Senior Business Development Manager

2 weeks ago

Woking, Surrey, United Kingdom Roke Full time
Job Title: Senior Business Development Manager

Roke, a world-class technology and engineering consultancy, is seeking a Senior Business Development Manager to join its Futures Business Unit. The successful candidate will be responsible for developing and executing sales growth strategies, identifying and managing key clients, and working closely with the business to align sales and innovation roadmaps with customer priorities.

The ideal candidate will have demonstrable experience in direct sales of research and development activities, technical solutions, and services in the Defence Market. They will be expert at developing new strong client relationships at senior levels and supporting this with detailed account development strategies and plans to increase sales volumes. The candidate will also have a well-rounded knowledge of direct and partner sales strategy and a drive to succeed.

Key Responsibilities

  • Development, implementation, and execution of sales growth strategies through direct and partner sales campaigns
  • Identifying, building, and effectively managing a number of new and existing 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 and partner sales/bids/quotes in line with company governance processes
  • Managing and influencing 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
  • 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

Requirements

  • Demonstrable experience in direct sales of research and development activities, technical solutions, and services in the Defence Market
  • Experience with solution selling methodologies
  • Expert at developing new strong client relationships at 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 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
  • Eligibility to achieve SC clearance

Benefits

  • Opportunity to work with a world-class technology and engineering consultancy
  • Chance to develop and execute sales growth strategies
  • Collaborative and dynamic work environment
  • Opportunity for professional growth and development
  • Competitive salary and benefits package

How to Apply

For more information and to apply, please contact Roke's HR department.

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