Scope of Responsibility:

• Lead the development and execution of the Embedded Computing business strategy, ensuring alignment with our client’s overall commercial objectives and growth plans.
• Provide leadership, coaching, and performance management to the Embedded Computing sales team, driving a high-performance culture focused on growth, customer engagement, and continuous improvement.
• Develop and implement strategic sales plans for key target markets, identifying new opportunities, emerging technologies, and routes to market.
• Own the revenue, gross margin, and growth performance of the Embedded Computing business unit, ensuring targets are achieved or exceeded.
• Strategically position our client’s value proposition with key customers, suppliers, and technology partners to maximise business opportunities and market share.
• Develop and maintain executive-level relationships with customers, suppliers, and partners, acting as a trusted advisor and ambassador for the business.
• Lead the identification, qualification, and conversion of significant design-in opportunities that generate sustainable long-term revenue streams.
• Support the team in providing consultative technical solutions that address customer challenges and deliver measurable business value.
• Develop and execute strategic account plans within key vertical markets including Medical, Industrial, Transportation, Marine, Agricultural Technology, Aerospace, and Defence.
• Lead complex commercial negotiations, contractual agreements, and strategic business discussions with customers and suppliers.
• Ensure robust pipeline management, forecasting, and opportunity reporting through effective use of CRM systems and business intelligence tools.
• Work closely with supplier partners to develop joint business plans, growth initiatives, and market development strategies.
• Contribute to annual business planning, budgeting, forecasting, and succession planning activities.
• Drive continuous improvement initiatives across sales processes, customer engagement, and operational effectiveness.

Main Duties & Accountabilities:

Leadership & Team Development

• Lead, motivate, and develop the Embedded Computing sales team to achieve individual and collective objectives.
• Create a high-performance culture through coaching, mentoring, and regular performance management.
• Establish clear sales objectives, activity metrics, and development plans for team members.
• Support succession planning and talent development within the business.
• Foster collaboration between Sales, Engineering, Supplier Management, and Marketing teams.

Commercial Strategy & Market Development

• Develop and execute the Embedded Computing growth strategy aligned with our client’s overall business objectives.
• Identify and prioritise target markets, growth sectors, and strategic customer opportunities.
• Analyse market trends, customer requirements, and competitor activity to inform business planning.
• Create and implement business development plans to increase market share and revenue.
• Develop strategic account plans for key customers and target organisations.

Customer & Supplier Engagement

• Build and maintain senior-level relationships with customers, suppliers, and technology partners.
• Engage with stakeholders from Engineering, Procurement, and Operations through to CTO, CEO, and Board level.
• Collaborate with key supplier partners to develop innovative and differentiated customer solutions.
• Act as an executive sponsor for strategic customer relationships and major commercial opportunities.

Sales Performance & Business Growth

• Drive new business acquisition and expansion within existing customer accounts.
• Lead the identification and conversion of design-in opportunities that generate long-term recurring revenue.
• Ensure effective pipeline management, forecasting, and opportunity qualification.
• Support the team in complex negotiations and strategic customer engagements.
• Deliver against agreed revenue, gross margin, and growth targets.

Operational Excellence

• Ensure effective utilisation of CRM systems and reporting tools to maintain pipeline visibility and forecasting accuracy.
• Monitor business performance through agreed KPIs and implement corrective actions where necessary.
• Contribute to annual business planning, budgeting, and forecasting activities.
• Drive continuous improvement across sales processes and customer engagement activities.

Key Performance Indicators:

• Achievement of Business Unit Bookings, Billings, and Gross Margin targets.
• Delivery of agreed revenue growth objectives across target markets and strategic accounts.
• Achievement of Business Unit and individual Management by Objectives (MBO) targets.
• Team performance against sales, pipeline development, and design-win objectives.
• New business acquisition and conversion of strategic opportunities.
• Growth and penetration within identified target markets and key customer segments.
• Development and execution of supplier business plans and strategic growth initiatives.
• Forecast accuracy, pipeline quality, and CRM compliance across the team.
• Employee engagement, development, and retention within the Embedded Computing team.
• Successful implementation of business development, market expansion, and strategic growth plans.
• Customer satisfaction and strategic account development outcomes.
• KPIs are aligned to the Company's growth strategy and business objectives and will be reviewed regularly. Objectives may be amended to reflect changing business priorities, market conditions, and strategic initiatives. New goals and performance measures will be agreed between the Employee and their Line Manager as required to support the ongoing success of the business.