Business Development Lead – New Energy Market

at  Smiths Group

JOB FUNCTION:

Sales
About Us -
Founded in 1917, John Crane is a global leader in the design, manufacturing, and engineering of mission critical flow control solutions for increased efficiency, emission reductions and energy transformation. Our products include mechanical seals and systems, couplings, bearings, filtration systems and predictive digital monitoring technologies. John Crane customer service is accessed through a global network of more than 200 global sites in over 50 countries employing more than 6,000 employees worldwide. We partner with our customers and help them meet the latest environmental standards and keep their operations safe and controlled.
John Crane is part of Smiths Group, For over 170 years, Smiths has been improving our world through smarter engineering. Our technology benefits millions of people every day – making travel safer, supporting sustainable energy transition, efficiently heating, cooling our homes, and helping our world stay connected.
Connect with us on LinkedIn: John Crane: LinkedIn
Job Description
This individual will be responsible for generating new leads, opportunities, and revenue growth globally within the New Energy market (Hydrogen, CCUS, Biofuels and Electrification) and ecosystem. The job holder will collaborate across the leadership team and regional sales leads to target a combination of new and existing End Users and OEMs operating in the New Energy value chain.
Duties & Responsibilities

The key responsibilities for this role are as follows –

• Manage and develop the New Energy BDM team
• Identify, define and formulate business development plans focused on new and existing companies including End Users and OEMs, aligned to the global new Energy Transition strategy
• Build relationships with targeted companies across the entire organization from senior executives, project managers, procurement and relevant engineering and maintenance contacts
• Manage directly new customers in Energy Transition market, providing technical and commercial proposals and contract negotiations
• Identify new project opportunities and work collaboratively with Projects team to prioritize and manage project funnel with focus on technology, equipment’s types and quantity and project timeline
• Execute business development and sales plans to exceed order and revenue targets from targeted customer accounts
• Take a proactive approach in engaging and utilising the CRM tool and Win/Loss tool regularly to streamline operations and facilitate efficient communication and market trend analysis (projects, leads, opportunities)
• Provide market insights for the global strategic agenda of John Crane as well as for top management briefings; actively share new market trends and product development opportunities with the Portfolio teams to influence NPD portfolio
• Present John Crane product range and its technical attributes / benefits at customers, during trade shows and industry conferences
• Collaborate with Marketing to develop material and training programs to support the sales team on new commercial trends, products, and selling strategies
• An ability to work within a matrix organization with sales and project teams to identify new opportunities

The Individual -

The ideal candidate will have the following skills/experience –

• Minimum 10 years of commercial experience, with at least 5 years in business development in a regional team demonstrating successful value creation
• Knowledge / experience working in Energy Transition and related industries (preferably with contact already in the market between End Users, EPCs, OEMs)
• Degree in engineering (preferably process engineering, chemical engineering, mechanical engineering or industrial engineering) or equivalent work experience
• Working knowledge and experience around rotating equipment such as pumping, compression and filtration applications in those processes is a plus
• The successful candidate must be comfortable working in a matrix environment, interacting with senior-level executives, internally and externally.
• Solid multi-project management skills and experience required

Diversity & Inclusion
We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.
At no time during the hiring process will John Crane, Smiths Group nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing.

• Manage and develop the New Energy BDM team
• Identify, define and formulate business development plans focused on new and existing companies including End Users and OEMs, aligned to the global new Energy Transition strategy
• Build relationships with targeted companies across the entire organization from senior executives, project managers, procurement and relevant engineering and maintenance contacts
• Manage directly new customers in Energy Transition market, providing technical and commercial proposals and contract negotiations
• Identify new project opportunities and work collaboratively with Projects team to prioritize and manage project funnel with focus on technology, equipment’s types and quantity and project timeline
• Execute business development and sales plans to exceed order and revenue targets from targeted customer accounts
• Take a proactive approach in engaging and utilising the CRM tool and Win/Loss tool regularly to streamline operations and facilitate efficient communication and market trend analysis (projects, leads, opportunities)
• Provide market insights for the global strategic agenda of John Crane as well as for top management briefings; actively share new market trends and product development opportunities with the Portfolio teams to influence NPD portfolio
• Present John Crane product range and its technical attributes / benefits at customers, during trade shows and industry conferences
• Collaborate with Marketing to develop material and training programs to support the sales team on new commercial trends, products, and selling strategies
• An ability to work within a matrix organization with sales and project teams to identify new opportunitie