Sales Manager

OverviewGreat ideas come from different minds. That’s why we bring together engineers, scientists, analysts, and creatives from every background — and give them the trust, tools, and freedom to make a difference. What connects us is the mission: solving meaningful problems and building capability that protects what matters most. And as the challenges evolve, so do we — working on the technologies that will shape tomorrow, not just today.About RokeRoke is a world-class technology and engineering consultancy. Roke delivers advanced research, development services and products to high profile customers who come to Roke with varied and challenging problems to solve.We are looking for a highly motivated, proven self-starter to join our Defence Sales Team in the role of Business Development and Sales Manager for Resilient Position Navigation & Time. This is a BD & Sales role reporting directly into the Head of Business for RPNT.The role of Business Development and Sales Manager - Defence involves being a representative of Roke and trusted advisor to our Clients with a broad technical understanding of communications and sensing in the Defence domain. Using your sector experience and deep understanding of Roke’s products and service, you will ensure high and consistent standards are presented to the customer at all times.As a Business Development and Sales Manager you will be a part of an international sales team responsible for the identification, development and successful closure of Defence Sales opportunities within your designated area of responsibility. Supported by the Head Business you will own the full sales lifecycle, ensuring our clients are fully aware of Roke’s products and capabilities, as well as providing voice of the customer feedback into the business.You will work closely with the other Business Development and Sales Manager to identify key trials and demonstration events, capture the success criteria and ensure the product portfolio is suitably configured to support such activity.Job Purpose & Key ResponsibilitiesInternal and external stakeholder management to drive successful sales outcomes through the full sales lifecycleProactive Business Development from requirements identification, capture and shaping through to order closure including responsible management of labour budgetsBid sponsorship, strategy, direction and guidanceSystematically analyse the market, customers and competitors to produce a rolling 5 year forecast pipeline with robust forecasting in support of business planningBuild and maintain relationships with customer representatives and key stakeholders, facilitate wider team engagement where relevantGrowth of Customer Funded Development (CFD) opportunities in current and new areas as aligned to the technology roadmapCampaign direction and management, including responsible usage of marketing resources, events, white papers, innovation and associated non-labour budget; as agreed with the Head of BusinessActive management of Risks and Opportunities that impact or influence Roke, the Business unit or campaign areaActive participation within the Sales Team, supporting with related tasks, transformation activities and being a visible leader within the campaignUndertake such other reasonable duties, commensurate with the job holder’s experience and qualifications, as may be required for the smooth operation of the businessEducation and QualificationsTechnical education and/or qualifications in a relevant fieldBEng/BSC and/or Masters Degree in an appropriate Engineering/ Computer science, Information systems or related subject – Desirable, or relevant alternative experience consideredKnowledge, Skills & ExperienceStrong market driven approach including market assessment, market analysis and strategic relationship buildingProven pedigree of customer engagement and delivery of successful sales in the Defence domainDemonstrable experience of delivering £10m sales per annumDemonstrable experience of building and managing a 5 year rolling sales pipeline to accurately forecast and deliver salesFamiliarity with UK MoD procurement process and structureKnowledge of multi-national defence operations, organisations and structures, and how to align them to products and servicesAn existing network of contacts spanning the international community in the Defence domain, preferably within RPNTExcellent interpersonal skills with a proven ability to communicate and influence internal and external stakeholders across all levelsExperience of working in, and managing, small agile teams and delivering complexity at pace and across a wide customer baseExperience of delivering briefings, demonstrations and proposals to a diverse audience including students where English isn’t the first languageAdditional language skills are useful, but awareness of any cultural sensitivities is more importantAn ability to analyse problems and communicate effectively to the wider teamPrevious experience using CRM applications such as SalesforceWhy should you join usWe have a competitive salary and access to a number of additional flexible benefits, which will cover Health and Wellbeing, Savings and Protection & Life, Leisure and Entertainment.Roke has a great community of groups with shared interests. These enable people to share ideas and be passionate about tools, technologies & techniques, which interest them.We are committed to a policy of Equal Opportunity, Diversity and Inclusion. Our working environment is friendly, creative and inclusive and support a diverse work-force and those with additional needs.SecurityDue to the nature of this position, we require you to be eligible to achieve SC clearance. As a result, you should be a British Citizen and have resided in the UK for the last 5 years.The Next StepClick apply, submitting an up-to-date CV. We look forward to hearing from you. #J-18808-Ljbffr