Business Development Manager

Job Title: Business Development Manager

Department: Sales

Reporting to: Sales Director

Hours: Full time – 39 hours per week, to be worked flexibly

Location: Predominantly remote / field based, with the requirement to attend Winsford Head Office every Wednesday for Production Engineering & Sales meetings.

Salary: Extremely competitive salary depending on experience, with an attractive benefits package and uncapped commission earning potential.

Job Purpose

The Business Development Manager will be responsible for driving profitable business growth for Tiger Trailers, including:

• Identifying new customers.
• Developing existing customer relationships.
• Increasing Tiger Rental volumes and revenue across the UK.
• Developing the remarketing of used trailers.
• Increasing manufacturing volumes across each Tiger product range, including:
  • Ambient and Chilled products (Van, Curtainside and Refrigerated).
  • Rigid vehicle bodywork – Single and Double Deck, Fixed Bodies and Demountable.
  • Semi-Trailers and Bodywork – Urban, 13.6m and LST, Single and Double Deck.

This is a key commercial role within the business and will suit an ambitious, target-driven sales professional who enjoys developing relationships and winning new business.

The role will focus on developing long-term commercial relationships with businesses that require new-build trailers, rental fleet solutions and associated services. The Business Development Manager will understand customer requirements and provide commercially viable new-build or rental solutions that deliver value to both the customer and the company.

We are seeking a commercially focused, proactive individual with a strong knowledge of business development, sales and relationship management, ideally within the trailer rental, transport, logistics, fleet, haulage or commercial vehicle sector.

Key Responsibilities

Business Development

• Identify and target new business opportunities across the UK.
• Develop and maintain a strong pipeline of prospective customers.
• Research target markets, sectors and individual businesses to identify potential opportunities.
• Generate new business through telephone prospecting, networking, referrals, digital activity, industry events and face-to-face meetings.
• Develop relationships with key decision-makers, including Fleet Managers, Transport Managers, Logistics Managers, Procurement Managers, Operations Directors and business owners.
• Arrange and conduct customer meetings, presentations and site visits.
• Understand customer fleet requirements and recommend appropriate new-build or trailer rental solutions.
• Convert qualified opportunities into profitable agreements.
• Achieve agreed sales, revenue, margin and customer acquisition targets.

Account Management & Customer Relationships

• Develop strong, professional and long-term relationships with new and existing customers.
• Identify opportunities to increase new-build and rental volumes and introduce additional products or services.
• Regularly review customer requirements and fleet usage.
• Identify opportunities for contract extensions, renewals and additional trailer requirements.
• Act as a key point of contact for customers and ensure issues are escalated and resolved appropriately.
• Maintain a high level of customer service throughout the sales and rental lifecycle.
• Develop strategic relationships with key accounts to maximise customer retention and lifetime value.

Commercial Management

• Prepare quotations, proposals and commercial offers in line with company pricing and approved procedures.
• Monitor competitor activity, market pricing and industry trends.
• Provide feedback to management regarding market conditions, customer requirements and competitive activity.
• Support the development of new products, rental packages, parts and commercial initiatives, including finance.
• Ensure all sales activity complies with company policies, procedures and contractual requirements.

Market Development

• Identify new sectors and industries where trailer new-build and rental solutions could provide a commercial benefit.
• Develop targeted business development campaigns.
• Attend relevant exhibitions, trade shows, networking events and industry meetings.
• Build relationships with industry associations, brokers, manufacturers, transport companies and other relevant partners.
• Monitor developments within the UK transport, logistics and trailer rental markets.
• Provide regular feedback and recommendations to the Sales and Commercial Directors.

Candidate Requirements

Essential

• Proven experience in business development, B2B sales or account management.
• Experience negotiating commercial new-build, rental or fleet agreements.
• Experience managing Blue Chip, National, Private or Strategic accounts.
• Demonstrable track record of winning new business.
• Strong commercial awareness and negotiation skills.
• Excellent communication and relationship-building skills.
• Confidence in dealing with senior decision-makers.
• Ability to identify customer needs and develop appropriate commercial solutions.
• Strong organisational and time-management skills.
• Self-motivated and able to work independently.
• Ability to manage a sales pipeline and work towards demanding targets.
• Good IT skills, including Microsoft Office.
• Full UK driving licence and willingness to travel extensively throughout the UK.

Desirable

• Experience within trailer manufacturing, rental, trailer sales, transport, logistics, haulage, fleet management or commercial vehicles.
• Existing contacts within the UK transport and logistics industry.
• Knowledge of different trailer types.
• Experience working with fleet operators, logistics companies or large commercial customers.

Personal Attributes

The successful candidate will be:

• Commercially driven and results focused.
• Proactive and confident in generating new opportunities.
• A strong relationship builder.
• Professional and credible when dealing with customers.
• Persuasive and confident in negotiations.
• Customer focused without compromising commercial objectives.
• Resilient and able to handle rejection.
• Highly organised and able to manage multiple opportunities simultaneously.
• Analytical and commercially aware.
• A good team player who works effectively with Sales, Engineering, Operations, Fleet, Finance and Customer Service.
• Flexible and willing to travel as required.
• Positive, energetic and able to take ownership of their workload.