Business Development & Sales Manager - Air

Role and Responsibilities PURPOSE OF THE ROLE: To identify, pursue and convert profitable business opportunities into order intake within the CAE Defence and Security Division's (D&S) domain. KEY RESPONSIBILITIES: * To understand the market in which the CAE D&S Division conducts its business, remaining close to the end user and the relevant Procurement Agencies. The role will have a particular focus on the Mission Support and Air Intelligence, Surveillance & Reconnaissance (ISR) sectors. * To ensure that opportunities are identified at the earliest stage to facilitate initial marketing contacts and positioning, and to identify competitor's strengths and weaknesses to determine CAE's competitive advantage. * To seek opportunities to further accelerate CAE's evolution from leading synthetic training technology supplier to training service delivery partner of choice * To generate a budget for approval by the Senior Management to pursue the identified opportunities which require external and/or internal resources. * To actively network with the customer in order to establish, build and retain relationships. * To present a bid strategy and pipeline to Senior Management, which will highlight the value of the opportunity, the potential partners, the technology requirements, the potential win price and the CAE discriminators. * To ensure that prospective partners are identified that reduce project risks, increase bid discriminators and improve the overall win probability. * To adhere to the corporate governance procedure which includes the formal 'Lead to Award' process. * To perform capture management activities for small and medium size opportunities. * To identify and manage the bid team within the agreed budget to meet timescales and Company profitability targets whilst producing a winning bid. * To negotiate, when appropriate, with the customer during the bid appraisal stage prior to preferred bidder announcement. * To be responsible for concluding final pricing, terms and conditions in conjunction with the Senior Management. * To transfer accountability for project execution to the Programme/Project Manager on completion of the internal contract review. * To play an active role in Company exhibitions, demonstrations and PR. * Any other duties as may be required. QUALIFICATIONS/EXPERIENCE: Essential: * Experience of developing a strategy to build a medium-term and long-term sales pipeline. * Experience of delivering the training solution against the pipeline. * Knowledge of the Defence sales environment. * Good communication, interpersonal, presentation and negotiation skills. * Proven networking skills and an established network of contacts within the UK Defence environment specifically in the Mission Support and Air ISR sectors. * Team leadership skills. * Self-driven and proactive. * Ability to work to tight deadlines. * Ability to prioritise opportunities and workloads. * Wide knowledge of the Defence Industry and competitor capabilities. * Ability to help shape and define the customer requirement. Desirable: * Thorough sales and marketing experience within a project environment. * Experience of managing the bid process. * Sound commercial knowledge and experience. * Proposal writing, structuring and assessment. SPECIAL FEATURES: * Applicants must be able to live and work in the EU/EEC/UK. * The role requires regular travel in the UK and occasionally overseas, which could be at short notice. * The achievement of deadlines may require overtime and weekend working. * Must be able to obtain or transfer Security Clearance which the Company sponsors (applicants must have lived continuously in the UK for the past 5 years in order to obtain security clearance) or currently holds NATO SC level Security Clearance that can be transferred from overseas to the UK. Position Type Regular CAE thanks all applicants for their interest. However, only those whose background and experience match the requirements of the role will be contacted. Equal Employment Opportunity At CAE, everyone is welcome to contribute to our success. With no exception. As captured in our overarching value "One CAE", we're proud to work as one passionate, boundaryless and inclusive team. At CAE, all employees are welcome regardless of race, nationality, colour, religion, sex, gender identity or expression, sexual orientation, disability or age. The masculine form may be used in this job description solely for ease of reading, but refers to men, women and the gender diverse.