Background The world around us is experiencing significant change, the greatest in generations. At McLaren Applied, we are accelerating the response to that change. Our vision is that our people and technologies will pioneer a better future. Our mission is to achieve breakthroughs in performance. We are at the cutting edge of innovation in industries including automotive, aerospace, motorsport, and transportation. We see an opportunity to redeploy our innovation into the growing Defence industry. We want to help to reduce the carbon footprint and become more sustainable. Our focus is on electrification and telemetry, control systems and analytics solutions. McLaren Applied are in a unique position to support the growing demands for innovation in the UK Defence supply chain. We pioneer a better future by applying leading-edge Automotive and Motorsport-derived technology to new industries. Purpose of the Role Responsible for the Business Development activities globally within the Defence industry. We have developed world-leading technology across electrification, telemetry, control and analytics, with in-house UK-based flexible electronics manufacturing capability for production. We are looking to recruit a sales manager to establish a new revenue stream from the Defence industry with these technologies. This is an opportunity to establish a new customer base from scratch, ideal for a sales professional focused on growth. The role includes driving engagement with prospective clients, responding to requests for quotation and guiding marketing efforts. Working closely with our main team in the UK, this role will support the delivery of the annual and 5-year financial and strategic goals. Location within the UK is flexible, with a hybrid-working arrangement for our offices in Woking optimal. Travel is required – predominantly nationally with ad hoc global travel. Principal Accountabilities · BUSINESS DEVELOPMENT o Proactively seek and lead the early identification of new business opportunities worldwide. o Qualify specific opportunities and position McLaren Applied to win. o Respond and manage requests for information/ quotation, supported by UK team. o Monitor and review progress of major design-wins and key partnerships that accelerate growth. o Support the development of major customer pursuit plans, in some cases taking the commercial lead supported by UK-based commercial resource. · SALES MANAGEMENT o Build and manage a robust sales pipeline that is both credible and transparent, meeting the required sales targets. o Update and maintain records in the CRM system. o Utilise online sales channels to identify, follow up leads and set up meetings. o Regularly review customer forecast and revenue projections against plan. o Identify gaps in sales coverage and proactively cover where priority is clear. o Own/oversee contract negotiation where required. · STRATEGIC GROWTH o Support the development of the 5-year Strategic Business Plan. o Support the successful delivery of the 5-year growth goals. o Rely on trends and market analysis to assist the preparation of a well-informed and quantified growth plan in the Defence industry. o Continuously monitor and analyse competitor activities in the market. o Provide market intelligence and clearly defined customer needs to the Product Management teams to support the associated Product Line strategies and roadmaps. · ORGANISATIONAL ALIGNMENT o Work closely with UK-based colleagues. o Ensure coordination of local marketing strategies with other parts of the organisation. o Supporting the necessary arbitration and alignment of product features and costs with the Product Management teams. o Provide longer term market trends and customer unmet needs across all regions. o Support the ongoing management of associated business processes. · MARKET POSITIONING o Ensure McLaren Applied is recognised both internally and externally as an innovator and raise its profile as technology leader in the Defence industry. o Working with the UK-based Marketing function, support the development of key marketing material and targeted messaging for customers. Knowledge, Skills, Qualifications and Experience · Previous experience in a Business Development / Sales role within the Defence industry is essential. Technology or electronics sales experience is desirable. · A strong network within Defence is desirable, particularly in the UK. · Should be capable of achieving UK Security Clearance · Demonstrable track record of defining differentiated technical offerings aligned with the customers strategy or challenges faced. · Proven ability to develop a qualified sales pipeline, manage, lead and close high value technical B2B sales. Knowledge of value-based selling techniques desirable. · Track record of writing and presenting complex, high value proposals and a keen eye for detail. · Previous marketing experience with technology products. · Previous experience with market leading CRM software tools is desirable. · Strong technical background. Engineering or Science Degree desirable. · Strong communication and presentation skills, with experience presenting to internal and external executive audiences. · Team player with effective and proven interpersonal skills. · Fluent written and spoken English language skills. Secondary language skills desirable. What we can offer you In return for everything you bring to the table, we can ensure an exciting, challenging role in a dynamic business surrounded by some of the best people in their respective fields. At McLaren Applied we firmly believe it’s the relationships and friendships we create while working that make us special. We’re also aware that the world is changing and we are part of that change. We all want and need different things from our work and home lives, so, if you have commitments outside of work, we’re open to talking through flexible working options that work for you and us. · Annual leave (25 days bank holidays, pro-rated for part time colleagues). · Enhanced Company Maternity, Paternity and Adoption leave and pay. · Flexible working policies, including Hybrid Working. · Life assurance to the value of 4 times base salary · Opportunity to join the McLaren Applied Pension Plan · Company funded individual private healthcare with the opportunity to extend to partner or spouse and/or dependents at a discounted rate. · Ride-to-work with Evans Cycles – take advantage of the Government’s Cycle-to-Work scheme which offers savings of up to 42% on the cost of a new bike, cycling accessories and components. · Electric car scheme – opportunity to drive a brand-new car in a more affordable way through this salary sacrifice scheme. Employees are eligible to join the scheme after successful competition of their probationary period. Who we are McLaren Applied are a medium-sized tech firm spun out of McLaren Group. We’re looking for people who will thrive in a non-hierarchical, growth-orientated company, self-starters who are flexible and somewhat entrepreneurial in their approach. McLaren Applied are committed to Diversity, Equality and Inclusion (DEI) and promote DEI in all we do. McLaren Applied are also members of the UK Government Disability Confident Scheme.