Unspecified
Role: Associate Director - Customer Account Manager, Requirements and Capability for Cyber and Intelligence
Location: Gloucester/London
Summary of Role
In this role, you will be responsible for managing Raytheon UK’s relationship with the UK’s Security Services and Defence Intelligence/Defence Digital. This includes the 2 Star to 4 Star leaders of those organisations. You will lead the R&C team to build a pipeline of new opportunities and manage these through the Business Winning process.
You will lead the Intelligence Services R&C team on capture leadership to include personally leading on major captures where appropriate, or supporting others using your experience to maximise Pwin. You will manage New Business Investment (NBI) resources, conducting market assessments, lead generation and qualification, customer relationship development and management, and execution of capture strategies in support of business growth targets across the Intelligence Services mission area. You will be accountable for relationships and interactions with Government agencies upto and including at the 4* Head of Service level to develop new business, share information, and to immediately resolve issues as required.
Reporting into the Executive Director R&C and Strategy with a matrixed reporting line to the Intelligence mission area lead. You will have had recent experience both in business strategy development, and in the introduction of new products and services into new markets.
Main Duties
1. Lead the Intelligence mission area R&C teams to create strategies to achieve demanding growth targets, develop new opportunities & win new business.
2. Management of key customer stakeholder groups at upto 4* level
3. Coordinate and execute a prioritized plan of action and milestones that focuses on closing pursuits inside of the current Annual Operating Plan (AOP), and the Long-Range Plan (LRP)
4. Work with R&C leads to ensure excellence in business capture, pipeline development, and proposal writing
5. Liaison and coordination with relevant US Business R&C teams in the pursuit and capture of international opportunities
6. Management of the Intelligence Services R&C functional and B&P budgets (in conjunction with Finance)
7. Team management with the Heads of Finance and Engineering re IR&D /Seed Fund budgets
8. Collaborate internally and with our external partners to plan, develop and execute capture strategies for our customers
9. Coordinate and manage program associated NBI accounts, capture and proposal gate reviews, new business assessment and pipeline reviews, international reps and consultants, and customer engagements
10. Ownership of the Intelligence services business strategy, and subsequent generation of a Intelligence Services product and service development and marketing plan, in conjunction with the business and functional leads
11. Leadership and line management of the R&C team, maintaining a positive team dynamic, culture and supporting the development of team members
12. Contributing to meeting the wider R&C and Communication strategies as a senior leader
13. Ensure regular customer and market engagement to better understand customer needs and to promote the CST business unit (BU) product lines and capabilities
14. Identification of the appropriate channels to markets eg direct sales to end-users, platform OEMs, re-sellers/distributors, or through partners
Candidate Requirements
Essential:
15. Extensive domain experience which is likely to have included time working within the MoD/Government customer base at senior level.
16. Creative, energetic and entrepreneurial approach
17. Commercial awareness including intuitive risk and opportunity assessment - able to manage and work within agreed customer and business budgets
18. Role model for RTX leadership behaviours
19. Strong communicator (verbal and written) including at board level
20. Personal experience of winning new business
21. Demonstrable track record of meeting business capture and/or sales targets as a business capture or sales leader
22. Proven ability to develop market strategies that create opportunities, including product development / market pricing
23. Previous BD and strategy experience in a defence, security and / or aerospace business
24. Clear understanding of the majority of relevant UK and international markets
25. Holder of relevant security clearances (if not held, must be prepared to apply for them)
Desirable:
26. Experience in product/system/service integration
27. Experience of leading and developing a successful team
28. Strong relationships with relevant UK and international customers including experience of dealing with relevant customer acquisition processes
29. Interest in, and understanding of, UK and international defence, security and aerospace issues
30. Experience and/or understanding of different commercial models for the provision of products and / or services.
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