Sales Manager

at  Leonardo UK Ltd

THE OPPORTUNITY

Leonardo is a global high-tech company and one of the key industry players in Aerospace, Defence and Security. Headquartered in Italy, Leonardo has over 45,000 employees, of which 7,000 are UK based.
At Leonardo, we have an exciting new opportunity for an Integrated Campaign Team (ICT) Lead within our growing Mission Systems business area, part of the Integrated Sensing and Protection (ISP) line of business. The ISP Line of Business main markets are in Defence, primarily Land and Maritime, both in the UK and Internationally.
The Mission Systems business within ISP is growing around its primary capabilities that include Counter Un-Manned Air Systems (CUAS), Acoustic Sensing, Land-Based Cyber and Electro Magnetic Activities (LCEMA) and Modular Integrated Protection Systems (MIPS). We are looking for a motivated and driven Sales Manager to help build upon the success of our Platform Protection capability.
What you will do as a Sales Manager, Platform Protection (Mission Systems)
Reporting to the Head of Sales, Mission Systems with a dotted line to the VP Mission Systems, the Sales Manager will have a demonstrable record of success in the capture of complex programmes with multiple strategic partners, and developing, managing and leading capture teams on significant opportunities. The Sales Lead will be appointed as the Integrated Capture Team (ICT) Lead for the Platform Protection Strategic Sales Campaign. The ICT Lead will have responsibility for leading and managing an integrated capture team (ICT) for a newly formed Platform Protection ICT that will predominantly capture and grow the Modular Integrated Protection System programme opportunities, and will be accountable for senior level liaison with customer, partner and supplier communities.
The ICT Lead is responsible for developing a winning an executable solution that delivers exceptional value to both the customer and the ISP business. This senior position is tasked with developing and implementing winning capture strategies on the ISP priority campaigns. The ICT Lead will ensure that the ICT is properly staffed with the right resources and talent, and is applying the appropriate level of discipline to drive the capture of Platform Protection opportunities through the MIPS programme and it integration with the LCEMA ICT, the CUAS ICT and the Acoustic sensing team. This role provides a variety of opportunities to work with a diverse range of Stakeholders both internally and externally.

The ICT Lead’s primary responsibilities include:

• Driving capture and growth of the MIPS program of record. Developing and implementing the growth plan for follow on opportunities through to successful programme execution. Ensuring the programme strategies remain aligned with the overall ICT and Line of Business (LoB) strategy
• Managing the relationships with multiple stakeholders including UK MoD, strategic workshare partners, internal business departments and the Senior Leadership Team
• Identifying areas that the Platform Protection ICT can collaborate in the CUAS and LCEMA domains to provide common architectures and approaches
• Formulating the Customer Value Proposition (CVP), Win Strategies and key discriminators to develop an early understanding of the Position to Win (PTW) goals and driving design to cost targets within the integrated capture team.
• Directing the capture team to collect and analyse competitive intelligence to identify competitors’ most likely win strategies, solutions, bidding behaviours and practices.
• Ensuring the opportunity business case is based on a realistic analysis of the customer’s budget, the competitive landscape, longer-term market potential and our PTW goals; demonstrating that the opportunity represents “good” new business in terms of strategic fit, risk and financial return.
• Leading the ICT to identify opportunities to shape the competitive environment in our favour by understanding and proactively influencing the customer’s expectations and requirements.
• Ensuring the capture team is resourced and motivated and applying the correct level of capture discipline and rigour that is appropriate to the opportunity.
• Establishing and maintaining excellent relationships with our customers including users, buyers, influencers and key decision makers. Developing and implementing stakeholder engagement, marketing and communications plans in support of the capture
• Managing the ICT within the agreed BPIA funds and in accordance with the Business Winning Review (BWR) process.

You will be willing to travel to our facilities in Basildon and Southampton, when required, to work with the Capability, Project and Engineering functions as well as the lead of an integrated capture team.

WHAT WE NEED FROM YOU:

• Demonstrated strong Customer and Stakeholder relationship skills
• Significant demonstrable success in leading capture teams developing, managing, leading and winning significant sales campaigns and product sales within the defence, aerospace or other comparable sectors.
• Self-starter and highly motivated and able to set short and long-term planning goals in line with campaign and business needs.
• Output oriented with focus on achieving clear and ambitious goals.
• Strong leadership, motivational skills and a capacity to overcome barriers and enact change.
• Able to develop strong, trusting relationships at all levels within the business and externally and be able to influence effectively at all levels.
• Excellent communication and presentation skills
• Capable of confidently briefing to senior stakeholders across the Leonardo business, industry partners, MoD, the Military and government

The ICT Lead’s primary responsibilities include:

• Driving capture and growth of the MIPS program of record. Developing and implementing the growth plan for follow on opportunities through to successful programme execution. Ensuring the programme strategies remain aligned with the overall ICT and Line of Business (LoB) strategy
• Managing the relationships with multiple stakeholders including UK MoD, strategic workshare partners, internal business departments and the Senior Leadership Team
• Identifying areas that the Platform Protection ICT can collaborate in the CUAS and LCEMA domains to provide common architectures and approaches
• Formulating the Customer Value Proposition (CVP), Win Strategies and key discriminators to develop an early understanding of the Position to Win (PTW) goals and driving design to cost targets within the integrated capture team.
• Directing the capture team to collect and analyse competitive intelligence to identify competitors’ most likely win strategies, solutions, bidding behaviours and practices.
• Ensuring the opportunity business case is based on a realistic analysis of the customer’s budget, the competitive landscape, longer-term market potential and our PTW goals; demonstrating that the opportunity represents “good” new business in terms of strategic fit, risk and financial return.
• Leading the ICT to identify opportunities to shape the competitive environment in our favour by understanding and proactively influencing the customer’s expectations and requirements.
• Ensuring the capture team is resourced and motivated and applying the correct level of capture discipline and rigour that is appropriate to the opportunity.
• Establishing and maintaining excellent relationships with our customers including users, buyers, influencers and key decision makers. Developing and implementing stakeholder engagement, marketing and communications plans in support of the capture
• Managing the ICT within the agreed BPIA funds and in accordance with the Business Winning Review (BWR) process