Be part of an unique growth story!
Join us to help build the leading advanced composites industrialisation, automation and digital manufacturing company for many high tech industries, such as Aerospace, Automotive, Renewables, Marine, Industrial and Consumer goods. Via Airborne’s unique combination of skills: our engineering; composites; processing; software engineering; and mechatronics know-how – we enable our customers to unlock their full potential in manufacturing and create a competitive advantage. We are agile, flexible and think like a start-up. This nimble approach is challenging for many incumbent companies—but it’s at the heart of how we think. Together we are a dynamic group of 135 highly educated and passionate employees, split between our headquarter in The Hague Ypenburg (NL) and our site in Lambourn (UK).

What is your new job?
As our new Business Development Manager, you are responsible for identifying commercial opportunities, but most of all converting these opportunities into business. You will manage the whole sales process from cold-calling through to delivery. Our goal is to support clients throughout their industrialisation journey. Depending on their needs, you will adapt the Airborne offering to solve their challenge, and create value for both parties. This may result in an engineering consultancy engagement, sale of a plug-and-play automation cell, or a bespoke system development. As a marketeer at heart, you will understand how to match the customer needs with the Airborne proposition.
As well as customer facing, developing business intelligence into business plans and commercial roadmaps is an integral part of your responsibility. As our new Business Development Manager you are Airborne’s representative towards the industry and you are well connected within the composites industry. The markets we operate in are aerospace, transport, renewables and marine, and other industries where high-end composites are used. For this vacancy, we are seeking BDM to develop opportunities outside the Automotive market.
Our objective is to become a dominant player in automated and digital manufacturing of advanced composites, working with major players such as raw material suppliers (Material Science), OEM’s and technology providers. Our aim is not to ‘just supply a machine’ but to provide and implement novel approaches for composite manufacturing that create breakthrough changes in manufacturing cost and robustness.
For this position we are looking for a self-starter, someone with passion, creativity and entrepreneurial flair to make your own destiny. You are customer oriented, with the mindset of a marketeer, not just selling what we have, but able to
understand our customer’s needs and how do we help them in their aspirations. You can develop new markets for Airborne, scout opportunities that fit with our capabilities and develop a go-to-market strategy. And you are capable in translating these customer and market insights to the technical team to drive future developments..
Direct business development experience in composites is a must and you have a wide view on the different end markets. You have demonstrable experience of complex B2B selling with multiple stakeholders, and you are able to understand how to build a business case to convince all levels from operators to CFO and in between.
Furthermore, you possess all normal characteristics of a sales person, warm, friendly, easy to talk to, someone you want a beer with, but you won’t lose track of the final goal, sales conversion.
Reporting Lines and Interactions

You will report directly to the Commercial Director of Airborne. You will work together with colleagues from the commercial teams, procurement, engineering, project management, finance and the Board of Directors.

Education

• At least a Technical university degree
• MBA is a big advantage, but not required      

Work experience

• Eight+ years relevant experience in a B2B (technology) business development function
• Work experience in composites and good know-how of the composites market is a must
• Experience in the Automotive industry,
• Experience in automation, robotics or industry 4.0 concepts is an advantage

Other

• Will be located in Ypenburg, NL
  
• Expectation of travel for 50% of time
• Technical insights and knowhow of the market
• Good network in the defined relevant composites sector(s)
• Excellent command of English. Dutch, German, French or Spanish are a wonderful add-on!
• Experience with developing customer relations and closing deals
• Commercial positioning of a company / defining value propositions and engaging with relevant customers to create a great sales experience
• Being a self-starter, passionate about your work and having the drive and sense of urgency to achieve results
• Entrepreneurial flair to help Airborne quadruple its revenue in the next four years

What we offer

Working at Airborne will give you the opportunity to develop your career by working on highly innovative projects.
We offer you a well rewarding job in an inspiring environment with like-minded and talented colleagues. You will become part of our inspiring company where innovation, quality and creativity are key to meet our company goals. We will give you the opportunity for personal and professional growth, by training, learning on the job and coaching.
​Furthermore, we offer:

• Good primary and secondary terms of employment
• Generous annual leave of 32 days
• Retirement Pension Plan
• Flexible working hours; you can start between 7:00 and 9:30
• An office that is easy to access by car and by public transport

A great opportunity to be part of an unique growth story!

