Job Description
Hottinger Brüel & Kjaer (HBK) is a global leader in the fields of sensors, data acquisition, analytics and collaboration for various R&D, production and in-operation applications. Until the end of July 2020, the companies were known as Hottinger Baldwin Messtechnik GmbH (HBM) and Brüel & Kjær Sound & Vibration Measurement A/S respectively. HBK is a subsidiary of Spectris plc and employs around 3000 people worldwide. Our product eco system covers all layers from sensors, electronics, to software and collaboration. Our customers range from end users of the entire tool chain focusing on analytics and results in virtual testing, physical testing, and monitoring, to our OEM and system integrator partners and customers integrating our products into their own offering and solution. The product portfolio is as versatile and varied as our customer base covering many industries. We have engineering and production facilities in Germany, Denmark, UK, Portugal, USA and China and are represented in over 80 countries worldwide. We are proud to be one of the top three suppliers worldwide in our market segments served, thanks to our high-quality products and the commitment of our employees.
The position
We are currently looking for a Business Development & Strategic Solutions Manager - Automotive (m/f/d) covering global automotive reporting to the Vice President of Strategic sales and solutions. The position will ideally be based in Germany and with preferably native or strong German language skills.
Responsible for developing the vision and strategy for HBK's “Physical Test” business unit in Automotive and Industrials segments, setting and tracking growth performance targets, objectives and executing business development activities that drive our growth and profitability.
This role demands a deep understanding of market dynamics, customer needs, and the competitive landscapes within automotive test and validation, analytics, simulation and product design. The position leads a highly capable and global solutions and business development team.
The role is well suited to a motivated and enthusiastic sales, business development, product marketing or business management leader, with a proven record of successful business growth and a capability to identify, seek and engage customers and partners at senior levels.
Automotive and Industrials Segment Vision and Strategy:
- Develop comprehensive automotive and industrials segment strategy that aligns with overall business objectives.
- Oversee implementation through global cross-functional solutions teams
- Focus on both short term (quick wins) and longer-term opportunities in adjacent markets and/or new solutions.
- Seek and develop business cases that ensure we are solving our “customer problem statements” to determine how we best prioritise our portfolio (working collaboratively with peers in A&D and Product management).
Your daily work includes:
Voice of Customer
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Gather and analyze customer insights to inform product development and marketing strategies. Facilitate the VOC insight and solution discovery process.
Business Development
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Identify new business opportunities within the automotive and industrial industry segments for business the development and solutions teams to pursue. Prioritize segment application focus with key start/stop/keep decisions to drive HBK Physical test portfolio.
Market and Competitive Analysis
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Conduct in-depth market analysis to identify trends, opportunities, and threats within automotive and industrial segments. Monitor and analyze competitor activities and market positioning to identify areas for differentiation. Identify white space for HBK's right to win.
Strategic Partnerships
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Initiate and cultivate strategic partnerships to enhance our position in the industry segment.
Stakeholder Engagement
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Engage with key stakeholders, including customers, industry partners, and internal teams – especially those in the adjacent business units of In-Process and Virtual Test - drive market segment initiatives.
Industry Segment Performance
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Establish and track key performance indicators to measure success in the industry segment. Develop and deliver sales enablement activities with support of Marketing and sales that drive growth and profitability.
- You hold a Bachelor's Degree or higher level qualification.
- minimum 7 years of experience managing business development, product management, strategic development or developing key accounts in a technology based business within the automotive industry.
Personal skills
- Developed and diversified communication skills and techniques
- Prepared to identify, seek and engage new contacts whilst demonstrating value that supports long term relationships
- Attitude and capability to operate in a highly matrix hierarchical structure
- Fluency in German and English
- Knowledge of the Automotive industry and the macro trends that impact the industry
- Knowledge of enterprise development and customer success management
- Commercial awareness and ability to value sell
- High standard of professional integrity
- Coaching and team leadership skills
- Ability to work independently in a fast-paced, dynamic environment
- Ability to establish clear goals and focus on objectives to achieve targets
- Willingness to spend more time with customers than in the office
Ways to stand out from the crowd
- A proven record in growing business
- High aptitude in determining customer needs and demonstrating value
- Practical experience of value selling
- Experience or a demonstrated capability of team leadership
This job will provide you with an opportunity to further your career alongside some of the best and most passionate technology experts from around the world in a leading company within the test, measurement and data analytics industry. You will be a strong contributor collaborating closely with colleagues from various business functions.
Freedom with responsibility is the framework for HBK's employees. This allows for a good balance between work and family life and for constant development of professional and personal skills in an international and enjoyable working environment.
At HBK, we live up to our three values: Be True, Own It and Aim High. We believe in absolute integrity – it's how we win for stakeholders, the environment and each other. We believe in teamwork and keeping our promises – to ourselves and others. Finally, we believe in being bold and positive. This is how we perform at our best and achieve greater success.
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