Shanghai, China
Vacancy Type

Role Overview

The Business Development Manager is responsible for maintaining and growing the Sperry Marine installed equipment footprint, brand recognition and business results in China.

Working closely with Sperry Marine colleagues, you will develop, own and be accountable for the go-to-market strategy for your areas of responsibility.  You will consider both commercial market and international defence opportunities and will evaluate direct and indirect sales channels as well as considering the right service support approach for your region and its end-users.

You will have particular responsibility for identifying and capturing New Build programs and will need to build and nurture long term relationships that are supportive of the end user’s objectives.

Key responsibilities:

  • Primarily responsible for overall business results & sales strategy (products, systems, retrofits, new builds, commercial, naval, direct, indirect) in:
    • Designated territories
    • Specific Chinese Shipyards
    • With a focus on specific Key Accounts that may include some or all of Naval, Direct Commercial, Added Value Partners (Service Resellers, Agents, Integrators), OEMs and/or Yards.
  • Provide accurate Awards & Sales forecasts for upcoming periods – particularly for focused accounts.
  • Development of sustainable, successful account strategies
  • Analysis of customer / end-user requirements for those territories
  • Performance review of Key Accounts in region within the Sperry reseller framework
  • Creating, driving and communicating Key Account programs in territory
  • Facilitate Technical Sales & Retrofit Manager support of retrofit opportunities.
  • Where appropriate support service by maintaining partner stock levels where contract applies
  • Drive New Build by utilizing Bids and tenders team as required to support NB series wins.
  • Reporting of market conditions, opportunities and sales and bid performance.
  • Closely work with product management on regional pricing and go-to-market approach including proposals.
  • Work With capture teams to succeed in new build and retrofit projects.

    Skills & Experience

  • Direct and indirect sales management
  • Proven B2B sales track record in the Maritime industry
  • Knowledge of Navigation systems.
  • A good understanding of global maritime business

Specific Note: The General BD role includes supporting the resellers in territory. Overall reseller contract setting and management, including the setting of the pricing and reseller framework will be the task of others.

Skills & Experience


  • Strong evidence of direct and indirect sales skills within the specified region.
  • B2B technology market sales skills mandatory
  • Balanced range of sales skills, direct & indirect
  • Thorough understanding of maritime industry, including newbuild and retrofit business critical
  • In-depth knowledge of navigation product portfolio & IBS critical
  • Emphasis on new market penetration advantageous
  • Multi-cultural awareness and experience important
  • Leadership and people management skill critical
  • Good understanding of margin and P&L
  • Problem analytical skills to fluency
  • Marketing/Communication & event management skills
  • Data analysis

About Us

With over 100 years of history and expertise in navigation, we have established our self as a major global provider of navigation solutions, including radars, compass systems, steering systems, speed logs, integrated bridge and control systems. We take pride in our commitment to provide 24/7 support to all of our customers.

Our company grows because of our employees' dedication and commitment to achieving our mission, something we always remember. In return for working for us you will have access to a benefits package that provides you with flexibility to balance your professional career with your personal life, health & well-being benefits, discount schemes, pension benefits and investment in your future development.

We are committed to equality and diversity in our workplace. Northrop Grumman Sperry Marine provides equal employment opportunities to all employees and applicants without regard to an individual’s protected status, including race, ethnic origin, colour, nationality, national origin, ancestry, sex/gender, gender identity/expression, gender reassignment, sexual orientation, marriage/civil partnership, pregnancy/maternity, religion or belief, creed, age, disability, genetic information, or any other protected status or characteristic.

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