Technical Sales Manager

Lincoln, Lincolnshire
Salary Details:
£44,000 to £49,000 per annum + company benefits
Closing date for applications:
26 Jul 2019
Job Description

MASS is a technology company with a 35-year heritage in defence and government markets in the UK and around the world.   We are currently looking to fill a key role within the Business Development team for a Technical Sales Manager.

You'll help us define, build and sell solutions in Electronic Warfare (EW), specifically within the Countermeasure Development space. You'll be the customer champion, shaping mutually beneficial buying visions with target accounts. You'll be a product owner, driving the development of our Countermeasure Development products to maximize customer value. You'll be a team player, supporting EW sales from proposal and design through to delivery.

Primary Responsibilities

Strategic Account Management

  • Act as the customer’s trusted advisor and primary point of contact on all technical matters throughout pre-sales, sales and contract delivery
  • Develop market analysis to identify target accounts
  • Identify new business opportunities among new and existing customers
  • Support customer-facing opportunity capture – including customer workshops, presentations, eliciting and documenting requirements, gap analysis and generating solution options
  • Represent MASS as a thought leader through events, conferences, white papers, blogs and meetings

Product Management

  • Manage the strategic road maps of our Countermeasure Development toolsets, prioritising product features against current and future customer demand.
  • Manage pre-allocated resources to implement and enhance product suites
  • Perform competitor analysis and promote innovative solutions - delivering outstanding customer value and helping to enhance MASS’ competitive advantage
  • Support the development of market and competitor analysis for segmentation, targeting and positioning
  • Represent MASS at events and conferences to generate insight into current and future product positioning

Bid Support

  • Map customer motivations and expectations to solutions and proposals
  • Generate cost effective solutions, cost estimates, with detailed bid and technical input.
  • Advise on technical viability at bid gate reviews
  • Support management of the technical risk and propose mitigation options

Essential skills and experience

  • Knowledge of Electronic Warfare (EW)
  • Knowledge of the Countermeasure Development life cycle
  • Excellent written and verbal communication skills
  • Ability to prioiritise and solve complex problems
  • Self-motivated, with ability to manage own time

Desirable skills & experience

  • Experience of delivering complex technical projects in a large multi-stakeholder environment
  • Software and engineering methods (waterfall, agile)
  • Consultancy, business analysis and change frameworks
  • Data and information management approaches
  • Sales and pre-sales methods

MASS are an equal opportunities employer.