Our client is a global supplier of specialist ammunition and pyrotechnics to the defence and security sectors. They boast a diverse international customer base with technically differentiated products & services and have an enviable reputation for performance, agility, quality, and innovative designs. The company is profitable and highly innovative and is currently benefitting from a record order book.
The Role
The primary focus of the Head of Business Development and Marketing is to grow revenues and profits by generating new opportunities, alongside developing, and increasing output through our existing accounts, and helping to shape the strategic development of the company.
Reporting to the Managing Director, you will be responsible for overseeing wide-ranging sales, business development and marketing activities across the portfolio of the business for the UK defence, homeland security and international markets. Your remit is to achieve double digit profitable growth of revenue in line with the strategic plan and to ensure that the strategic objectives of the businesses are reflected in its marketing efforts.
You will be involved in developing commercial strategies that support the company’s ongoing planned re-alignment objectives by identifying new business opportunities and routes to market that will enhance margin and profitability whilst still providing exceptional value to the user community and the customer base. You will also provide effective leadership, coaching and management of the sales team to ensure they are strongly focused on business generation, hitting performance targets and in winning new orders.
Key Responsibilities
- Develop a “winning strategy” for achieving new UK and international sales by identifying, developing, negotiating, and closing new opportunities in order to generate profitable new business
- Key account management of high-profile customers, including the UK MoD
- Play the leading “hands on” role in managing existing and new business relationships with customers, users, and partners in order to secure growth opportunities
- Build strong long-lasting relationships with customers, key partners, and the user community. Undertake visits to better understand & influence requirements as well as for lead generation
- Identification of emerging and changing market trends that might impact the business
- Seek and understand competitor offerings and technologies in the marketplace and define our competitive response
- Find new customers for new and existing product lines, including scope for future partner collaboration
- Provide regular guidance and direction to the 3rd party marketing team
- Keep updated with customer procurement and replenishment cycles. Manage all customer enquiries; provide guidance on setting market pricing for tenders and quotes
- Raise the profile of the company by highlighting its products and capabilities, identifying points of differentiation and in representing the business at UK/International trade shows
- Build account pipeline opportunities and provide accurate information on sales forecasts and booking plans as part of the Sales & Operations Planning (S&OP) process
- Ensure the CRM database system is used, is up to date and compliant
- Report regular weekly and monthly information, including the performance management of the sales team and in providing any business case justification for new product developments
- Critically assess the capabilities of the established network of agents to increase visibility, “grass roots” market intelligence, support commercial activities and validated opportunities
- Drive added value to the customer offering, including the identification of new opportunities for the provision of a wider services including consultancy support and training
- Work closely with internal colleagues, especially the R & D and Commercial teams as well as externally with Customers, Users, Agents, and Government departments
- Travel regularly within UK and across core international markets
Candidate Profile
- Degree or equivalent in a relevant subject is desirable
- A minimum of 5+ years’ related experience of working at a leadership level in a senior Sales/Business Development/Marketing role within the Defence or Security sector
- Experience of meeting and exceeding challenging sales targets
- Able to work at a senior management level and be experienced with bids, proposals, contract negotiation and in capturing new business
- Experience of developing and implementing sales & marketing strategies; able to balance the requirement to act strategically with the “hands on” approach required for success
- Credible leader, influencer, and motivator of others; able to develop and mentor direct reports and get the best out of team members
- Experience of managing overseas agents including an appreciation of cultural sensitivity
- Strong presentation, financial & commercial skills and have a natural flair for developing strong relationships with colleagues, customers, and stakeholders
- Prior experience of selling a technical product would be advantageous: – be credible across the business and in front of customers for understanding their current and future needs
- Experience of managing professional stakeholder and supplier relationships at a strategic level. An understanding of the defence procurement process would be advantageous
- Able to understand wider market opportunities, competitors, technologies and trends and exploit these for winning new business
- Key personal attributes sought include, drive, determination, teamwork, creativity, good communication skills and a winning mentality
- Excellent organisational and time management skills: – able to prioritise information, meet deadlines, and work under pressure
- Results orientated, able to use initiative, make decisions, and keep colleagues informed
- An accomplished negotiator, who is responsive to the needs of customers and adheres to high ethics and codes of conduct
- IT proficient including MS Office, data interrogation, CRM, and analytical skills
- Driving Licence / Passport – display a willingness and ability to travel throughout the UK and internationally at short notice
- Hold or be able to hold UK Security Clearance
