Defence Sales Manager

Defence Sales Manager Job Description and Person Specification Reports To: Defence, Sales and Strategy Director Department: Defence Line Management Responsibility Management of staff Hours of work Full-time Background Analox is a well established global leader in the research, development and manufacturing of complex gas sensing products and systems. Our equipment is used across a diverse range of markets and applications such as submarines, space, beverage and deep sea diving. We have 116 people across our two sites in North Yorkshire, UK and California, USA, and are currently pursuing expansion plans into France. Analox is known for its positive and supportive work environment that values teamwork, innovation, and collaboration. We are a world leading provider of gas monitoring solutions, providing employees with an opportunity to work on cutting-edge technology in ever-changing environments and make an impact in growing industries. Analox is proud to have achieved Net Zero in our manufacturing operations, with all the energy required to make our products sourced from renewable means: our on-site solar panels generate more power than we consume (with surplus exported back to the National Grid), and any shortfall is covered by imported electricity from the National Grid, purchased exclusively from certified renewable sources at a premium to guarantee sustainability. We truly believe that our people are what makes Analox great. We invest heavily in employee training and development and provide opportunities for career advancement, helping team members to excel and thrive in their chosen path. Analox has a diverse and talented team of employees who work together to drive success, providing a dynamic and collaborative work environment, if you would like to be a part of this please look at our current vacancies below. Overall Purpose of the Role We are seeking a dynamic and technically proficient Sales Manager to lead and grow our Defence sector sales. This is a consultative, solution-based sales role with a long sales cycle, requiring deep understanding of client challenges, technical requirements, and strategic planning. You will mentor and motivate a small but dedicated team, drive improvements in our sales processes and tools, and work collaboratively across departments to ensure customer needs are met efficiently and effectively. Main Responsibilities Lead the Defence sector sales strategy, identifying and developing new business opportunities within the global defence market. Build and maintain strong, long-term relationships with customers and strategic partners. Guide the team in a consultative sales approach, understanding technical requirements and providing tailored solutions. Accurately forecast sales, monitor performance against targets, and provide regular reports to senior leadership. Collaborate with engineering, product development, marketing, and customer service teams to ensure a unified approach to customer satisfaction and problem resolution. Mentor, support, and motivate the sales team, driving performance through coaching, feedback, and development planning. Evaluate and improve sales tools, processes, and techniques to increase efficiency and effectiveness. Represent Analox at industry events, trade shows, and customer meetings as a credible and knowledgeable technical advisor. Health and Safety Proactively promote a culture of safety by taking ownership and encouraging others to do the same. Lead by example by consistently adhering to and championing safety practices and policies. Support 5S initiatives and maintain high housekeeping standards. Participate in safety audits, incident investigations, and root cause analyses as needed to ensure a safe and organized work environment. Equality and Diversity Analox are committed to an Equal Opportunities Policy which affirms that all staff should be afforded equality of treatment and opportunity in employment irrespective of age, disability, gender reassignment, marriage or civil partnership, pregnancy or maternity, race, religion or belief, sex or sexual orientation. All staff are required to observe this policy in their behaviour to their behaviour to other employees and service users. Analox Values At Analox, our values, Teamwork, Commitment to Excellence, Customer Focus, Pride, Integrity, and Boldness, are at the heart of everything we do, guiding how we work together, innovate, and serve our customers. If you have a disability and have any special requirements that impact on your ability to meet any of the essential criteria please contact a member of the HR team. Criteria Education/ Knowledge and Qualifications 5–10+ years in technical B2B sales, with at least some in the Defence, Aerospace, or High-Spec Industrial sectors. Background in engineering, technology, or military systems (degree or practical experience). Familiarity with MOD/DoD procurement practices Understanding of gas detection or analysis systems is a strong advantage. I, A Skills, & Abilities Demonstrated ability to lead and mentor a sales team to meet or exceed targets. Excellent interpersonal skills with the ability to collaborate cross-functionally. Takes ownership of results — both team and individual performance. Works cross-functionally with engineering, marketing, support, and leadership. Understands market drivers in the Defence sector and adapts strategies accordingly. Skilled in opportunity pipeline management and sales forecasting Able to translate customer challenges into product/system requirements. Able to translate customer challenges into product/system requirements. Skilled in managing long, multi-stage sales cycles with multiple stakeholders. Ability to identify customer needs and align them with complex technical solutions. Comfortable navigating long sales cycles and procurement delays. Maintain focus. Can resolve complex customer and internal challenges with a solutions-focused mindset. Understands market drivers in the Defence sector and adapts strategies accordingly. Competent in reviewing and improving sales processes, reporting tools, and CRM usage. Able to build and execute a targeted sales strategy for the Defence market. Capable of building team capability, giving constructive feedback, and developing individuals. Track record of motivating and coaching sales teams to exceed targets. Comfortable discussing technical concepts with engineers and defence procurement professionals I, A Experience Proven experience in technical, consultative sales ideally within the Defence, aerospace or high-spec industrial sectors. Strong understanding of long sales cycles and experience navigating complex procurement processes in the UK and internationally. Experience using CRM systems and data-driven sales planning tools. Proven record of achieving or exceeding targets in complex sales environments. Experience building trust with government, defence, and high-level stakeholders. Experience working with or selling into MOD/DoD/ public sector or similar procurement environments. Experience managing or leading sales teams, ideally in a growth or change-driven environment. Exposure to cross-functional project work — e.g. supporting engineering or service teams to resolve customer issues. I, A Personal Attributes Highly organised, analytical, and performance-driven. Willingness to travel domestically and internationally, as required. Can shift strategy or communication styles based on customer or internal needs. Strong interpersonal and influencing skills Analox Group15121 Graham Street #B106 Huntington Beach #J-18808-Ljbffr