Head of Sales (Defence Manufacturing) in Cambridge

Locations: Home Based - UK

Time type: Full time

Posted on: Posted 2 Days Ago

Job requisition id: JR105186

Competitive salary and remuneration package including:

• 27 days holiday
• Pension contributions matched up to 9%
• Car allowance
• Remote working flexibility
• Private Healthcare

Marshall, an independent, family-owned British company, proudly helping our customers move forwards since 1909, now has an opportunity for a Head of Sales who will lead and scale our commercial activity within the Marshall Advanced Manufacturing Solutions business.

This role is responsible for defining and executing go-to-market strategy, building high-impact new customer engagement and campaign activity, and driving sustainable revenue growth across complex manufacturing solutions. The Head of Sales will combine sales leadership capability with a strong understanding of engineering and manufacturing environments, particularly within defence or similarly regulated, high reliability industries.

The successful candidate will be comfortable engaging at the most senior levels of customer organisations and managing large, strategic accounts with long sales cycles.

Other responsibilities will include:

• Owning and delivering the overall sales strategy for the AMS business, aligned with growth objectives.
• Defining and executing effective go to market strategies across services and solutions, including market segmentation, value propositions and pricing approaches.
• Translating complex engineering and manufacturing capabilities into clear, compelling customer value propositions.
• Forecasting revenue, managing pipeline health and ensuring robust sales governance and reporting.
• Leading the design and execution of new customer engagement strategies, including account-based marketing and targeted campaigns.
• Working closely with marketing and technical teams to develop and run integrated sales and marketing campaigns that generate demand and progress opportunities.
• Supporting the team in the management of existing large strategic accounts with high revenue impact and long-term partnership potential.
• Growing new customer relationships beyond transactional contracts and into strategic accounts with long term impact.
• Building and sustaining trusted relationships with senior executive and board level stakeholders on both sides of the partnerships.
• Demonstrating a strong understanding of engineering, manufacturing and industrial processes, including development lifecycles, production constraints, quality and certification requirements.
• Supporting bid and proposal activity, ensuring technical, commercial and contractual alignment.

Please apply if you have most of the following:

• Proven experience in a senior sales leadership role within aerospace, defence, advanced manufacturing or a similarly complex B2B engineering environment.
• A strong understanding of engineering and manufacturing content, with the ability to confidently discuss technical solutions with both customers and internal experts.
• Demonstrated success in developing and executing go to market strategies.
• Experience leading customer engagement programmes and sales campaigns.
• A track record of managing a large, strategic account involving significant revenue, long sales cycles and complex stakeholder environments.
• Extensive experience engaging with senior management and executive level stakeholders on both the customer and supplier side.
• Strong commercial acumen, negotiation skills and contract management experience.
• Leadership experience identifying capability gaps and supporting training and development initiatives.

Disability Confident Scheme

Marshall Group is an Equal Opportunity Employer and values a diverse and inclusive workplace. All qualified candidates will receive consideration for employment without regard to age, race, colour, religion, genetic information, sex, sexual orientation, gender identity, national origin, disability status, or any other characteristic protected by law.