Oryx Executive Search
Global Commercial Director - OEMs
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Job Description
The organisation is a leading provider of advanced technology solutions, supporting some of the world’s most innovative industrial companies and scientific research communities. Following a period of intense R&D and new product development, the client has attracted attention from some of the world’s most recognised systems integrators who are keen to work with them.
With approximately 60% of revenues currently coming from end users and the rest from key accounts such as OEMs, it is important that the business has a strong commercial strategy for the Key Accounts/ OEMs in place to achieve its growth.
Role Overview
The new Commercial Director will be responsible for the entire commercial growth strategy across both direct and indirect sales although with the most growth potential coming from the OEM customers, the client is looking for someone who will specifically own the OEM strategy for the business unit.
Responsibilities
- Developing and executing the Commercial strategy including the OEM / account management strategy on a global basis in order to achieve the company’s growth objectives.
- Working collaboratively with the individual regions to develop the sales strategy for the different products group (both direct and indirect sales) and service, driving performance and growth accordingly.
- Building strategic relationships with the OEM customers at a high-level to ensure they are aware of the company's technical and commercial capabilities, especially when it comes to specifying new products and technologies / working on joint development programs.
- Working closely with the Product Managers, R&D team, Marketing centre of excellence and Operations function within the UK to encourage more customer focus, especially with the OEMs and key accounts.
- Reviewing the current team which consists of an Analyst, OEM sales team in Europe and the US, plus sales support to ensure the right infrastructure is in place to manage and develop the OEMs / key accounts on a global basis.
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Desired Experience
As this is a transformational, change leadership role, the client is particularly interested in the following experience, ideally within life sciences or related technologies:
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- A strong commercial thought leader who has a good understanding of the OEM market.
- A sophisticated leader who can demonstrate a collaborative approach, both internally and with customers.
- Demonstrable experience in winning and developing global key accounts.
- Used to complex heads of terms with OEMs and global key accounts.
- Used to a partnership approach with large customers.
- Experience of managing a small team as well as working within a matrix structure - used to collaboration and influencing others.
- Enjoys a business transformation situation and has experience of previously leading a successful change journey.
Opportunity
This group is on an exciting transformational journey and so the new Commercial Director will suit someone who enjoys making a real difference to a growing organisation and is keen to build their profile within the group. In return for success, there are a number of opportunities to progress to a full P&L / VP position within the wider Group.
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