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