Information & Procedure

In case you would like to apply, please contact our HR department at +3170-3017400.

An online assessment is part of this application procedure.

Business Development Manager Infra

• Opdrachten verwerven bij bestaande klanten en bij nieuwe klanten (new business); 
• Met passie en gedrevenheid de potentiële klanten binden. Relaties bouwen en onderhouden, je geniet van netwerken en hebt oprechte interesse in mensen en business. Vanuit je ervaring beheers en gebruik je verschillende verkooptechnieken en prijsmodellen;
• Zien en volgen van ontwikkelingen in de markt en benutten van kansen die daaruit voortvloeien;
• Je pakt  je verantwoordelijkheid voor tenders en commerciële trajecten maar als nodig sta je “met de voeten in de klei” en verkoopt een team aan de klant. Dus van grote miljoenenprojecten infra solutions tot een detachering;
• Je gaat comfortabel het inhoudelijke gesprek aan op zowel directieniveau als op technisch operationeel niveau;
• Vanuit relatie en goede gesprekspartner, leg je de basis voor de verkoop van totaaloplossingen en het uitvoeren van aanbestedingstrajecten;
• Je vertaalt trends en ontwikkelingen naar strategische oplossingen voor onze klanten;
• Je volgt de bewegingen van de concurrent en weet deze te vertalen naar een competitieve voorsprong;

• Aantoonbaar conceptueel, HBO/Academische denkniveau;
• Een afgeronde bachelor in een technische richting is een grote pré;
• Aantoonbare commerciële ervaring in het acquireren van projecten binnen het domein van de Civiele Infra. Je bent een echte senior in jouw vakgebied; 
• Een gedegen netwerk in het Infra domein is essentieel (aannemers, systeemintegrators, installateurs);
• Bekend met partijen, markttrends, projecten;
• Doelgerichtheid en in staat is om snel met bruikbare concepten te komen, ook onder tijdsdruk;
• Je acteert moeiteloos op C-level, senior level als op de werkvloer;
• Autonoom handelend, proactief, extrovert qua persoonlijkheid;
• Communicatief vaardig in het Nederlands en Engels;
• Onze voorkeur heeft een centrale woonplaats, werkgebied heel Nederland;
• In bezit van rijbewijs; 

We are looking for an experienced Business Development Manager with a broad network specifically in Dutch real estate and development, to join our global team based in Rotterdam.

This is us

MVRDV is a globally leading architecture and urbanism practice based in Rotterdam with offices in Shanghai, Paris & Berlin. Founded by Winy Maas, Jacob van Rijs and Nathalie de Vries in 1993, we create social, innovative, realistic, green and remarkable architecture for a changing world. We believe that our work makes the world a better place by realizing dreams that actively contribute to global urgencies. We are a dynamic, ambitious and growing organization with currently 250 staff.

Job profile of the Business Development Manager:

• Focus your efforts on development opportunities for MVRDV in the Netherlands
• Generate new business and develop the network – with a range of focus from commercial to urban projects
• Develop proposals, presentations and strategy for new opportunities to further MVRDVs success
• Actively support the Business Development team at large
• You will report to the Global Head of Business Development
• You will join a talented team of business developers which is part of the Strategy and Development studio and work to further the success of MVRDV

Business Development Manager Robotics

What are you going to do as a Business Development Manager Robitcs

Main Tasks & Responsibility

• Continuously seek opportunities to develop new Robotics business, within nominated markets (mainly F&B, IT and Automotive).
• Find, establish, develop & keep (new) direct/indirect customers.
• Establish a strong network of loyal Technical Added Value Robotics resellers (TAV partners)
• Ensure full monetization of all service-related aspects of Robotics technology (both services, leasing/rental and training)
• Use CRM, COGNOS (business intelligence) and SharePoint to track and monitor account performance.
• Ensure visibility by qualitative visits (target to be decided)
• Complete a visit report for each face to face meeting within a time set by MBR scheme.

