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New Business Sales Manager
1 month ago
Roke is a world-class technology and engineering consultancy. Roke delivers advanced research, development services and solutions to high profile customers who come to Roke with varied and challenging problems to solve. We are independent and are not a standard system integrator of third party products/applications.
Roke is currently recruiting a for a New Business/New Logo Sales Professional within its Futures Business Unit. If you have experience in opening New Logo's in any of the following sectors such as Energy, Oil & Gas, Utilities, Industrial manufacturing, materials sector includes companies that produce chemicals, glass, paper, Consumer Packaged Goods firms, Scientific/ Engineering firms, Automotive, Pharma, Medical Devices manufacturing, Aggrotech or the Information technology sector we would like to hear from you.
The successful applicant will be adept at taking our existing R&D services or bespoke solution value propositions to these sectors. This is not a product sales role. Experience of selling to defence and National Security markets would be a bonus.
Roke's Futures business unit uses our expertise gathered across many industries to provide rapid, innovative, and secure solutions to our customers most complex challenges. We operate across the whole lifecycle providing advice, research and development, engineering, design and in-service support for our products and services. We have solutions around Intelligent Sensing, Situational Awareness and Autonomy. We have strong reputation of selling innovative solutions and services to Rolls Royce for Aerospace inspection and into FTSE 100 companies in Utilities, Mining, and Telecom sectors.
LEARN MORE ABOUT FUTURES - (url removed) other business units operate across Defence and National Security to defend their people, assets and information, and defeat their adversaries. Roke Futures leverages the expertise and experience from these markets in the Enterprise sectors we serve.
What if you could draw on the innovative skills and expertise of more than 800 tech engineers and consultants with experience across a multitude of industries and disciplines? Think what you could achieve.
Roke Futures - accelerating change through innovation. It's what makes us different.
Job Purpose & Key Responsibilities
* Development, implementation, and execution of sales growth strategies through direct sales campaigns across a territory of multinational Enterprise clients.
* Identifying, building and effectively penetrating a number of new logo key clients to maximise both revenue and customer value
* Working across the business to align sales and internal innovation roadmaps to customer priorities
* Managing direct sales/bids/quotes in line with company governance process
* Managing and influencing direct client requirements and expectations
* Manage sales and engineering interactions with partners and clients to sell Roke's services effectively, ensure successful bids and resolve any customer issues
* Leading bids and engineering pre-sales teams to generate winning proposals to secure new business
* Achieving/exceeding allocated order targets and associated revenue targets
* Accurate pipeline management, forecasting and budgeting
* Provision of market intelligence to support, feed and actively contribute to the Roke CRM ecosystem
* Contribute to the development and delivery of the Futures business unit strategy
* Work with marketing to develop lead generation and increasing brand awareness strategies
* Development of compelling client propositions that meet client/market needs
Knowledge, Skills & Experience
* Demonstrable experience in direct sales of research and development activities, technical solutions & services and emerging products.
* Experience with solution selling methodologies
* Expert at developing new strong client relationships at a senior levels and supporting this with detailed account development strategies and plans to increase sales volumes
* An understanding of Autonomy, machine vision, AI/ML, data science and sensing technology
* Entrepreneurial mind-set with a a drive to succeed.
* Ability to quickly understand business and market challenges from the clients perspective and provide innovative solutions to meet these challenges, talking in the client's language
* Proven ability to quickly and effectively qualify opportunities and convert to orders
* Good experience of planning and delivering winning bids in short timescales, acting as the voice of the customer
* Exceptional verbal and written communication and negotiating skills, including the ability to present to senior management/executives, providing clarity in a complex environment.
* The ability to be effective in both local and remote matrix team leadership - taking the team with you
* Strong analytical skills
* Willingness to travel and on occasion stay away from home
Where you'll work...
ROMSEY - Alongside hybrid and flexible working options, you'll find our Romsey site located within beautiful Hampshire countryside, close to the picturesque New Forest District and not far from a superb stretch of the south coast. This is no corporate concrete jungle; this is a manor house site, with ample parking an on-site gym and a driveway full of daffodils in the spring.
WOKING - Alongside hybrid and flexible working options, you'll find our Woking site in a modern building on the outskirts of London. Rated excellent for sustainability by BREEAM & Fitwel certified - you'll feel better for visiting. This site provides key links to our customers in London, is a 5 minute walk from the train station, has secure parking nearby and dedicated cycle storage.
GLOUCESTER - Alongside hybrid and flexible working options, you'll find our Gloucester site in a business park two minutes from junction 11A of the M5; The site allows easy access to our local customer base. Set on the outskirts of the Cotswolds, you are never far from a picturesque view or lunch time walk.
Security
Due to the nature of this position, we require you to be eligible to achieve SC clearance.
The Next Step...
Click apply, submitting an up-to-date CV. We look forward to hearing from you
