Government Services Director
Role: This is a hybrid role; business development (mostly), programme director and account director.
Full Time: 5 days per week.
Location: Hybrid, 1 day pw in London Office, 4 days pw remote. Flexible working hours.
Salary: £110k - £130k (depending on experience). On Target Earnings (60% base, 40% commission).
Holidays: 25 leave days per year plus public holidays.
Benefits: Company funded training & development, 5% company pension contributions, health & wellbeing employee benefits.
Starting: ASAP - by 1st August 2024.
About the Role:
You will be responsible for business development, building and maintaining strong relationships with public sector and prime clients and prospects, ensuring their satisfaction, and driving business growth. You will serve as the main sales relationship point of contact for clients, understanding their needs, and collaborating with internal teams to ensure the delivery of effective solutions. This role requires a strategic mindset, excellent communication skills, and a deep understanding of the security and national defence landscapes. We are looking for someone with at least 12 years’ experience in similar roles, a good understanding of UK government and its procurement and a track record of generating revenue. You should be a driven self-starter, keen to learn about the company and the needs of our clients, personable, a good networker and have an existing network of both potential customers and delivery partners.
Responsibilities:
- You will lead the identification and winning of new public sector business – this will be a full sales cycle role. This will include leading and managing the full process for complex tenders.
- In the first year you will be accountable for generating £650k revenue from new business and existing public sector customers.
- You will manage existing public sector client relationships from a business development and success perspective; our goal is to maintain client atisfaction and ensure 90% overall renewals.
- You will coordinate project resources and personnel – you will oversee troubleshooting, changing equirements, value analysis, client reporting schedule and regular business reviews.
- You will have a close collaboration with company sales and marketing team to ensure common business aims.
- You will be accountable for the development and implementation of an account plan detailing growth strategies and activities within the public sector.
- You will select, coordinate, and manage pre-sales resources on expanded deals.
Essential:
- Demonstrated success in selling complex solutions as a prime, subprime or consortium to public sector or government clients, with a track record of exceeding sales targets and fostering long-term relationships.
- Excellent written English and experience writing and winning public sector bids.
- Excellent interpersonal and communication skills, with the ability to build rapport, network, and influence stakeholders at various levels.
- In-depth understanding of the public sector landscape, including regulatory
frameworks and procurement processes. - The ability to travel to London and overseas.
- Have previously held or can hold Developed Vetting (DV) security clearance.
Desirable
- At least 12 years’ experience winning and delivering public sector security and resilience programmes.
- A foundation understanding of cyber, physical and personnel security, technologies, and industry trends, and national security.
- Mapping out and building partnerships for consortia.
- Ability to hear and understand client’s concerns and needs and to act quickly and efficiently in resolving them.
- Experience at all levels of a bid team and of managing other bid writers.
- Strong project management skills, the ability to use PM frameworks and manage multiple client accounts simultaneously. A Project Management qualification such as APMP or PRINCE2.
- Ability to leverage current network to drive new business.
- Exceptional problem-solving and negotiation abilities - an ability to upsell and negotiate contract renewals.
- Self-motivated and results-oriented, with a focus on achieving and exceeding
targets. - Knowledge of contract management and negotiation.
- Experience bidding on of UK Government frameworks such as Integrated Security Fund (ISF), Cyber Security Services (CSS), G-Cloud, Digital Outcomes and Services
(DOS) or other security and resilience related frameworks. - Experience winning and/or delivering US Government funded programmes.
If you are interested or know anyone who might be, please contact me at fidelma.hewitt@universal-defence.com or 07789 862566.