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A high-profile opportunity exists to join the Radar and Advanced Targeting Edinburgh Sales Campaign team. Few positions offer such a truly global reach. The Campaign Manager will have the opportunity to work with customers in almost every accessible region around the world to deliver winning propositions for market-leading products.
Campaign Managers lead cross-functional teams to win business. You will work with colleagues in Commercial, Capability, Programme Management, Engineering, and Finance. To win profitable business, you will have broad exposure to the business, leading Integrated Campaign Teams in a fast-paced and often ambiguous environment. Influencing skills are key, both internally and externally. You will influence stakeholders and build relationships at all levels, including Embassies and Government Agencies that support exports.
The roles are not solely export-focused. Some high-profile campaigns include the UK MOD as a customer. You will build relationships that will endure throughout your career in the defence industry.
Mission:
Maximise sales, achieve commercial goals regarding revenues, market share, and customer loyalty.
Activities:
1. Estimate and define sales plan and profitability targets.
2. Finalize budget including sales program/campaign expenses.
3. Develop sales approach to ensure the right customers are targeted and sales goals are met.
4. Optimize sales processes to support the defined approach.
5. Periodically set and revise sales plans and objectives, direct performance, and allocate overall budgets to individual targets or quotas.
6. Define sales partner strategy and program architecture.
7. Analyze and evaluate commercial opportunities, ensuring alignment with business strategy and objectives.
8. Identify potential competitive scenarios through competitive analysis.
9. Develop a winning strategy (win strategy), addressing customer needs, mitigating issues, and strengthening the company's competitive position.
10. Identify potential offers aligned with the win strategy and the most suitable commercial offer to present to the customer.
11. Negotiate with the customer to obtain contracts.
12. Analyze and decide whether to continue with a campaign or transition to the next phase.
13. Monitor each campaign's plan and milestones.
14. Manage commercial campaigns, including maintaining status reports.
15. Define the preliminary Commercial Budget Plan.
16. Select commercial initiatives for the final Commercial Budget Plan.
17. Support monitoring order acquisition progress, verify alignment with planned objectives, and address variances with corrective actions.
18. Negotiate contractual changes, accept orders, and sign contracts.
19. Collect intelligence on operational needs, acquisition plans, budgets, and competitors.
20. Share information timely, organize meetings, and discuss key topics and potential problems.
21. Respond to customer requests and coordinate appropriate responses.
22. Provide updates on current contracts, collaborations, offers, negotiations, and critical issues.
23. Coordinate customer visits, ensuring message consistency and feedback sharing.
24. Involve relevant team members in customer meetings for transparency and effectiveness.
25. Identify and manage Sales Promoters and Commercial Advisors, considering reputational aspects.
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