Head of Sales
Roke is a world-class engineering and technology company, with a trusted and long-standing record of delivery spanning research & development, products, managed-services and consultancy, serving customers across the globe. The markets Roke operates in are broad but they are frequently cross-cutting at engineering and delivery levels; markets include Defence, National Security, Industry and Public-Sector with diversity being at the centre of Roke's strategy.
Preserving high-levels of confidence by consistently meeting or exceeding customer expectation in relation to contract delivery and value creation is paramount, equalled by the need to meet the needs of the business regarding safe and sustainable generation of revenue and profit.
Balancing the needs of the customer and the needs of the Business Unit provides a constant challenge, requiring firm leadership and high-levels of responsiveness to risks and opportunities as they arise.
Role
Within Roke, the Intelligence Business Unit delivers world-class OSINT, Maritime Domain and Geospatial intelligence products, solutions and consultancy services.
The Intelligence Business Unit Head of Sales is a leadership role reporting directly to the Business Unit Director. This role is pivotal in steering the Business Unit's Order Intake and Revenue generation across all functions, leading a small but focussed team driving commercial and product strategies, customer engagement, business development, marketing, bid management, Order Intake and customer success management.
As the Head of Sales, you will own the achievement of Order Intake and Revenue targets, overseeing the development and execution of strategies across multiple functions to maximise revenue, enhance profitability, and drive sustainable growth. You will lead cross-functional teams, foster collaboration, and ensure that the company's revenue and commercial goals are met or exceeded.
Primary Job Purpose
Provide visionary leadership to integrate all relevant functions towards achieving or exceeding the Business Unit Order Intake and Revenue generation targets.
Develop and implement strategies to build a robust, qualified sales pipeline.
Aligning product development activities with customer needs, market trends and technology innovations.
Champion cross business collaboration across Roke to ensure cohesive strategies, leveraging of existing relationships and efficient operations.
Enhance customer satisfaction, retention, and loyalty through effective account and customer success management.
Promote and build the Roke brand.
Lead and line manage the Business Unit Product and Sales team, responsible for personal and professional development.
Key Responsibilities
Sales & Business Development
Sales Leadership: Oversee the Business Unit sales team, driving customer acquisition and revenue growth – aligned with wider Roke stakeholders outside the Business Unit.
Growth: Identify and pursue new opportunities, partnerships, and channels building a robust, high-quality sales pipeline.
Relationship Management: Build and maintain effective relationships with key clients and stakeholders.
Opportunity Management: Ensure opportunities are suitably qualified for strategic alignment and our ability to successfully win and deliver.
Commercial Strategy
Strategic Development: Formulate commercial strategies aligned with business objectives and market opportunities.
Policy Implementation: Ensure compliance with appropriate commercial policies, regulations, and ethical standards.
Finance & Pricing Strategy
Pricing Models: Develop competitive pricing strategies that balance market demands with profitability goals.
Financial Collaboration: Work closely with the finance team to manage budgeting, forecasting, and financial planning.
Marketing
Alignment with Marketing: Coordinate with Roke marketing stakeholders to ensure strategies are aligned with sales objectives and revenue targets.
Campaign Design: Provide Business Unit input to the design and oversee of marketing campaigns that drive lead generation and brand awareness.
Creative Development: Write and review campaign creatives (social media, videos, white papers, etc.) to ensure messaging aligns with brand guidelines and revenue objectives.
Conferences: Manage annual conference and exhibition planning, and promote Roke at appropriate exhibitions and media channels.
Market Research and Analysis
Trend Monitoring: Stay abreast of market trends, customer behaviours, and competitive activities.
Strategic Insights: Use market research to inform strategic decisions and identify growth opportunities.
Product Development
Customer Needs Assessment: Lead the development of tailored solutions that meet customer requirements and drive revenue.
Product Development Direction: Provide leadership to the Business Unite Product Manager to ensure appropriate roadmaps, engagement, investment, etc. is aligned with strategy and wider Roke initiatives.
Innovation Leadership: Encourage the creation of innovative solutions that differentiate the company in the marketplace.
Bid Management
Proposal Development: Oversee the creation of compelling bids and proposals in response to opportunities, RFPs, RFQs, and tenders.
Cross-Functional Coordination: Collaborate with sales, finance, legal, and technical teams to develop competitive bids.
Compliance: Ensure all bids meet regulatory requirements and company policies.
Bidding: Lead the bid and proposal processes, or sponsor bids for large and complex bids, delegating bid ownership to a Bid Manager.
Team Leadership & Development
Talent Management: Recruit, develop, and retain top talent within the Sales and Product team.
Culture Building: Foster a collaborative, high-performance culture focused on achieving business goals.
Training Programmes: Implement professional development and training initiatives to enhance team capabilities.
Cross-Functional Collaboration
Executive Participation: Contribute to leadership discussions and decision-making processes.
Regulatory Compliance: Ensure all revenue-related activities comply with legal and industry regulations.
Ethical Standards: Uphold high ethical standards in all business dealings and enforce compliance throughout the team.
Always fully comply with Roke's published policies and procedures.
Person Specification
Knowledge, Skills & Experience
Experience of leading an effective sales team delivering business strategies and campaign plans
Proven sales and business development professional with in-depth knowledge of the UK Defence and National Security sectors.
Knowledge of sector operations, organisations and structures and how to align them to products and services.
Knowledge of the relevant industrial landscape and experience in partnering with or selling through other entities into major programmes
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 deliver complexity at tempo and across a wide customer base.
Where will you be based?
You will be expected to spend a minimum of 60% of your time at your specified work location (Gloucester, Romsey, or Woking) and/or customer locations. Some international travel may be required.
Security Information
Due to the nature of this position, we require you to be willing and eligible to achieve a minimum of SC clearance. To qualify, you should be a British Citizen and have resided in the UK for the last 5 years.
For more information about clearance eligibility, please see