Technical Account Manager
1 month ago
The Technical Account Manager is an essential role in the customer-facing team. The role engages with a range of existing "up the supply chain" customers via established accounts, extant contracts and ad-hoc requirements. The role manages the provision of technical services at customer sites and at the factory, the sale of new-build modern and legacy products, and the sale of repair services on customer equipment.
Key Working Relationships
Internal:
* Head of Business Development.
* Head of Operations & Engineering.
* Procurement Supervisor.
* Head of Operations & Compliance (Rail).
* Ministry Stores Controller and Deputy.
* Operations Coordinator.
* Stores & Logistics Manager.
External:
* Customer project teams.
* All extant and new repair customers.
* All extant and new legacy product customers.
Skills & Attributes
* A thorough understanding of core business principles used for the pricing of work, including pricing, gross profit margins, cost estimating and cost accounting.
* A robust technical knowledge that facilitates understanding the resourcing requirements of delivering engineering-centric bodies of work. This role does not require the candidate to be an engineer, but possession of an understanding of engineering principles, the ability to interface smoothly with professionally accredited engineers is essential and to cost estimate and manage the delivery of work packages, is essential.
* Project and operations management knowledge and experience, with the ability to relate the principles of both to a fast-moving, Small-to-Medium enterprise (SME).
* An understanding of the UK Defence & Security sector, or the ability to translate relatable sector knowledge (i.e. from Oil & Gas, Renewables, Rail, Policing etc) promptly and efficiently, to facilitate successful integration in the Defence & Security sector.
* Energetic, motivated, robust and determined; this role requires concentrated customer-facing engagement, and the incumbent must be able to emotionally deal with rejection and failure, in terms of unsuccessful bids and quotes to customers.
* Time management, due the high volume of customer engagement required.
* Initiative, in terms of identifying potential sales opportunities, followed by exploration and exploitation, in line with company processes and management direction.
Experience & Knowledge
A good candidate will be able to demonstrate applicable experience and knowledge in the following areas:
* Experience of working in the UK Defence & Security sector is preferred, but not essential.
* Experience of providing contractual services and selling products and services to the UK public sector is preferred, but not essential.
* Experience of working in a customer-facing role, providing quotes in line with set processes, for the provision of technical services and products.
* Experience of managing multiple workflows concurrently, with each comprising their own commercial format and adhering to differing regulatory standards.
* A working knowledge of UK export control regulations.
* A robust knowledge of technical matters across all disciplines, including of engineering principles, with particular emphasis on managing the mitigation of obsolescence on electrical and mechanical systems.
* Demonstrable experience and knowledge of successfully managing a diverse range of internal and external stakeholders.
Qualifications
Essential qualifications:
There are no specific qualifications that are essential for the role; however, the demonstrable knowledge base that a successful candidate requires is significant.
Desirable Qualifications:
* Engineering qualification at level 5 or higher.
* Business qualification at level 5 or higher.
Specific Responsibilities
The role is responsible for the management of all aspects of contractual relationships between Petards Defence and existing customers.
Additionally, the Technical Account Manager is responsible for managing all aspects of customer interaction for Petards Defence's repairs workflow, including fighting vehicles systems, legacy products and other equipment as required.
The role is also responsible for management of Petards Defence's legacy products workflow, involving execution of the full bid process from initial market engagement to fulfilment of order, including upselling product and services.
Across all three of the stated workflows, the Technical Account Manager is accountable to the Head of Business Development for order intake and the Head of Operations & Engineering for operational delivery of orders.
The role may also have responsibility for additional duties, as may be required in line with business needs, from time to time. Furthermore, the role also provides bid-support to the Head of Business Development for any major bids to customers.
Additional Requirements
* Hold a UK driving license.
* Capable of conducting UK-based or international travel, as and when company requirements dictate.
* Capable of holding UK Security Clearance (SC)
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