The Ultra Sales & Marketing function is responsible for growth of both the business development opportunity pipeline and the closure of sales by negotiating the terms and conditions in contracts. Through good business development practices and strong, senior-level customer interaction this function will deliver the defined business opportunities and develop a marketing strategy that demonstrates achievable levels of profitable growth in line with the overall business plan. This function is instrumental in setting the strategy for the business for all aspects of marketing and sales.
The Business Development function in Ultra develops the strategic account plan which defines the sales strategy required to meet revenue and earnings objectives year over year. It builds high-level relationships with current and future customers, and develops, prepares, publishes, and delivers customer proposals. The function manages bids and is responsible for the preparation of bids and proposals and ensuring that all tender responses present a compelling reason for customers to do business with Ultra, with clear narrative around why the business is consistent with our strategy and why it will generate stakeholder value.
An individual at this grade leads large teams to input into the plans of the function. Will be responsible for implementing policy and ensuring delivery within area of responsibility, linking with other parts of the function or business.
PRIMARY OBJECTIVE:
The Director Marketing has the responsibility for identifying and leading new business pursuits, establishing and executing new business objectives, plans, and programs for the sonar product segment of the Naval Systems and Sensors (NS2) business unit. This role will take a lead in strategic planning, the identification and development of new sonar opportunities, and the implementation and improvement of customer relationships and engagement. Additionally, this role will be responsible for achieving annual ordering commitments for NS2 in such product areas as towed torpedo decoys, towed array and dipping sonar systems, seabed solutions, and undersea communication systems.
ESSENTIAL JOB FUNCTIONS:
Execute the NS2 Sonar Marketing Strategy:
Leads with compelling strategic vision that is in alignment with the organization's short and long-term goals.
Develops plans and strategies for developing business and achieving the company's business goals.
Serves as a leader within the industry and maintains knowledge of industry trends and translates to affect within the organization. Recommends changes in strategy as required
Supports the senior management team in setting organizational goals, strategies, forecasting, reporting and measurement.
Support the Business Development and Programs Operations:
Develops, recommends, and implements marketing programs, procedures and goals to align with the company objectives; contributes to the formulation and validation of corporate objectives and business plans.
Develops manpower and financial requirement forecasts for the Marketing department. Consolidates projections into operating and capital expenditure budgets.
Develops and communicates the marketing business plan in conjunction with forecasting, budgeting and in relation to overall company goals and objectives. Provides periodic orders forecasts by customer and product lines.
Ensures the Ultra opportunity identification, assessment and pursuit process is followed.
Oversee customer relationship management and engagement process:
Develops and maintains strong relationships with key customers and contacts.
Directly manages major and critical developing client accounts, and coordinates the management of all other accounts.
Keeps management informed of developments and trends in the industry and with key customers.
Assist with developing plans for staffing needs to meet business operating goals envisioned in the company's strategic and annual budget plans.
Provides effective and continuous feedback. Assures the development and direction of a dynamic sales and marketing department which will meet or exceed company goals.
Additional Responsibilities:
Creates a culture of success and ongoing business and goal achievement
Collaborate across functions, Operating Business Unit (OBU), and Strategic Business Unit (SBU) to support new business opportunities
Travel as needed for in-person meetings with customers and partners and to develop key relationships.
Exhibits desirable and appropriate professional behavior including leadership, sense of urgency, independent judgment, industriousness, teamwork, ability to get along with others, creative thinking and personal integrity to provide for a cohesive, productive unit dedicated to the achievement of corporate goals.
Major proposal preparation experience including the development of key Win strategies and Price To Win
Other duties as assigned or required.
KNOWLEDGE AND EDUCATION:
Bachelor's degree in business, marketing, technical or related field. Master's Degree (MBA) preferred.
Extensive knowledge of the Naval Surface and Sub-surface business segments and operations.
EXPERIENCE AND TRAINING:
10+ years of experience in a Program Management/Business Development/Engineering Marketing role.
Experience in building, developing and motivating high performance teams committed to results.
Serving in a leadership capacity within the military and/or defense industry.
An entrepreneur and out-of-the-box thinker requiring commanding presence and dynamic qualities.
Developing business capture strategies, establishing budgets and executing business plans.
Developing and delivering presentations, both internal and external.
Military experience a plus
SKILLS AND ABILITIES:
Ability to develop constructive and effective working relationships within and outside the organization.
Ability to identify significant business opportunities, develop an executable and success oriented capture plan including if necessary internal and/or external teaming to maximize overall Pwin.
Demonstrated ability to communicate effectively orally and in writing with all levels of the organization and with external contacts. Ability to create and deliver powerful and effective presentations.
Ability to plan, lead, motivate and develop staff. Highly developed skills in leadership, including selection and hiring, training, coaching, developing and administering measurement tools and providing performance feedback effectively.
Proven ability to operate as entrepreneur within the organization and instill this in others.
Function effectively as part of the senior management and execute strategically.
Demonstrated ability to develop programs, procedures and staff that are customer focused and the ability to instill this quality in others.
Highly effective time management and organizational skills
Proven ability to exercise sound judgement both in sales, leadership and as part of a management team.
Ability to develop a five-year strategic plan in conjunction with the overall corporate objectives. Proven ability to generate strategic thinking from marketing staff and instill ability to carry out tactics associated with the plan.
Demonstrated ability to design, communicate and execute effective forecasts and budgets.
Competencies:
Communication skills
Business acumen
Time Management skills
Presentation skills
Product knowledge
Selling skills
Customer focused/customer intimacy
Delivers results
Motivates & inspires others
Resourcefully innovates
Raises the bar
Business plan implementation
Developing people
Leading and influencing
Coaching and mentoring skills
This job description reflects management's assignment of essential functions, it does not prescribe or restrict the tasks that may be assigned.
Ultra specialises in providing application-engineered bespoke solutions. We focus on our customers' mission critical and intelligent systems in defence, security, critical detection & control markets. Our capabilities and technologies can be found on many of the world's long-term military programmes. We employ over 4,500 employees across the globe and are listed on the London Stock Exchange. Ultra operates mainly as a Tier 3 (sub-system) and occasionally a Tier 2 systems provider, in the Maritime, C3 (Communications, Command and Control) and Cyber, military and commercial aerospace, nuclear and industrial sensors markets. We use both research and development , to provide innovative, mission specific bespoke technological solutions to our customer's most complex problems. Learn more by visiting our website; https://www.ultra.group/
We offer medical, dental, vision, life, and disability insurance, health savings accounts, paid time off, and a 401(k) plan with a Company match.
This contractor and subcontractor shall abide by the requirements of 41 CFR 60-1.4(a), 60-741.5(a). These regulations prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities and prohibit discrimination against all indibiduals based on their race, color, religion, sex, sexual orientation, gender identity, national origin, and for inquiring about, discussing or disclosing compensation. Moreover, these regulations require that covered prime contractors and subcontractors take affirmative action to employ and advance in employment individuals without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.
Reasonable accommodation statement: if you need an accommodation for any part of the application process, please email careers@ultra-us-gbs.com