• Support the Industry Sales team in promoting Robotics solution to global and major end-users in order to become a preferred supplier
• Identify and convert new business opportunities and applications based on market developments.
• Communicate successes internally with peers and area colleagues, Sales Management and Marketing teams. 

• Engage in regular contact with defined target customers and colleagues.
• Set up and liaise with the Technical Added Value resellers and System Integrator network 
• Inspire sales with the value proposition, ROI approach and educate sales in the robotics sales process. 
• Take a leading role in “first” projects, teaming up with OEE-BNL and EMEA resources. 
• Behave as the owner of the big potential project in cooperation with sales.
• Actively participate in regular sales meetings and customer open days.
• Build a strong relation with the EMEA PMM and business development team
• Feedback our R&D department with the latest market demands

• Find the right product/solution and market combination.
• Find key players in target industries, where and how do we need to aim.
• Build success cases to interest the potential new customers.
• Aim our marketing to the right markets/industries/companies.
• Find the start-up’s
• Achieve annual specification /renewal agreements with all direct customers.
• Utilise skills of FAE’s to develop (in)direct business

• Ensure proper education of colleagues, partners and customers (supported by the after-sales services team
• Focus on Education at the source: ensure enough future robotics engineers by promoting/facilitating schools and innovation centres by Understanding where new generation engineers of our target market are educated; Developing and ensure the roll-out of investment/education plan with impact on our future business.

Education and Experience

• Degree / HTS or recognised apprenticeship in electrical / electronic engineering or equivalent
• A good understanding of End User business
• A mixture of commercial and technical skills, previous experience within a target market sector 
• Robotics knowledge (technical/application level)
• Experience with multiple robotic brands
• Good level of Conceptual thinking & design
• Structural way of working
• Live in or close to the geographic area being covered. 
• Excellent communication skills.
• Good planning and organising skills
• Self-motivated, ambitious, pro-active and tenacious, with the capability of achieving challenging targets.
• Capable of working both independently and as part of a national team, contributing to the overall success of the company’s sales effort. 

Our business development managers collaborate with distributors to co-sell and promote the adoption of Esri products. We invite you to utilize your passion for GIS, enterprise sales and multi-channel software business development experience to help leverage GIS technology across Europe within electric, gas and telecom companies. You will work with the distributor network to help customers take advantage of GIS and location intelligence to find unique patterns, trends, and understanding hidden within complex business problems.

• Drive opportunities. Collaborate with Esri staff, distributors, business partners, and the European team to create an opportunity development plans providing clear direction for all software and services to customers or prospects in the utilities sector. Form a collaborative virtual team of staff, distributors, strategic partners, and integrators to support the development and execution of sales strategies.
• Think strategically. Develop an annual business development plan and sales strategy that employs direct and channel approaches to significantly expand the use of our utilities solutions in Europe.
• Partner with distributors. Work with Esri’s distributors to demonstrate the value of our technology and solutions to customers and prospects through business case development, references, and ROI. Support distributors to increase the execution of sales activities to achieve internal business objectives. Co-develop proposals to respond to RFPs, RFIs, and tenders.
• Deliver results. Manage Esri’s agreements and deployed licenses. Ensure continued success of all Esri’s software deployments. Be familiar with Esri offerings in this market.

• 5+ years of enterprise sales experience providing technical solutions to the electric, gas and telecommunications industries in Europe
• Demonstrated ability to sell GIS solutions directly and through a channel in a team environment
• Knowledge of and experience using ArcGIS Desktop, web and mobile technology
• Demonstrated ability to manage the sales cycle including prospecting, proposing, closing, and further developing an account
• Capability to quickly learn new technology and translate it into solutions that address customer needs
• Excellent communication and negotiation skills
• Proficient in English (verbal and written)
• Ability to travel up to 50% of the time throughout Europe with occasional travel to the US
• Bachelor’s or master’s in GIS, business administration, engineering, or a related field, or equivalent work experience

• Fluent in German, Spanish, or Dutch (verbal and written)

Questions about our interview process? We have answers. 

