Account Manager- Defence

01 Apr 2021
29 Apr 2021
Contract Type
Full Time
As an experienced Business Development/Account Manager you will have a background in account opening and development within the Defence world at both MOD and Tier 1 supplier levels.

Selling Technical services and solutions will be something you will have demonstrable experience in and will be something you want to build and develop on.

Role Profile

Reporting to the Network Services (NS) Sales Director, you will be responsible for business development to drive new, long term, profitable orders with multiple customers in the Defence sector.

With a focus on Sales growth, develop and drive new Defence business with annual sales in line with the Network Services 5 Year Plan. Requiring breadth and depth of experience and collaborative attitude you?ll deliver sales and business development strategy, develop new customer relationships, drive profitable growth and support the development of sales solutions and capability to ensure you meet and exceed the order/sales growth targets. You will be responsible for the growth of a key customer account with the focus to win landmark new customer contracts in the following UK markets:

Experience and relationships with key SI?s in the Defence market such as BAE, Babcock, Leidos, Lockheed Martin, Thales, Cobham desirable. Experience and relationships with UK MOD, advantageous.
Appropriate clearances such as SC & DV are desirable.

By securing new profitable business, Telent?s position in the Defence market will be assured.

Typical Deliverables

Drive strong business development activity to win new landmark Defence customers.
To grow orders with the key customer and new contracts; applying focus to those contracts that will provide long-term sustainable revenue growth to Telent.
To fully engage as a member of the Sales team, working with other team members to support the development of strategy and the best possible performance for NS.
To seek maximum profitability in all business won.
To ensure forecasts recorded in Salesforce are continually kept up to date and accurate over a 5-year period.
Build share and action Account Development Plans for key customers and target prospects with the wider NS team to support a collaborative sales strategy.
Provide Industry knowledge and whitespace analysis of the Defence marketplace which maps against NS solution offerings.
Using the above knowledge (objective 4), to clearly identify and provide a plan for named opportunities and pipeline over a 5-year period.
Understand the partner/vendor landscape in Defence and build key partnerships with joint target plans to support growth of orders and strong collaborative partnerships.
Continuously develop and share understanding of the competitor marketplace/positions to support Telent to increase its influence, position, and solutions in the Defence market.
To support Marketing with driving new business development campaigns. Support the development of solutions collateral for use in customer presentations, Telent marketing brochures and the (url removed) website.
To build, lead and maintain strong customer relationships and monitor Telent customer satisfaction.
To work with the NS team to support the development of efficient business winning solutions working with the Operations/Delivery Heads to ensure Telent customers are provided with clear and concise service/solution offers in the Defence market.
To work with the appropriate Customer Services Management, Project Management and Engineering/Operations departments to ensure common understanding of commitments made to customers and support collaboratively.
To ensure there is a formal handover to the Customer Service Management department for all business won.
To capture, collate and act upon opportunities identified by the delivery departments in working with customers.
To work with Bid Management to continually improve the quality of Telent proposals to its customers; measure, learn from and work to improve the success rate of bids.
To follow governance relating to the bid process.
To minimize cost selling and speed of response by using the Sales Desk, price books (using CPQ) and standard collateral where appropriate.
To apply risk management techniques to sales proposals that ensure Telent has the most competitive offer with minimal risk severity impact to both Telent and its customers.
To optimise the use of available data to increase efficiency and sharing of knowledge across the business.

Business Operations Skills ? Experience

Experienced Senior Sales/Account Manager with a proven sales track record in a technology or services sector.
Deep domain knowledge of the Defence market.
Customer facing experience with excellent communication and presentation skills.
Ability to define, construct and articulate complex service solutions.
Broad understanding of telecommunications product, technologies, and services.
Understanding of operational, commercial and financial aspects of technical services contracts.
Strong interpersonal, organisational, & communication skills.
Ability to communicate at all levels in an organisation.
Able to complete risk analysis of factors contributing to profitability
Demonstrable intellectual capacity to develop and deliver simple solutions to complex challenges.
Thorough understanding of Business Development processes
Financially astute with proven ability to interpret P&L

Business Operations Skills ? Qualifications

Degree/HND/HNC or equivalent in an appropriate discipline is desirable. Depth and breadth of experience may be considered where these qualifications have not been attained.
Higher Management or equivalent is also desirable.

Excellent Employee Benefits:

Telent is committed to ensuring that we offer industry leading career opportunities, salary and benefits packages. Join us and you can expect to receive:

33 days holiday, including public holidays, plus the option to buy or sell five days each year
Company pension scheme
A range of family friendly policies including childcare vouchers
An employee-funded car leasing scheme
Occupational health support
Telent Rewards Scheme
So why choose Telent for your next opportunity?

To build, run and maintain a successful network, you need a connected approach ? a team you can trust from strategy to support, and everything in between. At Telent, this is what we do!
As part of our team, you could be working with some of the biggest names in the Traffic, Rail, Public Safety, Defence and Service Provider sectors including London Underground, Network Rail, Transport for London, RNLI, MOD and Virgin Media. You?ll help us ensure the most important messages get through ? however tough the conditions.
Here are just some of the ways we?re different:
You?ll go further with us. We understand the importance of career development and will give you all the support you need to realise your potential. You?ll receive formal training, e-learning and mentoring from top professionals. And we offer opportunities to transfer to other sectors ? or even different technology areas.
You?ll make a difference. You could be working outdoors, battling the elements, or in one of our many offices helping us develop the network infrastructures of tomorrow.
You?ll be treated as an individual. We?re not a vast corporation, which means every individual counts. With us, you?ll be valued and supported, involved and empowered from day one.
You?ll be well rewarded. We offer salary progression that reflects market rates and personal performance, a flexible working environment and excellent training.

We reserve the right to close this vacancy once we have received sufficient applications.

Telent is an equal opportunities employer and is committed to diversity and inclusion

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