Address
SalaryRINA is currently recruiting for a Head ofUK Aerospace & Defence Sales to join its office in Leatherhead within the RINA Consulting UK Commercial Division.
Job Overview
The Head of Sales is in charge of managing the Aerospace & Defence (ASD) BD team, driving and supporting the team to achieve the required targets.
Reporting to the UK Commercial Senior Director and in conjunction with the Head of Strategic Accounts and Initiatives (SA&I), being responsible for ASD Business Development Managers working with support from capability/delivery service team leaders and consultants to achieve Order Intake and Gross Margin targets.
In collaboration with ASD Operations, Head of SA&I and supporting Sales / BD functions develop, implement and manage the Commercial Sales Strategy for the UK ASD BU.
Responsibilities
- Responsible for developing ‘go to market’ strategy, and drive sales and business development initiatives.
- Directing and coordinating all sales activities within the team and providing day-to-day line management support including motivating and developing team members.
- Whilst reporting hierarchically to the Snr Director, also work with/provide reporting directly to other Senior stakeholders in the business such as but not limited to Snr Director - Operations (UK and Central ASD Business Unit) and Executive Vice President – Industry & CEO – RINA Consulting.
- Support Head of SA&I with acquisition of new accounts, new sectors/services, and new geographies.
- Manage and report Sales / Business Development data / statistical analysis against Performance Metrics: Pipeline Forecast Tracking; Prospects / Opportunities; Quotes; Commercial Order Intake through RINA Sales CRM System and Management generated reports / tools. Develop detailed sales plans per target account and confirm progression and adaptation to maximise penetration and order acquisition.
- Ensure sales target success through close management of sales teams, both assessing the teams' strengths and weaknesses as well as training, coaching and support to development all to a high standard of knowledge, conduct and success ;
- Ensure targets are delivered through people management, performance review, reward, and individual recognition.
- Lead own accounts and undertake senior level business development and sales cycle activity to increase RINA success.
- Lead Preparation and support as request by corresponding Marketing and ASD Operations Personnel for stand support, attendance and potential client engagement at major events such as DSEI;
- Evaluate the UK MoD Acquisition Programme pipeline to identify future opportunities and to prioritise client targeting through continuous horizon-scanning.
- Manage Key Accounts (other than those defined as Strategic) and future clients of significant potential.
- Lead and provide support on major contracts, for full sales cycle from tenders and quotations through to contract closing activities and capture lessons learned;
- Explore and Develop opportunities for alliances and partnerships to explore new markets and opportunities.
- Self-network across the RINA Group both within ASD, Industry and beyond (ex Energy and Mobility) developing ‘cross-selling’ and mutual opportunities.
- Any other adhoc activities befitting the role.
Qualifications
- Bachelor’s degree qualified (or equivalent) in Engineering or related discipline;
- 8 to 12 years' experience with roles concentrated in Business Development;
- A strong and current personal network within the ASD Markets sector is essential.
- Due to the security clearance requirements of the role, candidates should be SC cleared at the point of employment, or be a British citizen, willing to undergo vetting.
Competencies
- Demonstratable track-record of cultivating relationships with clients at every level of the organization;
- Proven successful experience of driving and manging a sales/BD team.
- Notable Experience of quotations preparation, T&Cs, pre-qualifications and tenders practices within the ASD sector (MoD, Prime Contractors, Suppliers and related industries).
- Proven experience in writing, appraising and negotiating detailed contracts and commercial agreements, Business/Commercial Acumen.
- Strong Influencer/Negotiator.
- Strong Interpersonal skills, communicator.
- Results driven and action orientated.
- Willingness and flexibility to travel within the UK, to both visit team members and clients alike, within Europe when requested (occasional) and beyond (infrequent)
With over 5,600 employees and 200 offices in 70 countries worldwide, RINA is a multinational player which provides certification, marine classification, product testing, site supervision and vendor inspection, training and engineering consultancy services across a wide range of sectors. Our business model covers the full process of project development, from concept to completion. The aim is to guarantee a project’s technical, environmental and safety - and sometimes also economic and financial - sustainability.
At RINA, we endeavor to create a work environment where every single person is valued and encouraged to develop new ideas. We provide equal employment opportunities and are committed to creating a workplace where everyone feels respected and safe from discrimination or harassment of any kind. We are also compliant to the Italian Law n. 68/99.
