Job detail

Company Description

John Crane, a business of Smiths Group, is a global leader in mission-critical flow control solutions for energy and process industries that enable efficient and sustainable operations. Our products include mechanical seals and systems, couplings, bearings, filtration systems, and predictive digital monitoring technologies. 

We have a global network of more than 200 sites in over 50 countries and employ more than 6,000 people worldwide. We partner with our customers to help them keep their operations safe, reduce downtime, improve efficiency, and meet the latest environmental standards. 

John Crane is part of Smiths Group. For over 170 years, Smiths has been pioneering progress by engineering for a better future. We serve millions of people every year, helping to create a safer, more efficient, productive, and better-connected world across four global markets: energy, security & defence, space & aerospace, and general industrial. Listed on the London Stock Exchange, Smiths employs approximately 16,000 colleagues in over 50 countries. 

Job Description

•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

     Key Metrics                      Skills and experience

•Orders, sales and opportunities funnel in energy Transition market

•Win rate in Energy Transition

•New customers  

•Support to Portfolio

•Support to Marketing

•Foster collaboration within John Crane – engender a cross functional informal network focused on New Energy

Experience

•Degree in engineering (preferably process engineering, chemical engineering, mechanical engineering or industrial engineering) or equivalent work 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)

Technical Skills

•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

Key accountabilities

Financial Resp.

Organizational Resp.

•This individual will proactively work with global and regional sales leaders and the global projects team to collaboratively drive growth on the Energy Transition market and with Portfolio teams to share new market opportunities and product development ideas and solutions

•Customer facing role, candidate needs to demonstrate an ability to quickly establish credibility within the customer base building strong relationships both externally and internally

•Plan, prepare and deploy Energy Transition  budget and manage processes for forecast purposes

•Business with new customers

•Global alignment

•Leads analytics on key revenue drivers (channel, product, geography etc)

Responsible

Consulted

Leadership Behaviours

•Innovates for impact

•Take accountability & ownership

•Delivers results at pace

•Leads inclusivity and empowers

•Develops self and others

•Lives Smiths values

•Sets vision to inspire

Qualifications

UPDATE DETAILS FOR ROLE 

Additional Information

With colleagues stretching across the globe, we are proud of our diversity. To foster inclusivity, we run employee resource groups (ERGs) to provide a safe space for employees to connect and support each other. Our cross-business ERGs include Veterans, Pride Network, Black Employee Network, Women@Work Network, and Neurodiversity. 

Across our company, we recognize excellence, culminating in the Smiths Excellence Awards, our annual celebration of the most extraordinary activities, people, and projects that best showcase our strengths and help drive our business forward. We announce these on our annual Smiths Day, a global celebration of Smiths around our network. 

Join us for a great career with competitive compensation and benefits, while helping engineer a better future. 

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, colour, 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 Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website (Careers - Smiths Group plc)