Head Of Business Development and Sales - Air Domain

Saab UK; West End; On-site; GBP 90,000 - 150,000; Full time

Benefits offered by this job

30 days annual leave

Private medical insurance

Pension with 8% company contribution

Death in service insurance

Share matching scheme

Enhanced parental leave

Job summary

Saab UK is recruiting a Head of Business Development & Sales to lead customer engagement in the UK market, focusing on Air products for the RAF and related MOD requirements. You will manage key accounts, direct the Winning Business process from market appraisal to tender delivery, and build relationships across DE&S and SP communications.

Prior RAF/air background and strong stakeholder skills are essential.

Qualifications

• Evidence of Air Domain experience in the defence environment
• Experience and understanding of the UK Defence, acquisition process and budgets
• Experience of working at or with DE&S
• Excellent written and spoken communication skills in English
• Developed social skills and a positive attitude
• Documented experience of marketing and sales or other relevant sectors
• Integrated Air and Missile Defence knowledge
• Electronic Warfare (EW) knowledge
• Command and Control (C2) knowledge
• Radar systems and sensor knowledge
• Air Training and Simulation knowledge
• ISTAR knowledge
• Space & SDA knowledge
• Knowledge of business and planning processes
• Have sufficient product knowledge in terms of technical base specifications and commercial aspects in order to be able to assume the CSR role

Responsibilities

• Deliver order intake and gross margin in accordance with set budget
• Establish and maintain customer relationships
• Lead on marketing and sales prospects for part of Saab's Surveillance product portfolio
• Deliver on KPIs in accordance with annual goals set during the IPM process
• Identify, prioritise and qualify new business opportunities and leads
• Update all qualified cases in the CRM tool
• Create business-winning strategies for each opportunity
• Conduct market, customer and competitor analysis in order to develop business
• Develop and maintain relevant product knowledge
• Establish and maintain relevant Business Unit networks
• Collaborate with the PSR for respective projects
• Maintain, evaluate and develop relations with other Original Equipment Manufacturers (OEM) for Business-to-Business opportunities
• Participate at exhibitions and other customer-facing events
• Other tasks within the Country Unit as deemed relevant from time to time

Job description

Saab UK is part of Scandinavia's largest defence company, bringing together the best of Swedish and British innovation. Saab offers world-leading solutions and services in defence, aviation, space, and civil security to keep people and society safe. Our UK presence has been growing at pace, meaning we can offer a wide range of opportunities for personal fulfilment and career growth. We currently employ over 600 people across eight sites in the UK, and our specialisations include software engineering, underwater robotics, radars, AI, and armed forces training.

The Role

The Head of Business Development (BD) & Sales leads on Customer engagement in their market sector and is responsible for creating, identifying, validating and pursuing business leads and opportunities within the United Kingdom Operational Country (OpC).

The responsibility covers various elements of Saab's Air portfolio, as assigned by the Director of BD and Sales. With particular focus but not exclusively on Air products and services for the RAF and occasionally RN air requirements. The Head of BD & Sales position acts as the Customer Sales Responsible (CSR) for their prospects. Working closely with the Head of BD and Sales for Naval and also BlueBear, your responsibilities include the key account management of the customer relationships and responsibility for the relevant parts of the Winning Business (WB) process for their assigned prospects. The CSR leads the business realisation in accordance with the WB process from Market Appraisal up to and including Deliver and Follow Up Tender, and for the customer relationships throughout and beyond the WB process.

This is a key role within the BD and Sales team and will represent Saab's continued relationship building with the RAF and wider MOD therefore, the individual will be required to have an intricate understanding of the Air environment and be capable of establishing and maintaining relationships with key stakeholders, creating a narrative and having the capability to identify opportunities for the business across campaigns and sales.

The ideal individual will have come from an RAF or other similar Air background, of OF3 or above, with a demonstrable understanding of how the RAF develops and delivers capability. Experience working with DE&S, procurement as well as some wider commercial, business development or sales experience would also be advantageous.

Stakeholder engagement at all levels within the MOD is essential to this role. Therefore, applicants will need to have had prior involvement in running large campaigns and stakeholder management.

Key Responsibilities

Deliver order intake and gross margin in accordance with set budget

Establish and maintain customer relationships

Lead on marketing and sales prospects for part of Saab's Surveillance product portfolio

Deliver on KPIs in accordance with annual goals set during the IPM process

Identify, prioritise and qualify new business opportunities and leads

Update all qualified cases in the CRM tool

Create business-winning strategies for each opportunity

Conduct market, customer and competitor analysis in order to develop business

Develop and maintain relevant product knowledge

Establish and maintain relevant Business Unit networks

Collaborate with the PSR for respective projects

Maintain, evaluate and develop relations with other Original Equipment Manufacturers (OEM) for Business-to-Business opportunities

Participate at exhibitions and other customer-facing events

Other tasks within the Country Unit as deemed relevant from time to time

Qualifications and Skills

Evidence of Air Domain experience in the defence environment

Experience and understanding of the UK Defence, acquisition process and budgets

Experience of working at or with DE&S

Excellent written and spoken communication skills in English

Developed social skills and a positive attitude

Documented experience of marketing and sales or other relevant sectors

Integrated Air and Missile Defence knowledge

Electronic Warfare (EW) knowledge

Command and Control (C2) knowledge

Radar systems and sensor knowledge

Air Training and Simulation knowledge

ISTAR knowledge

Space & SDA knowledge

Knowledge of business and planning processes

Have sufficient product knowledge in terms of technical base specifications and commercial aspects in order to be able to assume the CSR role

Saab UK Company Benefits

30 days annual leave

Workplace pension scheme with 8% company contribution

Private medical insurance

Death in service insurance

Up to 5% share matching scheme

Company enhanced Maternity/Adoption & Paternity leave.

+ Much more

By submitting an application to Saab UK you consent to undertaking workforce screening activities that may include but are not limited to: Baseline Personnel Security checks, National Security Vetting, reference checks, verification of working rights and in all circumstances preferred candidates will be placed through a security interview