Head of Sales Land Systems

Introduction

Saab UK is part of Scandinavia’s largest defence company, bringing together the best of Swedish and British innovation. Saab offers world-leading solutions and services in defence, aviation, space, and civil security to keep people and society safe. Our UK presence has been growing at pace, meaning we can offer a wide range of opportunities for personal fulfilment and career growth. We currently employ over 500 people across eight sites in the UK, and our specialisations include software engineering, underwater robotics, radars, AI, and armed forces training.

As part of the global entity Saab AB, Saab UK combines the innovative spirit of a start-up with the resources and expertise of a larger corporation. Globally, Saab employs over 22,000 people, with operations on every continent. Our partnerships with UK customers and industry mean we are able to deliver innovative solutions to complex challenges, anticipating the threats of tomorrow. We invest 23% of our annual revenue into research and development, collaborating with a range of partners including industry and academia.

Saab is a company that offers our employees plenty of opportunities for growth and advancement. We embrace diversity and are committed to providing a workplace where individuals can thrive professionally, paving the way for future progression. We also recognise the need for a healthy work-life balance to ensure our staff have the chance to live a fulfilling life beyond the workplace.

The Role:

We are seeking a skilled and experienced Sales Manager to join the Land Systems operating division, as part of Saab UK. Land Systems is expanding its footprint in the UK, and growing a strong, high-performing team to win and deliver business.

This role is focussed on wining business for Saab’s Ground Combat and Missile Systems portfolio of products, which are critical for the protection and survivability of the UK’s armed forces.

The Sales Manager position within Land Systems acts as the Customer Sales Responsible (CSR) for their prospects. Responsibilities include the establishment and maintenance of the customer relationships and responsibility for the relevant parts of the Winning Business (WB) process for their assigned prospects.

The CSR leads the business realisation in accordance with the WB process, from market appraisal up to and including Deliver and Follow Up Tender, and for the customer relationships throughout the WB process.

This is an important role within the Land Systems team and will represent Saab’s continued relationship building with the British Army and therefore, the individual will be required to have an intricate understanding of Land operations and be capable of establishing and maintaining relationships with key stakeholders, creating a narrative and having the capability to identify opportunities for the business across campaigns and sales.

The Product Sales role will work closely alongside CSR’s and PSR’s to manage cases in the organisational CRM Tool, and is responsible for inputting to relevant documents in preparation for the WB process up to and including the WB5.

As an acknowledged Subject Matter Expert in their area, the Sales Manager role may also be called upon, where capacity exists, to assist the wider Land Systems marketing and sales opportunities, therefore developing sales prospects outside their base area.

The ideal individual will have come from a British Army background, with a demonstrable understanding of the product portfolio, or comparable products. Working with Defence Equipment and Support (DE&S) as well as some wider commercial, business development or sales experience would also be a prerequisite.

Stakeholder engagement at all levels within the Ministry of Defence (MOD) is essential to this role. Therefore, applicants will need to have had prior involvement in running large campaigns and stakeholder management.

Responsibilities:

• Win business through product sales for the Ground Combat and Missiles Systems portfolio of products

• Acquire and maintain relevant product knowledge

• Establish and maintain customer relationships.

• Act as a customer-facing Saab ambassador.

• Lead for the WB process, from WB MA to WB1 and take decisions in accordance with delegated authority.

• Deliver on KPIs in accordance with annual goals set during the IPM process.

• Identify, prioritise and qualify new business opportunities and leads.

• Update all qualified cases in the CRM tool.

• Create business-winning strategies for each opportunity.

• Conduct market, customer and competitor analysis in order to develop business.

• Establish and maintain relevant Business Unit networks.

• Collaborate with the PSR for respective projects.

• Participate and support contract and commercial negotiations, acting as the bridge across the entire span between the capability requirements of the end user, and the engineering realities of Production.

• Maintain, evaluate and manage market networks and consultants.

• Maintain, evaluate and develop relations with other Original Equipment Manufacturers (OEM) for Business-to-Business opportunities.

• Synchronize with other Saab stakeholders in relevant cases.

• Organise and participate at exhibitions and other customer-facing events.

• Work in alignment with Saab’s policies and directives.

• Participate in and support other Operational Countries or Country Units as required.

• Other tasks within the Country Unit as deemed relevant from time to time.

The Candidate:

Essential:

• Experience and understanding of the UK Defence, acquisition process and budgets

• Experience of working at or with DE&S and of the product portfolio you will represent, or comparable products

• Leadership and teamwork skills

• Documented experience of marketing and sales or other relevant sectors

• Experience in contributing to a multi-disciplinary team in a fast-paced, high-pressure, deadline-driven environment, to achieve KPIs and Objectives, including within a matrix management context

• Excellent communication, negotiation and stakeholder management skills within both defence and industry communities to establish and maintain trusted relationships.

• Can evidence ability to work productively across cultures, e.g., working in close partnership in a multi-national organisation.

• Effective prioritisation and time management for both the candidate’s time and that of the team they will lead.

• Experience of design and execution of customer engagement events and product demonstrations.

• Flexibility and Adaptability

• Excellent written and spoken communication skills in English

• Fluent in English, other languages are desirable.

• Candidates must hold a UK driving licence and have a car available for business use.

During your employment you will handle tasks and materials that are classed as military secrets and therefore:

• You must have a UK or Swedish citizenship.

• This position will require you to conduct and receive necessary national security clearances.

Desirable:

• Experience in using a CRM tool.

• Knowledge of export control, customs regulations, logistics and duty tariffs.

• Has completed Shipley Capture training.

• Knowledge of business and planning processes.

• Have sufficient product knowledge in terms of technical base specifications and commercial aspects in order to be able to assume the CSR role

• Experience in negotiations.

If you have the skills and experience that we are looking for, we encourage you to apply for this exciting opportunity to join our team as a Sales Manager in the Land Systems Division.

Location:

The location of the role is not fixed to any specific Saab site and is subject for agreement with the selected candidate. If not located within close proximity to an existing Saab office, the role may involve home working.