Sales Manager CEMA

About Roke

Roke is a world-class technology and engineering consultancy. Roke delivers advanced research, development services and products to high profile customers who come to Roke with varied and challenging problems to solve.

We are looking for a highly motivated, proven self-starter to join our Defence Sales Team in the role of Business Development and Sales Manager for Resilient Position Navigation & Time. This is a BD & Sales role reporting directly into the Head of Business for RPNT.

The role of Business Development and Sales Manager - Defence involves being a representative of Roke and trusted advisor to our Clients with a broad technical understanding of communications and sensing in the Defence domain. Using your sector experience and deep understanding of Roke’s products and service, you will ensure high and consistent standards are presented to the customer at all times.

As a Business Development and Sales Manager you will be a part of an international sales team responsible for the identification, development and successful closure of Defence Sales opportunities within your designated area of responsibility. Supported by the Head Business you will own the full sales lifecycle, ensuring our clients are fully aware of Roke’s products and capabilities, as well as providing voice of the customer feedback into the business.

You will work closely with the other Business Development and Sales Manager to identify key trials and demonstration events, capture the success criteria and ensure the product portfolio is suitably configured to support such activity.


Job Purpose & Key Responsibilities

• Internal and external stakeholder management to drive successful sales outcomes through the full sales lifecycle
• Proactive Business Development from requirements identification, capture and shaping through to order closure including responsible management of labour budgets
• Bid sponsorship, strategy, direction and guidance
• Systematically analyse the market, customers and competitors to produce a rolling 5 year forecast pipeline with robust forecasting in support of business planning
• Build and maintain relationships with customer representatives and key stakeholders, facilitate wider team engagement where relevant
• Growth of Customer Funded Development (CFD) opportunities in current and new areas as aligned to the technology roadmap
• Campaign direction and management, including responsible usage of marketing resources, events, white papers, innovation and associated non-labour budget; as agreed with the Head of Business
• Active management of Risks and Opportunities that impact or influence Roke, the Business unit or campaign area
• Active participation within the Sales Team, supporting with related tasks, transformation activities and being a visible leader within the campaign
• Undertake such other reasonable duties, commensurate with the job holder’s experience and qualifications, as may be required for the smooth operation of the business
  
  

Person Specification
Education and Qualifications

• Technical education and/or qualifications in a relevant field
• BEng/BSC and/or Masters Degree in an appropriate Engineering/ Computer science, Information systems or related subject – Desirable, or relevant alternative experience considered
  
  

Knowledge, Skills & Experience

• Strong market driven approach including market assessment, market analysis and strategic relationship building
• Proven pedigree of customer engagement and delivery of successful sales in the Defence domain
• Demonstrable experience of delivering £10m sales per annum
• Demonstrable experience of building and managing a 5 year rolling sales pipeline to accurately forecast and deliver sales
• Familiarity with UK MoD procurement process and structure
• Knowledge of multi-national defence operations, organisations and structures, and how to align them to products and services
• An existing network of contacts spanning the international community in the Defence domain, preferably within RPNT
• Excellent interpersonal skills with a proven ability to communicate and influence internal and external stakeholders across all levels
• Experience of working in, and managing, small agile teams and delivering complexity at pace and across a wide customer base
• Experience of delivering briefings, demonstrations and proposals to a diverse audience including students where English isn’t the first language
• Additional language skills are useful, but awareness of any cultural sensitivities is more important
• An ability to analyse problems and communicate effectively to the wider team
• Previous experience using CRM applications such as Salesforce
  
  
  

Why should you join us

We have a competitive salary and access to a number of additional flexible benefits, which will cover Health and Wellbeing, Savings and Protection & Life, Leisure and Entertainment.

Roke has a great community of groups with shared interests. These enable people to share ideas and be passionate about tools, technologies & techniques, which interest them.

We are committed to a policy of Equal Opportunity, Diversity and Inclusion. Our working environment is friendly, creative and inclusive and support a diverse work-force and those with additional needs.


Security

Due to the nature of this position, we require you to be eligible to achieve SC clearance. As a result, you should be a British Citizen and have resided in the UK for the last 5 years.