Sepura
Business Development Director - UK & Ireland
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Sepura
Sepura are a global leader in critical communications devices for Public Safety (Police, Ambulance, Fire) and verticals such as Mining, Utilities, Transport, Airports/Ports.
We are looking to recruit an enthusiastic, experienced, and highly motivated Business Development Director to join our European Sales team, taking responsibility for the UK & Ireland.
In this role you will be responsible for driving business with UK Public Safety customers, via direct GTM, and engaging Value Added Resellers and Systems Integrators, and will also be identifying new partners as a Route to Market.
Role
You will be able to demonstrate a successful track record of the sale of mission critical solutions driven through senior executive engagement in complex environments undergoing technology transformation. Experience gained either in the Telecommunications or wireless industry will enable you to move at pace.
With a background in Business Development with Government customers, large regional Systems Integrators and channel partners you will understand how to leverage technology differentiation, whilst being comfortable with financial modelling of transformation, and an ability to work effectively with colleagues across the business to lead formal bid and framework wins.
You will have a track record of meeting and exceeding sales targets and working closely with your peer Business Development colleagues, and partnering with Marketing, Product Strategy Group (PSG) and our Pre Sales Engineering Team, and you will develop account and vertical strategies to address key clients across your assigned territory.
Day to Day
There Is No Such Thing As a Typical Day Here At Sepura. You Will Be Supported By Your Manager And The Wider Team, As Well As Collaborating With Other Departments Across The Business. The Business Development Manager Activities Will Include
- Ownership and execution of a sales strategy for Sepura business in UK, Ireland.
- Develop a strong engagement with our end customers (and if appropriate Channel Partners) in the territory to position Sepura as the primary public safety brand for mission critical solutions whether this is TETRA, broadband or hybrid solutions
- Be responsible for selling the Sepura portfolio to achieve or exceed sales targets delivering positive margin contributions in line with company goals.
- Be able to build account plans and opportunity plans to target and win strategic business in this key market for Sepura
- Establishing peer-to-peer relationships with senior decision makers in the customer organisations
- Ensure opportunities are forecasted to ensure financial targets are achieved.
- Engage with customers and partners users using value based selling tools.
- Establishing and maintaining a high level of customer satisfaction.
- To successfully prospect for new sales business and ensure that the optimal route to market is identified.
- Work with appropriate product manager in PSG to ensure customer requirements are identified and manage customer expectations.
- Develop and maintain a strong pipeline of opportunities in the Sepura CRM and business systems
- Support brand development in partnership with marketing
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This job involves travelling throughout UK and Ireland, and may require some international travel. The successful applicant will have a full, clean driving licence, own car (company will provide car allowance), and valid passport. All reasonable travel expenses compliant with the Company Travel Expenses Policy will be paid.
The BDD will be required to gain SC clearance, this is a mandatory requirement of the role.
What You Need To Succeed
Experience and Skills
Industry
- 10 years minimum sales/Business Development experience and a track record of sales success in communications equipment, technology, and PMR solutions.
- A demonstrably thorough understanding of the PMR market, Tetra, DMR and associated technologies.
- Familiarity of narrow band and broadband technologies.
- Experience of direct sales and managing channel partner sales with a ‘value based selling’ approach.
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Personal
- Customer first, can do attitude and a passion for selling value.
- Self-motivated in challenging environments with ability to think laterally and to devise successful strategies
- Understanding of tendering processes and in developing a win strategy.
- Competitive to win business whilst being a team player supporting colleagues to win.
- Consultative and creative approach to selling and problem solving.
- Ability to take ownership of tasks and work on own initiative and under pressure to meet customer and company deadlines.
- Able to organise and effectively manage customer meetings
- Clear communicator, persuasive and confident individual with good presentation skills.
- Good time management and planning skills.
- Ability to organise, direct and utilise virtual sales teams and resources
- Ability to present to high level management on sales strategies and initiatives
- Ability to present at industry and Sepura events, articulating Sepura strategy and vision.
Nice to have:
- Current and relevant network for UKI purchasers of Critical Communications Equipment
- Experience of dealing with Distributor and Channel business
- CRM power user, ideally Microsoft CE
Qualifications
- Masters degree in commercial discipline
- Relevant training in how to sell Critical Communications
Experience and Skills
- Good understanding of the Public Safety market sector and the key operational requirements
- Familiarity of TETRA & LTE/broadband technologies
Qualifications
- Qualified to Degree level with relevant end customer experience.
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