EMEA Senior BD Marketing Professional (Aerospace & Defence)

At AlixPartners, we solve the most complex and critical challenges by moving quickly from analysis to action when it really matters; creating value that has a lasting impact on companies, their people, and the communities they serve. By understanding, respecting, and honouring the needs of our employees, clients, and communities, AlixPartners actively promotes an inclusive environment. We strongly believe in the value that diversity brings to our experiences and are committed to the perpetual enhancements of initiatives, policies, and practices. We hold ourselves accountable by providing the space for authenticity, growth, and equity for everyone.

AlixPartners has embraced a hybrid work model to provide flexibility and support our employees’ work-life integration. Our hybrid model combines a mix of in-person (at client site or AlixPartners office) and remote working. Travel is part of this position, but the frequency may vary based on client, team, and individual circumstances.

The Role

Working closely with the EMEA Commercial Director, the EMEA Business Development Director and wider team, the successful candidate will play a central role in developing and executing the business development and marketing strategies and plans across the Aerospace & Defence industry groups. The role has high visibility and daily interaction with Partner Managing Directors (PMDs) and Partners across the region, and is both strategic and operational, with a focus on always delivering an overall first-class service.

Key ResponsibilitiesBusiness development, marketing and client strategy & planning

1. Develop close working relationships with the PMDs and Partners within the Aerospace & Defence industry groups demonstrating a deep and thorough understanding of the industry/service to provide support to refine and implement business plans.
2. Work closely with colleagues in the Business Intelligence Centre (BIC) team to ensure appropriate and systematic delivery of market intelligence and AlixPartners successes; utilise the market, industry and client trend reports created to identify growth opportunities from existing and new potential clients.
3. Create targeted BD & marketing activity plans that flow from the business plans to help achieve financial, client and marketing positioning objectives.
4. With the PMDs, create individual client plans for an agreed list of target key accounts (from existing and new clients), a key component of which will be a focus on extension and expansion activity, ensuring that all relevant services are promoted to meet the clients’ needs.
5. Work with the EMEA Commercial Director, EMEA Business Development Director and other Industry & Service Line (ISL) BD professionals to ensure that plans are aligned across ISLs and geographies to ensure a ‘one firm’ approach to clients and to business development activities.
6. Collaborate with BD, Marketing, BIC and Finance colleagues to deliver appropriate and timely management information to both inform decision-making and set and measure KPIs across client accounts and the portfolio as a whole.

Business development activities

1. Work closely with BD and marketing colleagues to ensure that the sales pipeline is regularly updated and accurate, and that regular reporting to EMEA leadership and PMDs is action orientated.
2. Take an active role in ensuring that the PMDs regularly review and execute on the client action plans for significant clients with a view to generating additional business.
3. Establish and lead regular BD & Marketing progress meetings with PMDs, to monitor progress on objectives, drive accountability, provide updates on activity and results and identify new opportunities.

Marketing & event activities

1. Work alongside the relevant US-based Business Marketing teams, and the EMEA teams to devise and execute structured, impactful, and measurable marketing campaigns across the portfolio and to optimize wider global marketing themes for EMEA-wide and local country benefit.
2. Execute on the annual BD & Marketing plan for the Aerospace & Defence industry groups. Activity to include all elements of the marketing mix as appropriate including thought leadership, placemats and materials for pitches, social media content, sponsorship, events and corporate hospitality.
3. Provide market and ISL insights to support the PR & Media relations team in developing a media and PR plan. Together, determine how best to utilise PR and media plans as a complementary business development tool.
4. Working closely with the Aerospace & Defence business marketing colleagues in the US, assess the value and relevance of various sponsorships and large-scale events across the EMEA region to ensure that maximum value is derived.
5. Work closely with the Events team to ensure that all client-facing events, and events for referrers and intermediaries, are planned, organised and delivered to the highest standards.

Other Responsibilities

1. Propose, manage and track annual business development and marketing budgets for the Aerospace & Defence industry groups across EMEA.
2. Work with colleagues in the global marketing team to ensure that all data is accurately inputted, tracked and monitored in the firm’s CRM system.
3. Be an active member of the EMEA Marketing & BD team helping to promote cross-ISL, cross-country collaboration.

Key Stakeholders

Line manager:EMEA Business Development Director

Key stakeholders:EMEA Commercial Director, EMEA ISL leads, PMDs and partners, US-based Aerospace & Defence business marketing colleagues

Other stakeholders:EMEA ISL and local country client-facing teams, EMEA business development and marketing teams, US-based business marketing team, global digital, communications and corporate marketing teams

Person Specification – Knowledge, Skills & ExperienceExperience & Knowledge

1. A breadth of B2B marketing experience – preferably in a professional services environment
2. Commercially astute with a strong track record in supporting client-facing teams to grow revenue through expanding existing clients and gaining new accounts
3. Experience of working in a multi-country matrix environment

Skills

1. Strong leader who is committed to ‘trusted adviser’ status
2. Excellent written and verbal communication skills in English – essential; additional ability to communicate well in French/German – advantageous
3. Ability to speak with confidence and influence change both internally with senior leaders and externally with third party partners
4. High level proficiency in Microsoft Suite – essential
5. Digital native – a solid understanding of digital platforms including (or similar to): Google Analytics, LinkedIn, Canva, Passle, Podbean, Riverside.fm, InterAction, Mondaq, Shorthand – desirable
6. Proven experience of multi-channel campaign management – comfortable with range of activities, from one-off email to large scale events

Personal Attributes

1. Proactive in generating high quality strategic ideas to help the firm grow
2. Robust and resilient – able to navigate relationships in a high-performance environment
3. Comfortable providing recommendations and advising with confidence to senior level stakeholders even when there is ambiguity involved
4. Results orientated – ensure every activity has a commercial goal or objective that guides the planning and execution of activities
5. Great communicator – collaborate with multiple stakeholders across the organisation, interpret requirements, establish clear objectives, build timelines and report back
6. Excellent work management skills – capable of managing and coordinating a broad and demanding, fast-paced workload in an organised, controlled and efficient manner with the ability and confidence to prioritise as required
7. Ability to think outside the box – conceptualise new ideas, bring through different ways of effective communication to reach different audiences
8. Strategic and analytical thinker, able to set and measure the success of programmes across country, industries and service lines
9. Well organised – ability to multi-task, manage time efficiently, and take on new activities as business needs and priorities change
10. Attention to detail – ensure own and others’ work is to the highest standard
11. Flexible – ability to take ownership of projects, deliver on time and to budget
12. Enthusiasm and energy – a willingness to learn and possesses a ‘can do’ approach, with solid people skills and a team player
13. Willingness to work outside of normal business hours as unique projects/needs arise
14. Ability to work full time in an office and remote environment
15. Fluency in English is a requirement
16. Must become familiar with, and promote and abide by, our Core Values as defined by the AlixPartners’Code of Conductand foster an inclusive environment with people at all levels of an organization

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