16 beste vacatures voor de functie van commercial director in de kennemerduinen (nieuwe medewerkers gezocht)

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Senior Manager, Commercial Sales EMEA

Advanced Navigation
Amsterdam

Nu solliciteren

Vacaturegegevens

3 uur geleden

Kwalificaties

Verkoopervaring
Salesforce
Schrijfvaardigheden
Bedrijfsontwikkeling
Analytisch vermogen
Presentatievaardigheden
Begeleiding
ICT
AI
Accountbeheer
Onderhandelen

Volledige vacaturetekst

Advanced Navigation is the world’s most determined innovator in AI robotics and navigation technologies across land, air, sea and space applications. Founded on a culture of research and discovery, Advanced Navigation's mission is to be the catalyst of the autonomy revolution. Fields of expertise include artificial intelligence, underwater sonar, GNSS, radio frequency systems, inertial sensors, robotics, quantum sensors and photonics.

Today, Advanced Navigation is a supplier to some of the world's largest companies, including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors. Discover it for yourself: https://youtu.be/F7uAqs1gtuk

The Head of Sales, Commercial – EMEA is responsible for driving and scaling revenue across all commercial verticals in the EMEA region (e.g. robotics & autonomy, survey & mapping, marine, agriculture, and other industrial applications). Operating as a player-coach, this role carries direct personal sales responsibility for a portfolio of strategic accounts while also leading, coaching and developing a small team of Business Development / Account Executives to build a scalable, repeatable commercial sales engine across the territory.

Location: Newcastle Upon Tyne, or REMOTE from other areas of Europe.

Role & Responsibilities:

Own the EMEA commercial sales number – personally carrying a quota and closing strategic/key accounts, while also being accountable for total team attainment

Lead, coach and develop a team of Business Development / Account Executives – setting territory and account plans, running pipeline reviews, and building individual development plans
Design and execute the EMEA commercial go-to-market strategy across target verticals, in partnership with the Sales Director, EMEA and global Sales leadership
Research and identify key growth verticals, programs and accounts for our products/solutions portfolio outside of the defence sector across the region
Identify and develop strategic partnerships, channel and distribution relationships that accelerate commercial growth across EMEA
Build and maintain a rolodex of key relationships across target industries, including economic buyers, technical decision-makers and channel partners
Drive top-line revenue and orders by expanding existing accounts, acquiring new logos, and driving cross-sell/upsell across the team's book of business
Own end-to-end forecasting and pipeline accuracy for the EMEA commercial team, ensuring linearity and predictability of the business
Partner closely with Marketing, Sales Operations, Products Group, Support and Operations to improve go-to-market execution and acceleration of growth
Understand customer technical requirements and work closely with Support and the Products Group to guide product direction and roadmap input
Ensure operational excellence by keeping the CRM (Salesforce / MS Dynamics) consistently updated across the team, guaranteeing forecasting accuracy and business linearity
Recruit, onboard and ramp new team members as the EMEA commercial team scales
Develop a solid operational understanding of all aspects of the Company, immersing yourself into the wider organisation to understand how each team contributes to the strategic vision
Live by our values – setting quantifiable targets that demonstrate commitment to our values
Live & breathe a safety culture; be an advocate for safety within the workplace; remain compliant with all HSE requirements & obligations

Key Measures:

Team and individual quota attainment against target
Timely management and conversion of inbound leads and enquiries
Development and health of pipeline for new business and existing accounts, across the team
Progression of opportunities through the sales funnel and conversion of pipeline to orders
Forecast accuracy and business linearity across the EMEA commercial team
Team development – ramp time, retention and performance of direct reports
Collaboration with the wider Advanced Navigation team

Behavioral Attributes for Success:
Leading & Developing Others – Building the capability of the team through coaching, feedback and development planning; creating an environment where team members are motivated to perform and grow

Organising Self – Effectively managing own time and resources to ensure that work is prioritised effectively and delivered on time in line with the requirements of the team and business
Maintaining Positive Energy – Being relentless. Operating with a positive attitude, vigour and determination in the face of challenging situations, consistently maintaining high levels of effectiveness and productivity throughout
Delivering Excellence – Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards and expectations of excellence rather than having standards imposed
Communication – Conducting positive and open interactions with others by conveying information and ideas clearly and concisely in an engaging manner that helps them understand and retain the message; listening actively to others and sharing proactively information
Decision Making – Identifying and understanding problems and opportunities relevant to role by gathering and analysing quantitative and qualitative information; generating and evaluating alternatives, identifying the best course of action, and making timely decisions within own decision making scope
Initiating Action – Taking proactive and independent action to accomplish work goals; taking prompt action to achieve results beyond what is required; anticipating and addressing problems without being prompted
Leveraging Feedback – Taking full advantage of opportunities to receive and explore feedback about own performance; responding favourably to feedback and using it constructively to deliver outcomes and improve knowledge, skills and behaviours

QUALIFICATIONS

7+ years of experience in business development, sales and account management within a commercial technology/high-tech solutions environment
2+ years of experience directly leading, coaching or mentoring a sales team, ideally in a player-coach capacity
Experience selling of navigation solutions into one or more of the following: robotics/autonomous systems, survey & mapping, marine/marine autonomy, agriculture, industrial or other technology-led commercial verticals

SKILLS

Proven ability to lead, coach and develop a small sales team while continuing to personally carry and deliver against a quota
Deep expertise in selling high-precision navigation and positioning solutions into commercial market segments, with a demonstrated ability to articulate the value proposition of Advanced Navigation’s technology to diverse industrial applications.
Strong interpersonal skills – the ability to engage with customers and internal stakeholders at all levels, including C-suite
The ability to build and execute a go-to-market strategy across multiple verticals and navigate a complex, multi-stakeholder buying process
Strong sales skills, with the understanding of how to qualify a prospective customer and progress them through the sales cycle in a structured and methodical way
Business development skills – the ability to develop a pipeline of opportunities from scratch across new and existing verticals
Refined negotiation and closing skills
Opportunity analysis and development
Excellent communication and writing skills with the ability to be both technical and analytical
Strong presentation skills
The ability to adapt to a fast-changing environment, international cultures, and distributed teams
Strong self-organisation and planning skills – the ability to set objectives, build a sales plan and execute effectively, both individually and as a team
Strong skills with Salesforce CRM, including forecasting and pipeline management

EXPERIENCE

Proven experience building and scaling a commercial sales function, ideally within a high-growth technology company
Extensive experience selling within the EMEA region
Experienced in remote and in-person selling and team leadership across a distributed, multi-country territory
Track record of consistent quota attainment, both individually and as a people leader

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commercial director vacatures in de kennemerduinen

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