Senior Business Development Manager

2 months ago

Woking, Surrey, United Kingdom Roke Full time

About Roke

Roke is a world-class technology and engineering consultancy that delivers advanced research, development services, and products to high-profile customers with complex challenges.

Our Business

Roke's Futures business unit leverages expertise from various industries to provide rapid, innovative, and secure solutions to customers' most complex challenges. We operate across the whole lifecycle, offering advice, research, and development, engineering, design, and in-service support for our products and services.

Our Expertise

We have solutions around Intelligent Sensing, Situational Awareness, and Autonomy. We have a strong reputation for selling innovative solutions and services to major companies in various sectors, including Aerospace, Utilities, Mining, and Telecom.

Our Team

Our team of over 800 tech engineers and consultants has experience across a multitude of industries and disciplines. We're looking for a talented individual to join our team and help us accelerate change through innovation.

Job Purpose & Key Responsibilities

  • Develop, implement, and execute sales growth strategies through direct and partner sales campaigns.
  • Identify, build, and effectively manage a number of new key clients to maximize both revenue and customer value.
  • Work across the business to align sales and internal innovation roadmaps to customer priorities.
  • Manage direct and partner sales/bids/quotes in line with company governance process.
  • Manage and influence direct client and partner 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.
  • Lead bids and engineering pre-sales teams to generate winning proposals to secure new business.
  • Achieve/exceed 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 level 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 well-rounded knowledge of direct and partner sales strategy and a drive to succeed.
  • Ability to quickly understand business and market challenges from the client's 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.

Security

Due to the nature of this position, we require you to be eligible to achieve SC clearance.

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