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Reporting line: Chief Commercial Officer (CCO)
Location: United Kingdom
While the United Kingdom is the preferred location for this role, we embrace a flexible approach and welcome applications from talented professionals based in Luxembourg & Spain subject to local employment requirements.
Responsibilities
- Drive new logo acquisition and go-to-market strategy across the three business units. Lead expansion into adjacent markets (e.g. eBookings) and accelerate the shift towards recurring revenue through pricing model evolution.
- Build and lead differentiated Salespeople per business unit: a high-velocity team for e-Cargo, enterprise salespeople for Cargospot and a hybrid model for Innovation.
- Establish and run a consultative-selling so that every rep can independently run credible product demonstrations, articulate business value and lead solution-led conversations with prospects.
- Accountable not only for new ACV but for the quality of revenue: recurring mix, pricing discipline and entry into new verticals. This reframes Sales from a volume function to a strategic growth function.
- Own the development and execution of the new business sales plan for the CHAMP portfolio in the assigned markets: territory and target account definition, prospect identification and qualification, pipeline generation and coverage, and the preparation, execution and monitoring of first-time sales into the external market.
- Direct all new logo sales initiatives in the assigned territory. Provide prospects with high value proposals and presentations on the business benefits CHAMP delivers, own contract negotiations through to signature, and ensure a clean handover to delivery and account management once the customer is won.
- Key tasks include pipeline generation, bid management, negotiation and presentation.
- Monitor and report on new business performance – pipeline coverage, conversion and win rates, sales cycle length, new ACV and recurring revenue mix – alongside market intelligence and competitor activity.
- Collect and use market information in order to achieve new business objectives. Manage multiple internal stakeholders, including Product Management, Pre-Sales, Project Management and Development, to ensure suitably qualified resources are available to support demonstrations, bids and the transition of newly won customers into delivery.
- Establish and develop direct contacts with the relevant senior decision-making executives in target prospects and partner organisations, networking effectively to promote CHAMP's products and services and to open new opportunities.
- Responsible for preparing, submitting and maintaining business cases for new deals for review and approval. Business cases are required to meet financial threshold guidelines while maintaining value to clients, with pricing discipline applied consistently across the three BUs.
- Participate in industry events and forums to showcase the CHAMP suite of products and services, prospect for new leads and keep up to date with industry trends and issues. Detailed reports of event activities, market intelligence and competitor information will be submitted after each event.
- Other duties as assigned by management
- Travel required
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Primary KPIs
- New ACV against target – total annual contract value signed from new logos, measured in aggregate and by business unit (e-Cargo, Cargospot, Innovation).
- Number of new logos won – first-time customers signed per period, split by business unit and region.
- Recurring revenue mix – proportion of newly signed business booked as recurring or subscription revenue, evidencing progress on pricing model evolution.
- Qualified pipeline coverage – value of qualified pipeline as a multiple of target, maintained at the agreed coverage ratio for each sales motion.
- Win rate and sales cycle length – conversion rate from qualified opportunity to signature and average time to close, tracked separately for high-velocity and enterprise motions.
- Expansion into adjacent markets and new verticals – revenue and reference wins secured in targeted adjacencies such as eBookings.
- Pricing and margin discipline – average discount levels and deal margin held within approved thresholds, with business cases meeting financial guidelines.
- Forecast accuracy – variance between committed and actual bookings each quarter, supported by disciplined CRM hygiene.
- Team performance and capability – percentage of salespeople achieving quota, time to ramp for new hires, retention of key talent, and completion of the consultative-selling academy including certification to run product demonstrations independently.
Knowledge, competencies & skills
You will ideally have:
- Excellent knowledge or the air cargo industry and its participants.
- 10+ years in enterprise B2B software or SaaS sales, including at least 5 years leading quota-carrying teams, with a consistent record of meeting and exceeding new business targets.
- Demonstrable success winning complex, high-value, long-cycle enterprise deals with C-level buying committees, combined with credibility in higher-velocity, higher-volume sales motions.
- Experience building and scaling a new logo sales organisation: recruiting, onboarding and coaching sales people, setting territories and quotas, and running a disciplined pipeline and forecast cadence.
- A track record of shaping and executing go-to-market strategy across multiple product lines or business units, including entry into adjacent markets and new verticals.
- Strong commercial and pricing acumen: business case construction, subscription and recurring revenue models, margin and discount discipline, and contract negotiation through to signature.
- Strength in consultative, value-based selling, with the credibility to lead executive-level discovery, present solutions personally and embed a recognised sales methodology across the team.
- Excellent written and oral communication skills in:
- English (essential)
- A working knowledge of Salesforce (or equivalent CRM) and modern sales tooling, with disciplined pipeline hygiene and accurate forecasting; experience selling into the air cargo, airline, transport or logistics markets is a distinct advantage.
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You will exhibit:
- An ability to interact collaboratively with management, colleagues and other stakeholders to achieve the organisation’s goals and targets.
- Customer orientation with a strong focus on empathy and customer satisfaction.
- An ability to successfully negotiate to achieve mutually beneficial outcomes.
- Good multi-cultural awareness.
The selected candidate may be subject to the provision of an up-to-date (not older than 3 months) criminal record certificate.
CHAMP Cargosystems is an equal opportunity employer and prohibits discrimination and harassment of any kind. We are committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, ethnic background, religion or belief, family or parental status, or any other status protected by the laws or regulations in the locations where we operate.
Please note that any personal data that you submit along with your application will be processed by CHAMP and may be processed by any of its global entities, as necessary. These data will be treated in strict compliance with the applicable data protection legislation (i.e. the Law of 2 August 2002 on the protection of individuals with regard to the processing of personal data, as amended, and Regulation (EU) 2016/679 of the European Parliament and of the Council of 27 April 2016, - the GDPR -, which entered into force on 25 May 2018, as well as any other subsequent regulation).Please follow the link to the CHAMP Candidates Privacy Notice for further information.
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