Aerospace & Defence
North Yorkshire – Some Flexibility
(Relocation Assistance May Be Available)
Highly Competitive Base Salary + Bonus (up to 25%) + Car Allowance + Benefits
Our client is a world leader in the provision of maintenance, modification, design and applied engineering services for customers in the military and civilian aerospace and defence sectors. The business has facilities in the UK, Canada & the Netherlands and supports a number of high-profile aerospace and defence platforms. It employs 1,900 people, provides services to more than thirty major customers globally and secures annual revenues in excess of £320 million.
The advanced composites business operates out of a large state-of-the-art manufacturing facility in North Yorkshire. It prides itself on the quality of its engineering, knowledge, skills and agility in being able to develop & deliver innovative solutions and services at pace for highly demanding customers.
The company has ambitious strategic plans to grow the advanced composites business and an exciting opportunity has been created for a Head of Sales, who as an integral member of the advanced composites senior management will assume responsibility for leading business development activities and thus for achieving profitable, sustainable growth.
In particular, this will involve the supporting of all aspects of strategy creation and implementation, including sales planning and business winning strategy, exploring new markets, identifying capability gaps and undertaking competitor analysis. The post holder will also take the lead in identifying, shaping, capturing and delivering new business opportunities by managing key customer accounts and relationships, controlling the sales order pipeline, matching the business’ capabilities to customers’ requirements and programmes, and leading the bidding process.
The ability to develop strong relationships built on respect and trust with stakeholders in multiple functions and at all levels of customers’ organisations is essential. The appointee will anticipate at an early stage and develop a detailed understanding of customers’ requirements and future programmes, leveraging insight to present and position the business to shape needs and win the resulting contracts on a profitable basis. In addition to leading a team of sales executives directly, there is also the requirement to manage other people drawn from across the business on a matrix basis around the needs of particular bids, contracts or projects.
The role is based out of the advanced composites facility in North Yorkshire but will also require close work with colleagues at other facilities in order to support all aspects of strategy creation, implementation and the wider decision making process, consequently a degree of national and potentially international travel will be required.
The successful candidate will be educated to degree level or equivalent (preferably in a business management, commercial or engineering discipline) and will be knowledgeable in respect to core engineering capabilities, concepts and applications. The attainment of a MBA is desirable.
You will possess a proven and successful track record in a senior sales, account management or business development position for a recognised company in the aerospace and defence sector. This will also include experience of managing one or more large strategic accounts with high levels of senior management engagement, of aligning sales strategies, capabilities and solutions to deliver long-term value, and of developing, bidding for and winning new business.
You will ideally be in possession of an existing network of relevant contacts in large aerospace and defence OEMs and will be able to combine well developed commercial, financial, strategic and analytical skills with the ability to place oneself “in the customer’s shoes”, in order to identify and capture profitable
Personal qualities will include excellent communications skills, together with the ability to build and maintain effective working relationships with a variety of different stakeholders. Outstanding leadership, organisational, collaborative, inspirational, motivational and negotiation skills are a pre-requisite.
You will also combine a high level of personal initiative, professionalism, self-motivation, credibility and integrity with the ability to maintain resolute and composed under pressure. In possession of a full UK driving licence, you must be willing to travel as required and hold or able to hold UK security clearance.
Please send your detailed CV quoting ref 19/1972 to our retained consultant David Smalley at Daniels Smalley Partnership, email firstname.lastname@example.org