Client Manager

TN United Kingdom; Gloucester; On-site; GBP 40,000 - 80,000; Full time

Job summary

An established industry player is seeking a dynamic sales professional to join its Futures Business Unit. This role offers the chance to develop and sell innovative sensor processing and autonomous control solutions, primarily in the Defence sector. The successful candidate will collaborate with experts to create impactful solutions, driving growth and exceeding revenue targets. If you are passionate about technology and eager to make a difference in a fast-growing market, this opportunity is perfect for you.

Qualifications

• Experience in direct sales of R&D activities and technical solutions.
• Proven ability to develop senior client relationships.

Responsibilities

• Develop and execute sales growth strategies through direct sales.
• Manage key clients to maximize revenue and customer value.
• Lead bids and pre-sales teams to secure new business.

Skills

Sales Growth Strategies

Client Relationship Management

Solution Selling Methodologies

Understanding of Autonomy

Analytical Skills

Negotiation Skills

Technical Solutions Sales

Job description

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Roke 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.

Roke is currently recruiting a sales professional within its Futures Business Unit, with experience in developing and selling sensor processing and autonomous control solutions, primarily into the Defence markets. Broader experience would be a benefit. This is an exciting opportunity to make a significant impact in a fast-growing sector.

The successful applicant will work with our Defence business unit, CTO, and Autonomy specialists to develop new solutions targeting the Defence market, utilizing customer funding and internal investment.

Roke’s Futures business unit leverages expertise across various industries to provide rapid, innovative, and secure solutions to complex challenges. Our solutions include Intelligent Sensing, Situational Awareness, and Autonomy in aerospace inspection, law enforcement, government, critical infrastructure, and healthcare.

Job Purpose & Key Responsibilities

1. Develop, implement, and execute sales growth strategies through direct and partner sales campaigns.
2. Identify, build, and manage key clients to maximize revenue and customer value.
3. Align sales and internal innovation roadmaps with customer priorities.
4. Manage sales, bids, and quotes in line with governance processes.
5. Manage client and partner requirements and expectations.
6. Coordinate sales and engineering interactions to sell Roke’s services, ensure successful bids, and resolve customer issues.
7. Lead bids and pre-sales teams to generate proposals and secure new business.
8. Achieve and exceed order and revenue targets.
9. Manage pipeline, forecasting, and budgeting accurately.
10. Contribute market intelligence to the CRM ecosystem.
11. Support the development and delivery of the Futures business strategy.
12. Collaborate with marketing on lead generation and brand awareness strategies.
13. Develop compelling client propositions that meet market needs.

Knowledge, Skills & Experience

1. Experience in direct sales of R&D activities, technical solutions, services, and emerging products in the Defence Market.
2. Familiarity with solution selling methodologies.
3. Proven ability to develop senior client relationships and implement account development strategies.
4. Understanding of Autonomy, machine vision, AI/ML, data science, and sensing technology.
5. Entrepreneurial mindset with knowledge of sales strategies and a drive to succeed.
6. Ability to understand client challenges and provide innovative solutions in their language.
7. Proven ability to qualify opportunities and convert them into orders.
8. Experience in planning and delivering winning bids quickly, representing the voice of the customer.
9. Excellent verbal, written communication, and negotiation skills, capable of engaging with senior management.
10. Ability to lead local and remote matrix teams effectively.
11. Strong analytical skills.
12. Willingness to travel and stay away from home when required.

Security

Due to the nature of this position, candidates must be eligible for SC clearance.