Business Development Manager Europe

Company Introduction :

ASCO, part of Swiss group Montana Aerospace, began operations as a private subcontractor in 1954.

Today ASCO Group is engaged in a broad range of development, engineering, manufacturing and assembly activities providing multidisciplinary subcontracting services to various markets and aerospace programs around the world.

Asco operates from several locations, Belgium, Canada, Germany and USA, with a turnover exceeding 340 million euros.

Asco produces over 2,500 assemblies every month and has the ambition to be a world leader in design and manufacture of high lift devices, complex mechanical assemblies and major functional components for the aerospace industry.

Montana Aerospace AG is a highly-vertically integrated manufacturer and supplier of system components and complex assemblies for the aerospace, e-mobility and energy sectors with worldwide engineering and manufacturing operations has acquired 100% of the share of the Asco Group beginning of April 2022.

Asco is now looking for a Business Development Manager Europe.

The Business Development Manager Europe leads the identification, qualification, pursuit and acquisition of new business opportunities within the assigned European market and customer portfolio, thereby contributing to ASCO's growth objectives, profitability targets and long-term customer relationships.

The role translates the global commercial strategy into regional customer action plans and delivers profitable new business through proactive customer engagement, opportunity management, proposal leadership and commercial negotiations.

Accountabilities :

1. New Business Plan

For the identified specific scope: support the development of new business plans and the process of obtaining corporate approval for those plans.

• Develop and maintain a robust opportunity pipeline aligned with strategic priorities
• Provide actionable market intelligence to the Head of Business Development Global and other senior leaders (eg CEO)
• Provide inputs for the Mid Term Plan based on customer opportunities, commercial reality and analysis of different published market outlooks,
• Participate actively to fairs or any customer event set up by ASCO to support new businessSupport annual forecasting, budgeting and opportunity planning process

2. Commercial Action Plans

For the identified scope and results: propose inputs, obtain management approval, execute the specific customer tuned action plans, negotiate contracts and achieve new business targets.

• Develop a deep understanding of customer strategies, challenges and future requirements
• Translate the approved Business Plan into specific customer tuned action plans in order to strengthen and mature the customer relationship and to continuously achieve the required commercial results.
• Develop and roll out a fine-tuned approach, including tactics and timing of actions in order to optimize and maximize the required success rate.
• Coordination and reporting of actions to resolve commercial issues (where needed in close cooperation with Program Management)
• Ensure that all relevant new opportunities services are constantly solicited & monitored in order to fine-tune the commercial approach towards maximum result.
• Actively search for new business opportunities within core segments by means of frequent prospection visits and penetration at the customers.
• Continuously establish tailored actions, provide regular feedback and present proposals to the CEO and other ASCO/Montana senior executives.
• Represent ASCO at customer meetings, conferences, trade fairs and industry forums.

3. Customer relationships & Market Presence

Establish, develop and maintain strong personal relationships with key stakeholders in the commercial (decision making) process at the target customers, including (upper) management contacts, in order to continuously secure & strengthen the customer’s comprehension and recognition for Asco (strategies) and safeguard all interests of ASCO.

Build strong relationships with federal/regional governments & local officials, as well as specialized industry professionals and instances in order to keep market and regulation know how up to date, detect new (support & growth) opportunities in the region, representing current and future interests of ASCO.

4. Bid & Capture Leadership

For the identified scope and upon assignment by the Head of Business Development Global, take the lead in the bidding phase, in order to guarantee that the offer is made per the customer requirements and the corporate guidelines.

• Lead commercial activities during pursuit and bidding phases.
• Coordinate internal stakeholders to develop competitive proposals.
• Ensure customer requirements are translated into successful offers.
• Drive opportunity qualification reviews and bid/no-bid recommendations.
• Manage the capture strategy for assigned opportunities.

5. Contract and Pricing Reviews

For the identified scope, take the lead in all negotiations and proactively coordinate with all required customer departments in order to

• strengthen ASCO’s positioning and recognition
• develop continuous growth (incl. Design & Build)
• optimize contractual T&C’s to ensure closing of profitable deals while ensuring compliance with company policies.

Lead the contract review of New Business by means of pro-active coordination with all other required departments and in accordance with the corporate and legal guidelines.

• Evaluation and analysis of the new contract,
• The negotiation phase of the new contract,
• The finalization of the terms and conditions.

6. Internal Information Distribution and communication

Assure close communication, cooperation & coordination with all relevant ASCO functional areas in any commercial processes to maximize chances for Asco (incl. DE) to Gain/Retain/Improve AC programs.

Escalate commercial risks and propose relevant mitigation.

Pro-actively support, cooperate & coordinate with commercial colleagues in order to maximize opportunities for cross selling through the sharing of information and best practices.

Profile Know How and Experience :

Education:University level (technical/economical) or equivalent by experience

Language: Fluent in English and Dutch, French is a plus

Experience, Skills & Competencies:

• Min 10 years seniority in commercial and management experience ( in aerospace industry). Experience in defense industry is a plusDrives for resultsExcellent negotiation skillsStrategic mindset and business senseGreat, effective relationship builder across customers, government and internal stakeholders while effectively influencing decisions without direct authoritySkilled communicator (verbal and written) / Presentation skillsAble to manage competing priorities and conflictChallenges status quoFlexible (including travel flexibility)

Our Offer:

Asco offers a position in an innovative high-tech environment, using cutting-edge technologies, with a unique training policy and opportunities to develop yourself. Besides this we offer an interesting salary package with extralegal advantages (including a company car)