Business Development Manager - Discovery

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Date: May 14, 2022

Location: Zwevegem, BE

Company: Bekaert NV

Bekaert (www.bekaert.com) is a world market and technology leader in steel wire transformation and coating technologies. We pursue to be the preferred supplier for our steel wire products and solutions by continuously delivering superior value to our customers worldwide. Bekaert (Euronext Brussels: BEKB) is a global company with more than 27 000 employees worldwide, headquarters in Belgium and € 4.4 billion in combined revenue in 2020.

 

 

PURPOSE OF THE JOB

 

The role of the BFT Business Development Manager - Discovery is to lead the front end of innovation for the BFT NBD team. His/her role is to create and identify opportunities in the market place with the objective to create substantial value for BFT and (future) customers and partners. He/she assesses the fit between technological capabilities and needs in the marketplace, in line with the BFT strategic focus areas. To search new markets and to identify market entrance strategies for specific new applications. Be responsible for a pipeline of multiple of business concepts that contribute to achieve the BFT strategic growth plan.

 

 

MAIN ACCOUNTABILITIES

 

Front end of innovation for BFT NBD

  • Implement systematic scanning methods (eg. technical - , IP - and trend analysis, conference participation, …) leading to opportunity generation as outlined in the strategic intent for BFT NBD
  • Maintain and prioritize a pipeline of potential business opportunities
  • Be the known receiver in BFT of opportunities and customer inquiries, service the RFQ’s, manage relation with development partners, make connections between all opportunities in various BFT segments
  • Broaden the opportunities through imaginative thinking combined with deep knowledge of emerging product market domains
  • Collaborate with Marketing Communications team to develop effective outreach strategies for lead generation

Assessments of opportunities

  • Set-up, manage & follow-up several discovery concepts
  • Ascertain accomplishment of Discovery deliverables (describe attractiveness of the opportunity, including: value proposition hypothesis, compelling business vision, potential business value, market landscape, technical feasibility, IP landscape, resource assessment)
  • Use the “Business Concept” template for decision taking
  • Define uncertainty reduction plan and options to explore in Incubation
  • Provide recommendations on the next steps in the NBD review meetings

 Networking

  • Pro-actively identify, set-up & maintain a network with all relevant stakeholders inside and outside Bekaert, including: BFT R&D & commercial organizations, Bekaert Corporate Strategy Office, new prospects, information sources, innovation platforms, consultancies, industry organizations, research institutes, etc…

Create new business proposals

  • Create a vision around an opportunity
  • Take the lead in lead customers acquisition & interaction
  • Organize prototyping and market experimentation
  • Fine-tune the value proposition and business model
  • Map key hypothesis and uncertainties, build uncertainty reduction plan

Responsible for implementation of learning plan

  • Devise market experiments for efficient uncertainty reduction
  • Set priorities, identify action steps
  • Interact with technical team based upon market inputs, timelines and milestones

 Project Management

  • Align on project milestones & deliverables with all BFT stakeholders
  • Ascertain accomplishment of:
  • Incubation stage toolkit deliverables
  • Market potentials, value chain mapping
  • TCO understanding, value proposition
  • Go-to-market roadmap
  • Resource identification (technical, commercial, behavioral)
  • Protect development positions, conclude JDA’s with key partners

 

ESSENTIAL SKILLS & COMPETENCIES

 

  • High level of curiosity into business and technology, natural spotter of opportunities
  • Technical & scientific acumen to link market needs and BFT technology portfolio
  • Market research expertise: customer & market trends, market sizing, competition
  • Strong interpersonal skills, continuously reaching out to a broad range of functions and levels at other companies in the value chain
  • Contextual interviewing / active listening
  • Strong narrative and presentation skills, ability to generate enthusiasm amongst prospects
  • Comfortable in managing ambiguity and able in handling rejection and failure
  • Continuously learning and exploring alternative options, routes and sources to resolve problems, avoids jumping to conclusions
  • High level of initiative and ability to work independent, able to determine own direction

 

 

You grow, we grow... Better together. Bekaert offers continuous development opportunities.


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