Head of Defence Sales

3 months ago

Glasgow, United Kingdom James Fisher and Sons plc Full time

**About the Role**:
**Head of Defence Sales - UK/EMEA & ROW**
**Remote**
**Permanent**

**Who we are**

JFD is the world leading underwater capability provider, serving the commercial and defence markets with innovative diving, submarine and hyperbaric rescue, technical solutions and services. Operating worldwide, the company is the world’s leading provider of submarine rescue capability and an established provider of submarine escape training. The company is at the forefront of Hyperbaric Rescue, along with being the leading supplier of commercial and defence diving equipment and saturation diving systems to the commercial industry.

**About the role**

As our Head of Defence Sales UK/EMEA + ROW, you will drive and secure sales contracts for the JFD defence capability offering to all major global navies in UK; EMEA and ROW regions (outside of Australia / US), increasing the market penetration and the market base with established and new customers. You will act as the sales and business development prime for key defence accounts ensuring that the JFD relationships are maintained in best position for JFD to be recognised as a capability partner of choice for our core Defence Product Lines (Sub Rescue; Sub Platforms; Spec Ops
- TDVs and Defence Diving).

In this role you will develop lasting relationships with Navy clients; industry partners and government defence programme procurement office key stakeholders. You will also build a comprehensive set of campaigns and capture plans that deliver sustained revenue and profit growth for JFD, meeting short term budget and forecast order intake targets whilst building future growth in contract orderbook for strategic long-term growth.

As Head of Defence Sales, your key responsibilities will include:

- Define detailed plans to achieve the sales strategy (geographical target areas, markets, resource requirements, pricing, branding and channels to market)
- Develop and implement the global JFD Defence Sales Strategy and supporting development and implementation of the wider business growth strategy.
- Lead the defence sales team including all recruitment, training, coaching and performance management.
- Lead on key account and stakeholder engagement and development activity for existing customers to maximise the JFD revenues across all capability areas.
- Work collaboratively with the Defence Product Line Leads, marketing and bid team to develop sales campaigns.
- Responsible for identifying market opportunities and building a healthy, balanced pipeline of potential new business
- Responsible for managing portfolio of prospective work successfully driving it from initial lead creation through conversion and qualification to contract award in line with the strategy.
- Manage best practice CRM pipeline review and provide consolidated order intake forecast to the Product Lines in order to build effective supporting manufacturing plans.
- Acting as lead on major business deals / campaigns to develop winning strategies and coordinate and drive all internal and external activity towards JFD success.
- Work collaboratively with the wider international business development/sales teams to ensure all customer initiatives, requests and enquiries are progressed effectively and all opportunities to upsell/cross-sell are exploited.
- Actively participate and contribute towards the generation of business intelligence including all market, customer, competitor and potential partner information to support future strategy development and Research & Development activity.

**What do you need?**

Knowledge Skills and Experience
- In depth knowledge of the defence market principally in the naval sector industry requirements and it's procurement cycles.
- Track record of managing a successful defence sector sales portfolio
- Experience of building and developing a team within an international matrix organisation
- Knowledge of sales processes including tenders and bids in a high value, complex technical sales environment
- Proven experience in account management and relationship building
- High level of commercial acumen and fluency
- Highly developed ability to negotiate at a senior level internally and externally
- First class communication and influencing skills.

**Working for us**

We offer a number of benefits including Group Personal Pension Scheme, Life Assurance, Private Medial Insurance and competitive salary and benefit packages.

JFD is proud to be part of James Fisher and Sons plc, who has partnered with the Career Transition Partnership, the official provider of Armed Forces resettlement for over 20 years.

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