Ricardo: VP, Business Development

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VP, Business Development

  • Role type
  • Permanent

  • Location/s
  • Van Buren, MI

Job Description

Directs the Business Development function to develop and secure a growing stream of profitable engineering consulting orders. In accordance with Ricardo’s strategic plan, directs, plans, executes and coordinates the business development process. Leads high impact sales and marketing efforts and directs the Ricardo business relationships, focused on engineering consulting business and large programs; also supports other Ricardo Divisions, Software, and Strategic Consulting.

Essential Functions:

  • Orchestrates the Ricardo selling team (including the business development staff, executives, chief engineers, product managers, and operations) at assigned accounts, keeping them informed of key account issues and developments at all times
  • Promotes a team approach to developing account relationships and executing the selling process
  • Identifies new business opportunities proactively that support corporate and business segment objectives and capabilities
  • Develops and executes strategic account plans that support attainment of corporate and business segment goals, and that are coordinated globally
  • Promotes Ricardo as a high-value, high-leverage technical partner for clients, differentiated from traditional North American engineering contract services suppliers; promotes strategic outsourcing and Ricardo USPs; defines, quantifies and sells value (benefits) associated with Ricardo offerings in a way that effectively differentiates Ricardo from competitors and creates client preference for Ricardo
  • Manages client business relationship effectively and in a manner that maximizes client value and R-US profitability, inspires other R-US resources to accomplish the same
  • Promotes sales at all levels, with a focus on high-level selling, developing deep executive relationships and broad account networking
  • Orchestrates Ricardo cross-functional selling initiatives
  • Develops rapport with senior management that allows early identification of opportunities for Ricardo to uniquely add value (perhaps in new ways) to the business relationship, a total solution approach, a pro-active approach, a business partnership approach, an approach that delivers bottom-line results for clients
  • Makes decisions when escalated by selling team related to client purchasing or commercial issues in a proactive, professional, timely and Ricardo-favorable manner that maximizes customer goodwill
  • Maintains strong knowledge of assigned account business strategy, new product plans and organization charts, regularly disseminates such information to the Ricardo organization and converts such intelligence into strategy and opportunities
  • Supports and manages key events
  • Determines annual goals, FY business plan order targets and stretch order targets; manages expenses within departmental budget
  • Develops annual FY order forecast and assumptions
  • Represents Company at industry trade shows, seminars and associations to promote Ricardo and establish credibility as an industry leader.
  • Maintains strong knowledge of competitor capabilities and tactics, and Ricardo capabilities and effectively promotes these to clients
  • Provides proactive, appropriate and timely support to marketing for creation of value selling and competitive differentiation tools, competitor analysis, market analysis, mailing lists, promotional material creation, presentations, special events, special advertising, and PR campaigns
  • Produces professional presentations and written materials to support selling initiatives
  • Provides timely and accurate department reports as appropriate and requested
  • Maintains significant signature authority to sign contracts on behalf of Company and authorize payments up to certain limits per policy.
  • Manages the Business Development Department, including efficient staffing, employee development and training, performance management and policy enforcement
  • Serves as a member of the Senior Leadership Team, which has “executive committee” responsibilities
  • Delivers superior levels of customer service to both internal and external customers while demonstrating Ricardo’s core values of respect, integrity, creativity and innovation, and passion
  • Performs other job-related duties as assigned

  • Bachelor's degree in engineering or business; Master’s degree preferred
  • Ten years experience in business development in similar industries, including demonstrated ability in effectively deliver strategy and value (feature/ benefit) selling
  • Strong business and commercial skills with an understanding of financial drivers and shareholder value; solid knowledge of industry-standard legal and business language, including familiarity with contracts, NDAs, IP, payment terms, proposals, pricing, margins
  • Established network in industry and product group
  • Ten years extensive leadership experience; highly professional in appearance and approach; exudes expertise and credibility
  • Sound strategic thinker; possesses vision of what could be; ability to identify opportunities; nimbleness in thinking; initiator of improvements
  • Strong but customer-aware negotiation skills; track record of building high-performing teams; ability to influence
  • Demonstrated ability to effectively multi-task
  • Excellent presentation skills and communication skills; ability to condense complex issues into succinct messages
  • Strong problem solving, analytical and listening skills
  • Ability to excel in a fast-paced, dynamic and matrixed organization
  • Proficient knowledge of Microsoft Office to include Word, Excel, Access and Power Point