Head of Marketing

4 weeks ago

Fareham, United Kingdom Saab UK Full time

IntroductionSaab UK is part of Scandinavia's largest defence company, bringing together the best of Swedish and British innovation. Saab offers world-leading solutions and services in defence, aviation, space, and civil security to keep people and society safe. Our UK presence has been growing at pace, meaning we can offer a wide range of opportunities for personal fulfilment and career growth. We currently employ over 500 people across eight sites in the UK, and our specialisations include software engineering, underwater robotics, radars, AI, and armed forces trainingAs part of the global entity Saab AB, Saab UK combines the innovative spirit of a start-up with the resources and expertise of a larger corporation. Globally, Saab employs over 22,000 people, with operations on every continent. Our partnerships with UK customers and industry mean we are able to deliver innovative solutions to complex challenges, anticipating the threats of tomorrow. We invest 23% of our annual revenue into research and development, collaborating with a range of partners including industry and academiaThe RoleThe Head of Marketing & Sales leads on Customer engagement in their market sector and is responsible for creating, identifying, validating and pursuing business leads and opportunities within the United Kingdom Operational Country (OpC)The responsibility covers various elements of Saab's Surveillance portfolio. With particular focus but not exclusively on Weapon Locating Radar. The Head of Marketing & Sales position within an OpC acts as the Customer Sales Responsible (CSR) for their prospects, working closely with the Head of Marketing and Sales for GBAD, responsibilities include the establishment and maintenance of the customer relationships and responsibility for the relevant parts of the Winning Business (WB) process for their assigned prospects. The CSR leads the business realisation in accordance with the WB process from Market Appraisal up to and including Deliver and Follow Up Tender, and for the customer relationships throughout and beyond the WB processThis is a key role within the Business Development (BD) and Sales team and will represent Saab's continued relationship building with the British Army and wider MOD therefore, the individual will be required to have an intricate understanding of Land operations and be capable of establishing and maintaining relationships with key stakeholders, creating a narrative and having the capability to identify opportunities for the business across campaigns and salesThe ideal individual will have come from a British Army (preferably Royal Artillery) background of OF3 or above, with a demonstrable understanding of how the Army delivers capability. Working with DE&S as well as some wider commercial, business development or sales experience would also be a prerequisiteStakeholder engagement at all levels within the MOD is essential to this role.Responsibility for acquiring and maintaining relevant product knowledge.Responsibility for creating the winning strategy and determining the market price working closely with the PSR. To support this and to build Saab's position within the UK market, the Head of Marketing & Sales conducts business intelligence, as part of the Competitive and Market Intelligence (CMI) process, and BD work in relation to set responsibilities to provide input to commercial proposals and to participate in contract negotiations, acting as the critical bridge between the capability requirements of the end user, and the engineering realities of ProductionWorking with respective PSR's, is responsible for managing all their cases in the Customer Relationships Management (CRM) Tool, and is responsible for preparing relevant documents for the WB processKey ResponsibilitiesDeliver order intake and gross margin in accordance with set budgetEstablish and maintain customer relationshipsLead on marketing and sales prospects for part of Saab's Surveillance product portfolioAct as a customer-facing Saab ambassadorDeliver on KPIs in accordance with annual goals set during the IPM processIdentify, prioritise and qualify new business opportunities and leadsUpdate all qualified cases in the CRM toolCreate business-winning strategies for each opportunityConduct market, customer and competitor analysis in order to develop businessEstablish and maintain relevant Business Unit networksCollaborate with the PSR for respective projectsMaintain, evaluate and develop relations with other Original Equipment Manufacturers (OEM) for Business-to-Business opportunitiesParticipate at exhibitionsRequired Skills: Experience and understanding of the UK Defence, acquisition process and budgetsExperience of working with sensors and networksExperience of working at or with DE&SExcellent written and spoken communication skills in EnglishDeveloped social skills and a positive attitudeDocumented experience of marketing and sales or other relevant sectorsKnowledge/experience of Weapon Locating RadarsKnowledge of business and planning processesHave sufficient product knowledge in terms of technical base specifications and commercial aspects in order to be able to assume the CSR role

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