Sales and Product Management

Head of Maritime - Business Development

Contact

Your Rohde & Schwarz recruiting team is looking forward to receiving your application.

Info

City/region

Deakin (Canberra), North Ryde (Sydney - NSW), Brisbane Airport (Australia)

Entry level

Managers

Employment Type

Full-time, unlimited

Ref. Number

16937

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The Head of Maritime Domain will lead R&S Australia’s efforts in identifying, shaping and securing new business opportunities. This role will focus on engaging with government departments, law enforcement agencies, military organisations and industry partners across Australia, New Zealand and Oceania. The primary responsibilities will include identifying, developing and qualifying opportunities within government departments and agencies, with key business-to-business customers, as well as law enforcement and military sectors for Rohde & Schwarz solutions. Additionally, this position will involve establishing key partnerships with industry OEMs to facilitate the integration of Rohde & Schwarz products and capabilities. The successful candidate will report to the Director of Integrated Systems & Solutions and will work closely with the sales team across the Rohde & Schwarz business to develop a robust pipeline and go-to-market strategy focused on positioning for and capturing new business.

Your tasks

• Strategic Planning: Create, manage and implement comprehensive go-to-market plans that articulate a strategic vision, action plans, competitive intelligence, investment strategies and business cases targeting both government and industry customers within Australia, New Zealand and the Oceania region.

• Business Development: Build and qualify a robust pipeline of new business opportunities based on Rohde & Schwarz products and capabilities in Naval Communications, Maritime SIGNIT/EW and Maritime C-UAS, and lead the associated capture activities to secure these opportunities.

• Market Analysis: Conduct thorough market research to understand trends, customer needs and competitive landscapes in the Naval Communications, Maritime SIGNIT/EW and Maritime C-UAS markets.

• Sales Performance Management: Meet or exceed sales targets based on the business pipeline and other emerging business opportunities.

• Thought Leadership: Position Rohde & Schwarz as a thought leader in the fields of Naval Communications, Maritime SIGNIT/EW and Maritime C-UAS by participating in industry conferences, forums and workshops

• Customer Engagement: Actively engage with relevant government and other relevant industry customers to identify and shape opportunities. This includes developing contact plans, messaging strategies and win strategies with timely follow-up.
Relationship Management: Build and maintain strong trusted relationships with key stakeholders, including government officials, law enforcement agencies, military representatives and industry partners.

• Collaboration: Work closely with internal teams, including engineering, product management and marketing to ensure alignment on customer requirements and to drive the successful delivery of solutions.

• Support Functions: Provide active support for Capture, Proposals and Sales functions to ensure continuity across the business development lifecycle, enhancing the organisation's ability to win as opportunities progress from qualification to capture, proposal and negotiation stages.

• Proposal Development: Lead the development of compelling proposals and presentations that effectively communicate Rohde & Schwarz’s capabilities in Naval Communications, Maritime SIGNIT/EW and Maritime C-UAS.

• Team Mentorship: Mentor other members of the Rohde & Schwarz team as needed to assist in enhancing cross functional education and developing a high-performing team

Your qualifications

• Technical / Engineering qualifications are preferred

• Experience: Established relationships with snr. Commonwealth (RAN/NSSG/CASG) and Industry customers/stakeholders and users is essential to effectively lead initiatives and drive business development in this area.

• Bid Management Experience: Evidence of successful achievements in managing a bid function, including team management and oversight of the bid process.

• Complex Bid Handling: Demonstrable experience working on complex ASDEFCON (or similar) bids under tight deadlines, showcasing the ability to navigate intricate bidding processes.

• Project Management Skills: Strong project management experience to ensure effective planning, execution and delivery of projects within budget and time constraints.

• Tendering Knowledge: A strong understanding of tendering processes in Australia and New Zealand, preferably within defence or high-end safety/mission-critical engineering markets.

• Collaboration in Matrix Teams: Experience working with multi-layered (matrix) sales, implementations and operations teams throughout the bid process.

• Proficient Tool Usage: Proficient user of Microsoft Office, SharePoint, and other bid/proposal-related tools to facilitate effective communication and collaboration.

• International Sales Experience: Experience in working on international sales and bid opportunities is advantageous.

Interested?

We place great importance on equal opportunities. We look forward to receiving your application regardless of gender, nationality, ethnic and social origin, religion, ideology, disability, age as well as sexual orientation and identity.

Important to know:
Due to the nature of our work, many our roles require an Australian nationality and the ability to obtain a security clearance. Applicants who accept a conditional offer of employment must meet eligibility.
Eligibility and clearance process information can be found at;
https://www.defence.gov.au/security/clearances/about/overview