Our passion for improving quality of life through geography is at the heart of everything we do. Esri’s geographic information system (GIS) technology inspires and enables governments, universities, and businesses worldwide to save money, lives, and our environment through a deeper understanding of the changing world around them.
Carefully managed growth and zero debt give Esri stability that is uncommon in today's volatile business world. Privately held, we offer exceptional benefits, competitive salaries, 401(k) and profit-sharing programs, opportunities for personal and professional growth, and much more.
Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.
If you need a reasonable accommodation for any part of the employment process, please email humanresources@esri.com and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.

#LI-JV1

Are you passionate about smart cities? A self-starter and problem solver with an entrepreneurial mindset? In the past few years, Esri has put a large effort into launching new products that bring the power of GIS to experts, stakeholders, and the public for the smartest cities in the world including Dubai, Boston, and Singapore.
At Esri, our business development managers collaborate with distributors to co-sell and promote the adoption of Esri solutions. We invite you to utilize your enterprise sales and multi-channel software business development experience to help leverage geographic technology in Europe. You will work closely with Esri’s distributor network to help customers take advantage of geoanalysis to find unique patterns, trends, and understanding hidden within complex business problems. When you are not traveling throughout Europe, you will be based in Esri’s Rotterdam office.

• Drive opportunities. Collaborate with smart city solutions team management based in Esri’s California headquarters, European distributors, and the European sales team based in Rotterdam to create an opportunity development plan that provides clear direction for all software and services to customers or prospects. Form a collaborative virtual team of staff from distributors, strategic partners, and integrators to support the development and execution of sales strategies.
• Lead as a subject matter expert. Demonstrate technical competency in smart cities products and best practices directly to key customers. Provide leadership by example through the careful crafting of sales messaging and workflow solutions that relate to the unique situation in each European country.
• Think strategically. Develop a business development and sales strategy that employs direct and channel approaches to significantly expand the use of our smart cities product line in Europe.
• Partner with distributors. Work with Esri’s distributors to demonstrate the value of our technology and solutions to customers and prospects through business case development, references, and ROI. Support distributors to increase the execution of sales activities to achieve internal business objectives. Co-develop proposals to respond to RFPs, RFIs, and tenders.
• Deliver results. Manage agreements and deployed licenses. Ensure continued success of all Esri’s software deployments. Be familiar with and support the localization of Esri offerings in the smart cities markets across Europe.

• 5+ years experience selling enterprise software solutions directly and through a channel to C-level executives and division management
• Ability to manage the acquisition cycle including prospecting, proposing, closing, and developing an account
• General experience with Esri products
• Experience in supporting a technical pre-sales team with guidance on the localization of software products and workflows
• Capability to quickly learn new technology and translate it into solutions that address customer needs
• Excellent communication and negotiation skills
• Master of English (verbal and written)
• Ability to travel up to 50% of the time throughout Europe with occasional travel to the US
• Bachelor’s or master’s in GIS, engineering, architecture, planning, or a related field, or equivalent work experience

• 2-3 years of experience providing technical solutions
• The ability to demonstrate the smart cities product line: ArcGIS Urban, ArcGIS Hub, and ArcGIS Indoors
• 2+ years of experience working in the areas of BI, marketing, market planning, supply chain, or other key business areas
• Experience working for a global consulting organization involved in business process improvement in the areas of engineering, operations, customer care, and finance
• Experience working for an architecture, planning, and/or engineering firm

Questions about our interview process? We have answers. 

Our passion for improving quality of life through geography is at the heart of everything we do. Esri’s geographic information system (GIS) technology inspires and enables governments, universities, and businesses worldwide to save money, lives, and our environment through a deeper understanding of the changing world around them.
Carefully managed growth and zero debt give Esri stability that is uncommon in today's volatile business world. Privately held, we offer exceptional benefits, competitive salaries, 401(k) and profit-sharing programs, opportunities for personal and professional growth, and much more.
Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.
If you need a reasonable accommodation for any part of the employment process, please email humanresources@esri.com and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.

#LI-JV1