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about 1 year ago
Location: Cambridge
Job type: Permanent
Sector: Engineering
Category: Combined Heat and Power (CHP) Jobs
Job Description

Based in one of the Ricardo Technical Centres in the UK, primarily you will be responsible for leading Industrial Power Systems Market Sector business development and proposal activities. Our customer base is the global Industrial Power Systems industry, mainly Large Engine manufacturers and suppliers but also including the owners and operators of Large Engines as part of their Power System related business in Powergen, Rail, Marine, Defence and Industrial applications. Our product and service offerings include turnkey and bespoke development of propulsion and power systems (electric drive systems, engines, transmissions) as well as providing market insight and strategy consulting. Your day-to-day tasks will include customer management as well as the provision of technical and commercial leadership in proposal preparation and development through to successful order conversion. You will be comfortable in meeting new customers and developing relationships, working closely with engineering and project management teams, with the goal of expanding the volume and value of Industrial Power Systems business.

Accountability / Key Responsibilities

Understanding the Industrial Power Systems industry, including market trends, financial measurements, key players and competitors, to develop and sell solutions that address client needs

Defining new business streams for the Industrial Power Systems market sector, developing associated selling strategies and supporting material through collaboration with the global market sector, commercial and engineering teams to develop and sell a portfolio of high value solutions

Providing technical lead in developing business opportunities with relevant material and preparing proposals in response to Requests for Quotations

Direct responsibility for the development of proposals (documentation, plans, costing, commercial package) for global customers through to order conversion to contribute to the Market Sector team’s order intake targets

Support development of Ricardo technology strategy and product offerings to Industrial Power Systems customers

Developing and maintaining client network and relationships with senior level customer counterparts (Chief Engineer level and above)

Overseeing project delivery as “customer friend”, and effectively communicate the Voice of the Customer inside Ricardo

Be the main point of contact for customer purchasing and engineering/technical teams and ensure timely responses to RFQs

Key Performance Metrics

Order intake

As-sold margin

As-sold cash profile

Customer relationship growth to key account status

New customers

Personal Profile

You will be a degree qualified engineer with significant industry experience with an OEM, supplier or engineering service provider in the Industrial Power Systems (Large Engines, Rail, Marine, Powergen, Industrial) market sector. You will have strong technical background, but experience of “job rotation” across design, testing and product development functions will be highly appreciated. Experience of industrial power systems, combining large engines with renewable sources, renewable fuels and energy storage will be particularly highly valued. You will be seeking a move into a dynamic and challenging environment that will broaden your experience and reward you with increased levels of responsibility and ownership. Successful applicants will need to demonstrate:

· A track record of product ownership and/or development within Industrial Power Systems industry

· Proven skill in defining and preparing winning proposals, with the ability to develop strong, long-lasting customer relationships at senior level and profitable revenue streams

· Credibility in a wide range of customer situations

· Strong leadership and ability to coordinate and lead multi-disciplined teams

· Ability to work in a matrix organisation and liaise effectively with key stakeholders in the relevant groups to drive greater business value

· Proven interpersonal and communication skills at all levels

· High degree of flexibility and willingness to travel

· Robust character with a strong drive and motivation to succeed

· Great patience in dealing with client and team stakeholders in a wide range of dynamically changing situations

· An ability to work under pressure and very tight timescales

· An appreciation of, and an ability to positively resolve, issues arising from different cultures

· Being a benchmark for upholding values aligning with those of Ricardo

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