Sales Lead

Rheinmetall Electronics UK (REUK); Newport; Hybrid; GBP 40,000 - 60,000; Full time

Job summary

A leading electronics company in Newport is seeking a Sales Professional to generate and close sales, focusing on vehicle vision systems. This hybrid role involves maintaining customer relationships, identifying new opportunities, and managing sales processes. Ideal candidates will have a strong sales background, technical knowledge of electronics, and excellent presentation skills. Join a rapidly expanding team with plenty of growth opportunity.

Benefits

25 days holiday plus Bank holidays

Flexible working hours

BUPA Healthcare & Dental-Care Insurance

Employer Pension contributions of 5%

Discounted Gym Membership

Qualifications

• Several years of experience in a customer-facing role, ideally in sales.
• Experience selling specialist electronics in a defence or industrial market.
• Ability to quickly assimilate information regarding products.

Responsibilities

• Generate and close sales with existing and new customers.
• Maintain commercial relationships with key stakeholders.
• Develop new product opportunities and markets.

Skills

Sales expertise

Customer relationship management

Technical knowledge of electronics

Presentation skills

Education

Degree in technical or commercial discipline

Tools

SAP CRM

Job description

Rheinmetall Electronics UK (REUK) Ltd operates internationally, designing and manufacturing advanced electronics products and systems for the communications, defence, security and government services market.

We are excited to announce that we are building upon the commercial success achieved to date, and have an opportunity to join our rapidly expanding team.

This position reports directly to the Head of Sales and is responsible for generating and closing sales, both to existing and new customer. Identifying new product opportunities is a desirable extension of this key responsibility. This role will suit an objective focussed professional, who will seize opportunities to capture high quality, high value contracts and orders, in order to further the aims of the company’s growth strategy.

The position is initially focussed on REUK’s core business of Vehicle Vision systems, which includes the sales of its TRAILBLAZER armoured vehicle camera and situation awareness into a wide variety of vehicle upgrade or design programmes, across fighting, engineering and support armoured vehicles, and logistics and utility vehicles. The current expansion may lead to a sales across more product lines and capabilities in future.

Day to day tasks include customer relationship building, seeking new sales, adding to and updating the database of the sales pipeline, managing the capture of estimates and quotations, generating all bid materials, and managing closure and negotiation, in accordance with company procedures. UK and International travel, hands-on product demonstration (support provided) and an enthusiasm for the applications and a commitment to excellent customer service, are essential to success.

Responsibilities

• Maintain commercial relationships with key stakeholders of existing customers in the appointed segment of sales.

• Develop commercial relationships with key stakeholders of new prospects, as directed by the Head of Sales.

• Identify and report on new prospects and new product opportunities (new markets) to the Head of Sales.

• Maintain accurate records of clearly identified Sales Opportunities on the company sales pipeline database, including forecast values, start date, scope and estimates as appropriate to opportunity status.

• Create and communicate capture plans (complex selling) as directed by the Head of Sales, in accordance with Company Procedures.

• Create and manage demand for estimates from engineering for design or qualification activity, and operations for production work, in accordance with company sales procedures (including exercising the company process for financial bid management e.g. escalation and FOREX hedging).

• Generate quotations, both simple and complex (multi part written proposal), in accordance with company sales procedures and where appropriate, customer template or bid requirements.

• Close sales with professional and timely follow up of quotation and effective negotiation in accordance with a mandate from the Head of Sales.

• Assemble professional, concise and accurate presentations of company products that achieve the goal of the presentation.

• Confidently deliver presentations to all customer stake holders: technical staff including systems engineers and operations, procurement staff, executives, government stakeholders (typical contract authority) and armed forces (end users); one-to-one, one-to-many, formal, informal (ad-hoc) and occasionally and if directed by Head of Sales, to conference.

• Ensuring that company sales procedures are observed, including compliance with business and legislative (export, security) company compliance policies.

• Ensuring that company quality procedures are observed, including compliance with Safety, IT and environmental policies.

• Refer commercial reviews (agreements, contract conditions) promptly to the company legal counsel or otherwise as appropriate, to ensure timely return of complete bids.

Main Tasks

• Closing on agreed forecast opportunities in the assigned sales segment, within year.

• Developing, with Head of Sales, appropriate backup opportunities as alternates to formal forecast opportunity.

• Identifying new customer (new prospect) for existing products.

• Liaising with the Engineering team on customer technical enquiries and technical proposals.

• Identifying new products (market) and application opportunities.

