Director of Business Development

Commercial

DIRECTOR OF BUSINESS DEVELOPMENT 

This is a high-octane role in a small, energised, maritime tech business.  In existence for only a little over 5 years, SubSea Craft has developed VICTA, a world-leading Diver Delivery Unit, aimed at the defence market but with potential beyond.  The craft is in development, about to commence trials and testing and thus we expect interest to increase markedly as the capability matures.  With interest across 4 continents, the prospects for sales are strong. The successful candidate will need to have experience, knowledge and determination to drive forward the sales effort, taking it to the next level. At its heart, the role is pure sales - engaging with interested parties, developing relationships with stakeholders in key client states and, ultimately, converting targets into customers.  And whilst the main focus is on defence, there is scope for variants of the current model in the leisure sector and alternatives - should the demand be apparent.  Based on the South Coast but with international travel a requirement, the potential for travel across the world, the Director of Business Development will lead a small team of dedicated account managers, reporting into the Chief Commercial Officer.  The successful applicant is dynamic, experienced (preferably in the maritime and defence sectors), able to work independently and a strong communicator both verbally and on paper.  The package is negotiable. 

The Role:

  • Drive all BD activity:
    • Assume responsibility for the BD plan, reviewing and adjusting as required
    • Lead client-facing sales activity
      • Identify and develop strong and enduring relationships with key stakeholders including policy-makers, procurement officials, in-country representatives and senior military leaders
      • Engage with clients in priority target states to understand and shape requirements
      • Promote SubSea Craft through presentations and demonstrations
      • Attend trade shows and networking events
  • Market analysis – regular, timely and accurate analysis, including details of market scope, size and procurement timescales to enable planning, budgeting and the prioritising of resources
  • Client analysis - developing a detailed understanding of routes to market, requirements, budgets and timescales, risks and opportunities
  • Competitive analysis - maintaining a relative assessment of business win probability (Pwin) against the competition and recommending means to enhance the Pwin;
  • Fashion and manage the link between influence and sales activity, shaping marketing output to best meet sales need
  • Expand the defence sales footprint seeking additional markets
  • Develop the ‘product’, exploring further the potential in collaborative working with partners and consultancy
  • Understand naval/maritime requirements, technologies, projects, marketing and sales
  • Work across the business to explore alternative products, particularly those that harness the potential offered by alternative power trains 
  • Work closely with commercial, technical and project teams to optimise customer solutions and support the preparation of winning proposals – including post-proposal comms
  • Report as required on Business Development activity to include planned activities, sales pipeline forecasts, risks and opportunities
  • Manage the content and accuracy of the CRM system
  • Expand the BD plan into adjacent markets, focusing initially on Leisure
  • Success measures would include:
    • An endorsed and fully resourced BD plan, built on the existing foundations but shaped by the knowledge and experience of the incumbent to meet the business aims
    • Identified and validated points of penetration into the various markets, reflected in BD planning
    • Established, firm relationships with key stakeholders in the target client states, focused on policy-makers (including politicians), senior procurement officials, defence leaders and senior representatives of the user community
    • A shaped, developed and expanding team, galvanized to meet the requirements of the sales plan
    • Demonstration of intent from any of our Tier One client states

 

The Candidate:

  • Experienced defence-oriented specialist, preferably with a strong BD and sales background with degree-level relevant qualifications highly desirable
  • Significant experience with maritime systems from a sales, procurement, operation, installation or design perspective;
  • Demonstrable experience in developing strategies for, and winning in, niche markets along with domain expertise in related fields such as naval or maritime systems;
  • An understanding of the nuances relevant to marketing and sales in a Defence or Defence-related environment and demonstrable experience managing successful Defence bids;
  • Knowledge of managing Customer Relationship Management (CRM) tools to include data management, analysis and reporting;
  • Outstanding verbal and written communications skills plus strong negotiating ability;
  • In possession of, or ability to obtain, NATO security clearance;