includes appropriate clarifications, margin, contingency, risk mitigation and negotiation as well as consideration of project cashflow to ensure profitability of the function area.
· Support in ensuring commercial proposals have completed the relevant governance based on the project complexity level, achieving approval sign off at the appropriate level within the organisation.
· Help to identify sales/ commercial opportunities for your area, creating and qualifying leads and nurturing those through to proposals. Focus on increasing the average order size for the discipline through delivering convincing and robust proposals.
· Be a commercial advocate within your capability area, ensuring that you set the tone for commercial standards and procedures that all areas of the business should follow.
Strategy:
· Contribute to our product/ function strategies with the buy-in from technical delivery groups focussing on relevant industries and target customers. The strategy should identify how HORIBA MIRA can grow in the area of NVH and Vehicle Dynamics both technically and commercially in the short, medium and longer term.
· Provide customer and market feedback to the technical delivery teams to help in shaping our roadmap and offering, ensuring that we consolidate our reputation within the market as being an innovative and forward-thinking partner.
· Work with your colleagues across the Solutions team to identify synergies and opportunities for integration which will help provide a broader offering to customers, incorporating multiple parts of our business into a coherent holistic offering resulting in higher value proposals.
· Contribute to the broader company knowledge of your product/ function area with information and market intelligence to assist with strategic, capital investment and portfolio decisions.
Thought Leadership:
· With support from the Head of Strategic Sales create a clear value proposition and go to market offering for NVH and Vehicle Dynamics, actively engage with the Marketing team to promote our capabilities and offering through creating and providing technical content to marketing campaigns.
· Represent HORIBA MIRA in a positive manner, using your position as early engagement with customers to build a rapport, understand their problems and tailor solutions/ offer to solve their needs. Actively contribute to increasing our customer net promoter score with your actions in securing new work with customers.
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