Sales Director, Europe

Aviat Networks; France; Sur place; EUR 90 000 - 120 000; Plein temps

Résumé du poste

A technology solutions provider is seeking a Sales Director to lead the management and growth of European accounts. The ideal candidate will have extensive sales experience in the telecom sector and a proven record of exceeding targets. Responsibilities include executing the sales cycle, achieving revenue growth, and ensuring customer satisfaction throughout the process. Candidates with a Bachelor’s degree and strong interpersonal skills will thrive in this role.

Qualifications

• Minimum of 10-15 years sales management experience.
• Extensive sales experience in the European telecom sector.
• Ability to travel up to 50%.

Responsabilités

• Manage and grow existing European accounts.
• Execute the complete sales cycle from lead generation to closing.
• Meet order bookings and gross margin targets.
• Build and maintain relationships with key decision makers.

Connaissances

Sales management

Customer relationship management

Strategic planning

Analytical skills

Interpersonal communication

Formation

Bachelor’s degree in a technical/electronics or business discipline

Outils

CRM (Salesforce)

Description du poste

Overview

The Sales Director will be responsible for developing and maintaining strategic customer relationships to promote the company’s products and to co-ordinate regional resources to leverage sales and the portfolio. This position will work in conjunction with the Sales team to develop and implement sales strategies to achieve or exceed the assigned targets, grow the customer base and develop the existing customer base. This position calls for a candidate that can develop account strategy aligned with customer priorities and drive key account customer Sales and Operational Plans to fulfill key account plan growth.

Responsibilities

• Manage and grow existing European accounts along with Private Networks
• Pursue new accounts via share gain and diversify product mix upselling in the existing accounts
• Manage the execution of the complete sales cycle from generating sales leads, qualifying, coordinating sales and operation activities, and required resources for solution development, negotiating and closing
• Meet order bookings and gross margin (GM) targets ensuring profitable revenue growth, managing effectively the funnel and the booking conversion
• Achievement of revenue and cash collections
• Achievement of strategic sales objectives including software and services
• Responsible for reviewing revenue, product demand forecasting and project planning
• Build and maintain relationships with key decision makers and influences at all levels in the customer organization
• Ensure customer satisfaction throughout the whole sales cycle, marketing, sales, delivery, installation, and commissioning and resolve customer issues escalations in a timely manner
• Work with the technical marketing team on key technical trends and developments in marketing including technology offered by key competitors
• Provide accurate market data to the Bid Management and pricing teams to ensure Aviat is competitive and maintains optimum margins
• Build and maintain a schedule of requirements for Sales managers, technical and program management resources in line with your sales plan, hold regular sessions to update the teams on progress and future requirements
• Direct activities of Sales Managers involved with European accounts to ensure account growth and customer satisfaction
• Using CRM properly and effectively
• Using customer visit reports and specific customer interaction, assist the technical team and Product Management to understand the customers future strategy in order ensure Aviat Africa and international product development resources are aligned accordingly
• Maintain regular contact with Product Line Management to be kept informed of new products and other information of interest to customers. Communicate all such information on a timely basis, and if required give feedback to product line management.
• Work with pre-sales to assess customer needs and provide optimized value propositions
• Present value propositions TCO to customers and foster ecosystem via adequate partners
• Accountable for accurate and on time reporting essential for sales effectiveness
• Create and manage opportunity pipeline and sales forecasting using CRM (Salesforce)
• Support Demand Planning and Budget processes
• Follow delivery with regular calls with Sales Operations
• Participate in trade shows and other Marketing activities to promote company products
• Other duties as assigned.

Qualifications & Competencies

• Bachelor’s degree or similar qualification in a technical / electronics or business discipline
• Minimum of 10 -15 years sales management experience
• Extensive sales and business development experience in the European telecom sector with mobile infrastructure vendors or technology solutions providers
• Previous revenue responsibility of $50 million
• Developing and managing strategic partnership sales via key channel partners
• Developing and mentoring organizations through solutions / consultative selling transition and leveraging strategic relationships with key customers
• Experience of working across multiple territories
• Results orientated, excellent interpersonal, communication and management skills
• Superior professional presence and business acumen
• Leading from the front with a hands-on approach
• High energy, drive, and motivational skills
• Excellent problem solving and analytical skills
• Diplomacy both internally and externally with customers and partners
• Will provide leadership to 6-8 Sales Managers
• Ability to travel up to 50%