• Presenting the company to existing and prospective customers through on and offsite visits, exhibitions and seminars.

• Attending exhibitions and conferences, in UK and overseas.

• Organising, managing and delivering on site demonstrations of product capabilities (supported by the product ownership team and company PA).

• Conducting customer presentations to technical design teams and commercial personnel, up to board level.

• Responsibility for proposing and negotiation of commercial contracts, customer quotations and contract negotiations relating to the 3rd party opportunities obtained.

• Maintain accurate records of clearly identified Sales Opportunities on the company sales pipeline database, including forecast values, start date, scope and estimates as appropriate to opportunity status: This is primarily managed through an SAP CRM database, which is typically used and updated by the sales manager daily, or as opportunities mature.

• Understand, optimise and negotiate contract agreements (with commercial support).

• Understand, coach, propose and negotiate with customer for win-win outcomes.

• Generate and manage internal demand for estimates.

• Collate estimates and prepare bids, including writing or creating:

- Sales proposals, including incorporation of technical content and well-presented winning themes, and risks and assumptions.

- Commercial proposals, including incorporation of scheduled delivery plans, accurate and unambiguous deliverable scope of supply statements, and special terms and conditions.

- Quotations, accurately, traceable to evidenced price calculations. These are compiled and issued from SAP by the sales manager, in connection with the relevant opportunity record.

- Compliance statements, incorporating technical statements and clear exclusions or limitations.

- Collation of multi-document bid returnables (e.g. quality plans, safety plans, certificates) into configuration managed proposal data packs.

- Configuration (version) controlled archives of all materials for later reference or re-use.

As directed by the Head of sales, provide input into the annual Business Plan and the Product Development Plan.

Ensuring compliance with current export licensing regulations, supported by Export Control Mgt. team.

The Candidate

The candidate is likely to have several years’ experience in a customer facing role, with a strong preference to specifically Sales roles (roles in bid management, programme management or engineering support, especially in Land defence markets, might also be shown by the candidate to establish a relevant skill set).

• The candidate ideally has experience of selling specialist electronics products, in a defence or industrial market, to integrators of complex systems such as vehicles, security infrastructure or combat systems. Familiarity with a typical design and manufacture lifecycle, to enable fast analysis of customer (integrator) need, is important. An ability to rapidly assimilate information about company product features and benefits, and to explain them to others, is essential.

• A willingness to travel, to present to a wide range of audiences, and to conduct demonstrations in person is essential.

• The candidate is likely to be educated to degree level in a technical or commercial discipline, or can demonstrate equivalent domain knowledge and significant experience of objective focussed, customer or user facing delivery of complex, documented quality outcomes in a relevant industry or role.

• The candidate will need to fit into a small team, led by Director BD and Strategy, managed by Head of Sales, and including two other sales managers, two business development managers, and a sales support team who service administrative and logistics tasks for the sales team and Directors. The candidate must be able to share information quickly and effectively, to take on or hand over sales opportunities where necessary to balance load, and to manage challenges calmly and effectively, support and requesting support to/from colleagues as appropriate. The candidate will have an independent approach to achieving an objective.

Full time 37.5 hrs per wk.

Salary dependant on experience / qualifications

Location:

This is a hybrid role with the flexibility of some home working and the expectation to be in the office 3 days per week.

We want REUK to be the employer you choose to build your career with. We have lots of opportunity to grow as our business continues to grow.

We are proud to be a Disability Confident employer, committed to fostering an inclusive and supportive workplace for all.

We are passionate about finding the right people to join us and we want you to be proud to work with us. Our vision is to become a recognised and respected solution provider while delivering high-technology, high reliability & high-quality products and systems.

As an REUK employee we offer you:

-25 Days holiday plus Bank holidays (increasing with service)

-The opportunity to work flexibly and to work your contracted hours over the week so that you can enjoy an early finish on a Friday.

-4-times Death-in-Service Benefit (after 3 months of service)

-BUPA Healthcare & Dental-Care Insurance (after successful completion of probationary period)

-Long Service Rewards

-Employer Pension contributions of 5%

-Salary sacrifice scheme for Cycle to Work

-Discounted Ferry Bookings

-Discounted Gym Membership

-Bi-Monthly on-site massages

-Excellent Training Opportunities

-Recommend a friend scheme

-Excellent canteen facilities with a state-of-the-art kitchen, pool table and tuck shop

-Staff social events throughout the year

-Recognition for your work

Due to our pre-employment checks, we require applicants to have lived in the UK for at least 5 years.

To apply, please send your CV [e-mail]