Role: Head of Strategy and Business Development (Training)
Location: London (with travel to Portsmouth)
Req ID: 129946BR
• Business: RUK Training Managing Director
• Functional: RUK Strategy and BD Director.
Reporting to the Training Business MD this high profile role will be responsible for capturing a series of major, strategic military training contracts in the UK and Middle East. Important opportunities include the British Army’s Collective Training Transformation Programme; Project Selborne, the Royal Navy’s programme to transform the management and delivery of the majority of RN UK shore-based training; multi-million pound middle eastern training opportunities inserting technology innovations, virtual reality and gaming technologies; and a host of other complex and transformational training programmes. The combined value of these contracts comfortable exceeds £1Bn and all are due to be let within the next 3 or 4 years.
The successful individual must be able to work at all levels within Raytheon UK and US, partner companies and, most importantly, the military customer organisation by engaging with key stakeholders (internal and external), and identifying and addressing their training business opportunities. A strong innovative and commercially aware approach will be critical to delivering success.
This is a complex and challenging role that will be both highly rewarding and high profile, with extensive communication and interfacing requirements with MoD organisations. It demands excellent interpersonal skills and high levels of energy and stamina and, above all, a personal commitment to providing the HMG with a world class collective training system and service. Work location can be flexible, but there will be a focus on Raytheon’s facility in London and customers facilities which are typically located in the south and west of England.
Raytheon is the largest provider of defence training services and one of the largest commercial training companies in the world. We are a training services prime contractor and industry partner that can provide an integrated, holistic approach and solution to transform how our servicemen and women train and continually advance and adapt to ever changing operational environments and advancements in technology. We have deep knowledge and experience in designing, developing, integrating, managing, maintaining and sustaining live, virtual, constructive and gaming (LVC-G) training and simulations systems. Raytheon’s experience and approach to the transformation of collective and individual training and training systems provides a clear path to improving outcomes while at the same time reducing costs. Our global training solutions give customers, particularly those in mission critical environments, a decisive operational advantage by leveraging our global training and simulation programme expertise and the latest technologies to align tailored business analytics, programme management and asset life-cycle solutions to mission objectives. We deliver this advantage for military, government, commercial and international customers.
Role / Purpose:
To create and grow Raytheon UK’s training business by finding new opportunities and subsequently working to deliver them to contract.
To establish Raytheon as a strategic partner for the provision of Training to the Royal Navy and British Army.
. Produce and agree a long-term strategy that establishes Raytheon as a strategic partner for the provision of training to the UK Ministry of Defence (MOD).
. Lead the implementation of that strategy in the UK, and acting as RTN’s primary point of contact with UK Customers and other stakeholders in engagements for the delivery of the above strategy.
. Create and execute a Campaign and capture plan to win key pursuits
Working with the Communications and Government Relations Functions to ensure that external messaging is agreed and delivered to maximize impact
. Act as RUK’s primary point of contact for IIS (Raytheon US) for the delivery of the above strategy, particularly through engagement in the Strategic Dialogue process.
. Produce and agree a bookings 5YP and its associated pipeline of opportunities and investment, that is profitable and grows RUK training business in the UK and, where appropriate, internationally
. Lead and secure the capture of the associated bookings in the above 5YP
. Produce and agree annually a training bookings and investment for RUK that is profitable
. Lead and secure the capture of the associated bookings in the AOP.
. Personal experience of successfully leading complex programmes
. Strong relationships with relevant UK and international customers including experience of dealing with relevant customer acquisition processes
. Interest in, and understanding of, UK and international defence and UK Defence Training landscape.
. Experience and/or understanding of different commercial models for the provision of products and / or capability
. Demonstrable track record of meeting business capture and/or bookings targets as a business capture or sales leader
. Proven ability to develop market strategies that create opportunities, including product development / market pricing
. Previous business development and strategy experience in a defence and / or aerospace business
. Clear understanding of the UK and international weapons markets.
. RTN Capture manager certification – or has sufficient prior experience to successfully undergo RTN Capture Certification
. Holder of relevant security clearances (if not held, must be prepared to apply for them)
. Business, marketing or engineering degree.
An assured self started :
. Ability to establish and nurture customer trust
. Creative, energetic and entrepreneurial approach
. Commercial awareness including intuitive risk and opportunity assessment - able to manage and work within agreed customer and business budgets
. Proactive team member and team leader who can motivate and lead by example
. Strong communicator (verbal and written) including at board level
. A logical problem solver who can distil and simplify complex operational and technical problems.