We currently have an opportunity for an experienced Business Development Professional with a background in the aerospace industry to join our team at Eaton in the role of Senior Business Manager. This hybrid role is based at the Wimborne site, formerly Cobham Mission Systems, which manufactures air‑to‑air refueling systems and actuation (weapons carriage) primarily for defense markets. The site hosts approximately 1,000 people and uses advanced AI and Machine Learning technologies.
We are ITAR Regulated for this site and must be eligible for Security clearance.
What You’ll Do
- Drive revenue growth by leading front‑end pursuits and campaigns for new technology, services, and applications for existing customers (Business Development) and new customers (Market Development).
- Identify opportunities and associated value propositions, working across the business unit and sector to develop solutions.
- Manage pursuits through to contract award and handover.
- Develop a strong opportunity pipeline that supports the division’s long‑range goals.
- Own and deliver annual and in‑year order intake targets for Mission Systems.
- Translate strategic growth objectives into executable customer and campaign plans.
- Act as the senior sales authority for priority pursuits and customer engagements.
- Drive disciplined pipeline management to ensure predictability and delivery.
- Balance near‑term sales execution with sustainable long‑term customer value.
- Hold delegated authority to approve bids prior to submission.
- Define bid strategies including pricing position, negotiation posture, and commercial risk.
- Ensure all bids align with Eaton’s revenue, margin, and cash objectives.
- Provide executive challenge to bid assumptions and commercial positioning.
- Support bid/no‑bid decisions on high‑value or strategically sensitive opportunities.
- Lead or directly conduct negotiations on pricing, commercial structure, and deal economics.
- Set negotiation strategies informed by deep understanding of customer behaviour and procurement models.
- Guide the business on acceptable commercial trade‑offs to secure business win.
- Ensure consistency and discipline in Eaton’s external commercial approach.
- Protect and enhance deal value through structured, outcome‑focused negotiation.
- Line‑manage and develop sales executives, setting clear objectives and performance expectations.
- Influence cross‑functional teams to align technical, operational, and commercial priorities.
- Represent Mission Systems sales performance and risk at senior leadership forums.
- Embed a performance‑driven, accountable sales culture.
- Own sales forecasting accuracy and reporting cadence.
- Provide clear visibility of risks, opportunities, and mitigation actions.
- Deliver insight to support strategic planning and leadership decision‑making.
- Track performance against order intake, margin, and cash commitments.
- Use data and experience to anticipate customer behaviour and market dynamics.
- Ownership of bid strategy, pricing position, and commercial deal shape.
- Drive aftermarket growth across spares, repairs and RMUs.
- Voice of the customer, responsible for maintaining relationship with key customers for existing product portfolio.
- Work with the sales analyst team to support the demand aspect of the SIOP process.
- Ensure proper inputs for all customers are included and communicate risks and opportunities in delivering the financial forecast.
- Initiate and/or approve PROLaunch projects, prioritise and support project deck, working in conjunction with program managers and R&D team.
- Develop and implement global tactical sales plans in cooperation with the sales analyst team and capability leadership.
- Work with Pricing Director to develop pricing and sales strategies for product portfolio.
- Assist in the assessment of market channel delivery options (direct or through distribution).
Qualifications
- Bachelor’s degree from an accredited institution.
- 10+ years’ experience in senior commercial or sales leadership within aerospace and defence.
- Extensive experience with major OEMs, primes, and government customers.
- Deep domain expertise in weapons carriage and release systems.
Skills
- Deep domain expertise in weapons carriage and release systems.
- Strong financial acumen across pricing, margin, cash, and risk.
- Executive‑level negotiator with credibility at customer and internal leadership level.
- Confident operating with autonomy, accountability, and delegated authority.
What We Offer
- Flexible working hours and a hybrid working model for the right candidate – minimum of 2‑3 days on site per week.
- Company culture committed to inclusion, diversity, and sustainability.
- Annual mentoring programme, Eaton University, and a robust reward and recognition framework.
- Ongoing learning and global career development opportunities, including internal mobility.
- Comprehensive induction support and a well‑structured onboarding experience.
The successful applicant will be in contact with US ITAR‑controlled technology, goods and information. Employees with access to US ITAR‑controlled technology and goods may be required to undergo an additional screening process as part of the recruitment process.
All positions may require participation in video and in‑person interviews as part of the hiring process. All candidates will be evaluated based on job‑related competencies, and all candidates’ privacy rights and data security will be protected in accordance with applicable laws.
We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.
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