Market Development Manager - Training & Documentation

Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place. 

Smiths Detection, part of Smiths Group is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defence, and urban security.

Our expertise spans 21 global offices, seven manufacturing sites and five R&D centres, with a global network of 3,000 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.  

This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.

This role is pivotal to the department’s marketing strategy and the development of all training products. Its primary objectives are to maximise income, expand market share, drive profitability, ensure return on investment, and enhance customer satisfaction, in alignment with the Training and business strategies. As Smiths Detection scales its commercial, mass-market training products (e.g., Virtual Training Centre, VTC L&D), the role will adapt to meet increasing demands.

As a key advocate for training, this role engages internal and external stakeholders through both verbal and written communication. Responsibilities include attending customer meetings and industry events to promote the benefits and quality of our training solutions, as well as responding to tenders and customer inquiries to support the sales team in effectively communicating the value of our offerings. By consistently showcasing the impact and high standards of our training programs, this role drives customer engagement, satisfaction, and business success.

Additionally, the role collaborates with Sales & Programmes, Project Managers, Training Delivery, and Training Solution Consultancy to ensure the successful commercialisation of new training products from concept to launch. As a key contributor to the department’s marketing plan, the role helps shape strategic messaging and positioning for training solutions. The position requires approximately 60% international travel to support market and product exposure among end users.
 

Duties & Responsibilities -

• Develop and implement commercialisation strategies for new and existing training products to maximise market penetration and revenue.
• Collaborate with the sales team to design and deliver learning proposals that meet customer needs across multiple formats, including classroom sessions and online instructor-led training.
• Build and maintain effective relationships with internal stakeholders to ensure the training offerings are effectively positioned and sold.
• Develop compelling marketing materials that clearly articulate the training offering’s value to both the sales team and customers.
• Lead market research initiatives to identify emerging trends, customer needs, and competitive landscape to inform product development and marketing strategies.
• Oversee the pricing strategy for training products, ensuring competitive positioning while maintaining profitability.
• Drive strategic partnerships with industry leaders, educational institutions, and other key stakeholders to enhance the training portfolio and expand market reach.
• Represent the business at industry events and customer meetings to promote training and build effective customer networks.
• Write tender documents and training proposals to support the acquisition of new business opportunities.
• Identify gaps in the existing training offerings and provide actionable feedback to the training development team.
• Advocate for the training portfolio as a unique selling proposition (USP) and key differentiator in the market.
• Gather and analyse customer feedback, relaying insights to the Quality Manager for continuous improvement.
• Build and manage relationships with key ‘Lighthouse’ customers, profiling and prioritising high-value accounts.
• Collaborate with cross-functional teams (sales, service, and technology) to coordinate on complex deals and global bids.
• Develop robust business cases and manage the sales pipeline, maintaining a department pipeline to identify new opportunities.
• Support sales staff, fostering cross-functional contributions to solution bids and strategic customer engagements.
• Work closely with internal teams to confirm the training value proposition and drive the development of the training brand.
• Identify strategic opportunities and support initiatives that enhance customer engagement and market positioning.
• Monitor and report on key performance indicators (KPIs) related to training product sales, customer engagement, and market share, providing insights and recommendations for continuous improvement.
• Champion innovation in training delivery methods and technologies to stay ahead of industry trends and meet evolving customer demands.
• Coordinate with the Training Operations Team to accurately cost training proposals
• Lead regular information briefings to update the sales team on new offerings and departmental developments.

Technical Knowledge and Skills:

• Experience and understanding of different aspects of a business (Customer service, Manufacturing, Operations and installation, Purchasing, Sales, project, Marketing and R&D).
• Understand how customers research and buy products.
• Participate in strategic planning, forecasting and budgeting process.
• Considerable experience in B2B Sales and tendering both CAPEX and OPEX sales
• Knowledge of the Microsoft Office software suite (Outlook, Word, Excel, PowerPoint and Project) and Visio.
• Knowledge and experienced in the use of SAP as a tool.
• Understanding of or a willingness to learn about the of the SD product portfolio, technical capabilities and the broader industry requirements.

Competencies and Abilities:

• The motivation & ability to persistently pursue and achieve effective results which drive the business forward.
• The ability to make effective, timely decisions in a complex, global market by sourcing and analysing critical information. 
• The understanding and recognition of the organisations commercial environment and positioning themselves, their role and their actions in order to support the organisations commercial success.
• Demonstrate the required functional and/ or technical knowledge and skills to achieve the highest level of accomplishment.
• Prospect for potential clients and convert them into increased business opportunities.
• Recognise opportunities for distribution channels, services, and campaigns that will result in sales.
• Present new products and services to improve existing relationships.
• Engage internal and external contacts.
• The ability to build an effective network of relationships both internally and externally, understanding their customers’ needs.
• The ability to identify and support change and continuous improvement in own and wider business environment.
• The ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
• Possession of strong relationship building and stakeholder management skills with an ability to handle stressful leadership situations and adapt to changing priorities from multiple stakeholders.
• Ability to be resourceful as well as strong at probing, translating information into insight.
• Sound understanding of the sales environment and an appreciation of the pressures and drivers associated with working in sales.
• Experience of collaborating in a cross functional and cross-cultural organisation, with the ability to act as the bridge between the markets (sales) teams and the industry (vertical and horizontal) teams.

Planning and Decision Making:

• A professional that can rapidly synthesize the company’s market and competitive position, operational and financial characteristics and stakeholder objectives, into a compelling operational delivery plan in the context of a changing technology and industry environment.  Evidence of this orientation will be observed from prior examples where the professional was able to lead his or her company or a client into new directions that significantly enhanced the company’s long-term market position.
• Analyse and evaluate pros & cons and identify risks in order to make decisions that take account of the wider context, including diversity and sustainability.
• Identify the main issues in complex problems, clarify understanding or stakeholder expectations, to seek best option(s).
• Support product evolution through voice of customer need and technology trends.
• Deliver periodic, routine reviews to include new business reviews and forecast updates.
• Exhibit true knowledge and understanding of the customer environment.
• Understand how customers research and buy products.
• Identify external threats and opportunities, adapts personal strategy to changing conditions and translates ideas to action.
• Demonstrate ethical and professional behaviour in accordance with company values.

Join us and we’ll help build your career, with excellent training and opportunities for career growth across the business, both locally and globally. You’ll experience an inclusive environment, with strong leadership and a focus on safety and wellbeing. You’ll also have the flexibility to choose from a wide range of benefits to suit your lifestyle, offering you and your family support from a health and wellbeing, financial and lifestyle perspective.

Join us and work for a world-leader, with the benefits and training to reward your dedication and skills. Be part of a team where we are making the world a safer place.

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

At no time during the hiring process will Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website (Careers - Smiths Group plc)