Head of Marketing & Sales - Weapon Locating Radar (REQ_30206) Fareham, England
Introduction
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 500 people across eight sites in the UK, and our specialisations include software engineering, underwater robotics, radars, AI, and armed forces training.
As part of the global entity Saab AB, Saab UK combines the innovative spirit of a start-up with the resources and expertise of a larger corporation. Globally, Saab employs over 22,000 people, with operations on every continent. Our partnerships with UK customers and industry mean we are able to deliver innovative solutions to complex challenges, anticipating the threats of tomorrow. We invest 23% of our annual revenue into research and development, collaborating with a range of partners including industry and academia.
The Role
The Head of Marketing & 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 role covers various elements of Saab’s Surveillance portfolio, with particular focus on Weapon Locating Radar.
The Head of Marketing & Sales acts as the Customer Sales Responsible (CSR) for their prospects, working closely with the Head of Marketing and Sales for GBAD. Responsibilities include establishing and maintaining customer relationships and overseeing relevant parts of the Winning Business (WB) process for assigned prospects. The CSR leads the business realization in accordance with the WB process from Market Appraisal up to and including Deliver and Follow Up Tender, and for customer relationships throughout and beyond the WB process.
This is a key role within the Business Development (BD) and Sales team and will represent Saab’s continued relationship building with the British Army and wider MOD. The individual will be required to have an intricate understanding of land operations and be capable of establishing and maintaining relationships with key stakeholders, creating a narrative, and identifying opportunities for the business across campaigns and sales.
The ideal candidate will have a British Army (preferably Royal Artillery) background of OF3 or above, with a demonstrable understanding of how the Army delivers capability. Experience working with DE&S, as well as some wider commercial, business development, or sales experience, is also a prerequisite.
Key Responsibilities
1. Deliver order intake and gross margin in accordance with set budget.
2. Establish and maintain customer relationships.
3. Lead on marketing and sales prospects for Saab’s Surveillance product portfolio.
4. Deliver on KPIs in accordance with annual goals set during the IPM process.
5. Identify, prioritise, and qualify new business opportunities and leads.
6. Update all qualified cases in the CRM tool.
7. Create business-winning strategies for each opportunity.
8. Conduct market, customer, and competitor analysis to develop business.
9. Establish and maintain relevant Business Unit networks.
10. Collaborate with the PSR for respective projects.
11. Maintain, evaluate, and develop relations with other Original Equipment Manufacturers (OEM) for Business-to-Business opportunities.
12. Participate at exhibitions.
Required Skills:
1. Experience and understanding of the UK Defence acquisition process and budgets.
2. Experience of working with sensors and networks.
3. Experience of working at or with DE&S.
4. Excellent written and spoken communication skills in English.
5. Developed social skills and a positive attitude.
6. Documented experience of marketing and sales or other relevant sectors.
7. Knowledge/experience of Weapon Locating Radars.
8. Knowledge of business and planning processes.
9. Sufficient product knowledge in terms of technical base specifications and commercial aspects to assume the CSR role.
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