Job Description

Head of Sales - Futures Business Unit

The Head of Sales role is a leadership role in the Futures Business Unit, reporting directly into the Business Unit Director, and is part of the Business Unit Leadership Team.

As the Head of Sales you will be responsible for the sales & business development strategies, pipeline development and order generation in support of the business plan. You will lead a sales team responsible for the identification, qualification, capture, and closing of new business opportunities, as well as ensuring this is forecasted accurately to support the wider business unit operations.

You will work closely with the Business Unit Director to develop and refine a compelling and coherent sales strategy for the Business Unit, aligned to the wider Roke Business strategy and be a champion for opportunities and investments to deliver it.

Roke is a leading technology & engineering company with clients spanning National Security, Defence and Industry 4.0 through our Futures business and Intelligence as a Service. You will work alongside our customers to solve their complex and unique challenges.

As our next Head of Sales - Futures, your Job Purpose is:

• To develop a clear, innovative sales & business development strategy that will exceed market growth expectations for the Business Unit
• To generate and manage a qualified and robust sales pipeline, that is aligned to the Business Unit strategy
• Be the voice of the customer, ensuring a customer focused approach is taken across the Business Unit, enabling evolution in line with client needs, and supporting growth into new markets/customers.
• Identify investment opportunities in new products and capabilities that strengthen the business unit and deliver a return on these investments.
• Consistently seek to improve the success rate of sales opportunities by robust qualification, sales and bidding excellence, and developing innovative sales approaches and business models.
• To promote and build the Roke brand through effective sales and marketing campaigns.
• Lead, coach and line manage the Sales team, supporting their personal and professional development.

Key Responsibilities

• Produce the sales vision, strategy and plan to deliver sustainable growth through sound investment and customer engagement as part of the Five Year plan.
• Own the Business Unit Sales pipeline, accuracy of forecasting in both Order Intake and Revenue generation.
• Support the Head of Delivery & Operations in the generation of the Strategic Workforce Plans identifying key recruitment and M&A targets.
• Manage the sales and bid process, identifying and communicating risks and opportunities throughout the sales cycle, and ensuring high quality bids are generated and follow the Roke company processes.
• Manage assigned budgets ensuring the sales teams achieve their objectives efficiently.
• Ensure opportunities are suitably qualified for strategic alignment and our ability to successfully win and deliver.
• Sponsor opportunities and investments to successfully secure the business and realise the returns on our investments.
• Promote Roke at appropriate exhibitions, events and via all necessary media channels.
• Develop the skills and capabilities of the Business Unit sales team.
• Always fully complying with Roke\'s published policies and procedures
• Undertake such other reasonable duties, commensurate with the job holder\'s experience and qualifications, as may be required for the smooth operation of the business.

Managing People

• Identifies and implements opportunities to optimise team effectiveness and performance.
• Sets clear and ambitious objectives and order targets for the team and supports the team in achieving/exceeding them.
• Coaches and mentors staff across the business unit, provides feedback through regular 1:1 meetings and team meetings to discuss goals set in line with company policies
• Leads employees through the performance management processes including performance conversations, career development and performance improvement programmes
• Facilitates the cascade of business communications to team members, providing context and guidance where required
• Being an inspirational role model as a leader in Futures, consistently demonstrating our values and behaviours

The Key Requirements...

• Experience of developing business growth strategies and effective market/account plans
• Accomplished sales and business development professional in a technology services environment, with in depth knowledge in at least one of the core technology domains of:

• Data Science & AI
• Machine Vision
• Autonomy.

• Knowledge and experience in at least one (preferably multiple) target markets, understanding their operations, organisations and structures and how to align them to Roke products and services.
• Experience in sponsoring complex technology programmes in the relevant sector.
• Knowledge of the relevant industrial landscape and experience in partnering with or selling through other entities into major customers accounts
• Experience in providing thought leadership and influencing customers on how best to achieve their own capabilities, goals and strategy
• Experience leading small agile teams and delivering complexity at a high tempo across a wide customer base.

Built over a 60-year heritage, Roke offers specialist knowledge in sensors, communications, cyber, and AI and ML. We change the way organisations think and act - through dynamic insights from the analysis of multiple layers of data. We take care of the innovative, technical stuff that keeps everyone safe - that\'s our mission, passion, and motivation.

Joining a team united by purpose and ambition, you\'ll be at the heart of an exciting growth journey: having doubled in size over the last 4 years, we intend to double our headcount by 2027. At Roke, every individual counts. We push technical boundaries, together. We re-invest in product innovation, and we empower our people to make a difference.

The Benefits and Perks...

• Hybrid working: A minimum of 40% of your monthly hours working at your base/client location, subject to role requirements.
• Flexi-time: Working hours to suit you and your life
• Annual bonus: Based on profit share and personal performance.
• Private medical insurance: Includes cover for existing conditions
• Holiday: 25 days plus public holidays and your birthday off
• Chemring Share Save: Monthly savings into a 3- or 5-year plan.

Clearances\xe2\x80\xa6

Due to the nature of this role, we require you to be eligible to achieve SC clearance. As a result, you should be a British Citizen and have resided in the U.K. for the last 5 years for SC

The Next Step...

Click apply, submitting an up-to-date CV. We look forward to hearing from you.

Roke