Senior New Business Sales Manager
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 for a New Business/New Logo Sales Professional within its Futures Business Unit. If you have experience in opening New Logo’s in any of the following sectors such as Industrial manufacturing, materials sector includes companies that produce chemicals, glass, paper, forestry products or metals, Mechanical Engineering, Electronics Manufacturing, the Rail Industry, Media companies, Aggrotech or the Information technology sector we would like to hear from you.
The successful applicant will be adept at taking our existing value propositions to these sectors.
Roke’s Futures business unit uses our expertise gathered across many industries to provide rapid, innovative, and secure solutions to our customers most complex challenges. We operate across the whole lifecycle providing advice, research and development, engineering, design and in-service support for our products and services. We have solutions around Intelligent Sensing, Situational Awareness and Autonomy. We have strong reputation of selling innovative solutions and services to Rolls Royce for Aerospace inspection and into FTSE 100 companies in Utilities, Mining, and Telecom sectors. We have also delivered referenceable AI solutions to the Home Office and law enforcement, and healthcare.
Roke other business units operate across Defence and National Security to defend their people, assets and information, and defeat their adversaries. Roke Futures leverages the expertise and experience from these markets in the Enterprise sectors we serve.
What if you could draw on the innovative skills and expertise of more than 800 tech engineers and consultants with experience across a multitude of industries and disciplines? Think what you could achieve.
Roke Futures – accelerating change through innovation. It’s what makes us different.
Job Purpose & Key Responsibilities
* Development, implementation, and execution of sales growth strategies through direct and partner sales campaigns
* Identifying, building and effectively managing a number of new key clients to maximise both revenue and customer value
* Working across the business to align sales and internal innovation roadmaps to customer priorities
* Managing direct and partner sales/bids/quotes in line with company governance process
* Managing and influencing direct client and partner requirements and expectations
* Manage sales and engineering interactions with partners and clients to sell Roke’s services effectively, ensure successful bids and resolve any customer issues
* Leading bids and engineering pre-sales teams to generate winning proposals to secure new business
* Achieving/exceeding allocated order targets and associated revenue targets
* Accurate pipeline management, forecasting and budgeting
* Provision of market intelligence to support, feed and actively contribute to the Roke CRM ecosystem
* Contribute to the development and delivery of the Futures business unit strategy
* Work with marketing to develop lead generation and increasing brand awareness strategies
* Development of compelling client propositions that meet client/market needs
Knowledge, Skills & Experience
* Demonstrable experience in direct sales of research and development activities, technical solutions & services and emerging products.
* Experience with solution selling methodologies
* Expert at developing new strong client relationships at a senior levels and supporting this with detailed account development strategies and plans to increase sales volumes
* An understanding of Autonomy, machine vision, AI/ML, data science and sensing technology
* Entrepreneurial mind-set with a well-rounded knowledge of direct and partner sales strategy and a drive to succeed
* Ability to quickly understand business and market challenges from the clients perspective and provide innovative solutions to meet these challenges, talking in the client’s language
* Proven ability to quickly and effectively qualify opportunities and convert to orders
* Good experience of planning and delivering winning bids in short timescales, acting as the voice of the customer
* Exceptional verbal and written communication and negotiating skills, including the ability to present to senior management/executives, providing clarity in a complex environment.
* The ability to be effective in both local and remote matrix team leadership - taking the team with you
* Strong analytical skills
* Willingness to travel and on occasion stay away from home
Security
Due to the nature of this position, we require you to be eligible to achieve SC clearance.