EMEA Sales and Operations Lead

At LiveWire we are pioneering the future of motorcycling by means of design, software, and experience. Success for this team is creating the most desirable electric motorcycle brand in the world. Operating like a start-up, we're seeking problem-solvers who can demonstrate leadership and be comfortable with hands-on work every day.

Job Summary

As a Sales and Operations Lead, your role would be pivotal in the following three key areas: Fleet Sales; Long-term Rental Strategy/Subscription Leasing; and Export/GTM Sales Operations:

Job Responsibilities

Fleet Sales:

Develop Fleet Sales Strategy:

• Market Research: Analyze the market to identify potential clients (e.g., corporate fleets, government agencies, ride-sharing companies).
• Segment Targeting: Prioritize target industries (e.g., logistics, delivery, public transportation) based on their EV adoption readiness.
• Competitor Analysis: Study competitors' fleet solutions, incentives, and support to create competitive and unique offers.

Build a Strong Sales Pipeline:

• Lead Generation: Identify and qualify leads through industry events, networking, referrals, and outreach campaigns.
• Partnership Development: Establish partnerships with key players, such as leasing companies, renewable energy providers, and charging infrastructure firms.
• Relationship Management: Focus on building long-term relationships by understanding each fleet's needs and aligning solutions to reduce operational costs and environmental impact.

Offer Customized Fleet Solutions:

• Incentives and Financing: Work with financial partners to provide competitive financing, leasing options, and incentives for fleet clients.
• Consultative Selling: Offer fleet analysis and EV transition planning to help clients reduce costs and meet sustainability goals.
• Product Customization: If possible, provide tailored features or configurations based on client needs (e.g., range requirements, cargo space, charging compatibility).

Meet Sales Targets and KPIs:

• Revenue Goals: Set and achieve quarterly and annual sales targets for fleet purchases and leases.
• Customer Retention and Satisfaction: Aim for high customer retention by providing outstanding post-sale support.
• Market Feedback: Gather feedback to improve products, address challenges, and adapt strategies for better client satisfaction.

Long-term Rental Strategy/Subscription Leasing:

Develop the EV Subscription Leasing Model:

• Flexible Leasing Solutions: Design and promote subscription-based leasing options that allow customers to lease EVs on flexible terms (e.g., monthly, yearly), targeting both individual consumers and businesses.
• Competitive Pricing: Set competitive pricing and terms based on market research, making it attractive to customers hesitant about long-term EV commitment.
• Feature Packages: Create tiered packages with options like mileage limits, maintenance, insurance, and charging solutions to cater to different customer needs.

Lead Customer Acquisition Strategies:

• Market Segmentation: Identify target segments for subscription leases, such as urban residents, gig-economy workers, eco-conscious consumers, and corporate clients with short-term fleet needs.
• Digital Marketing and Sales Campaigns: Drive customer acquisition with digital marketing efforts—social media, email, content marketing, and online ads tailored to promote the benefits of a subscription-based model.
• In-Person Outreach: Attend local events, expos, and partnerships with businesses to promote the ease and flexibility of subscription leasing directly to target audiences.

Build and Manage Relationships with Partners:

• Insurance and Financing Partners: Collaborate with insurance providers and financiers to offer bundled services that simplify the leasing process.
• Maintenance and Service Partners: Ensure our dealer network is supporting LTR development including mobile service units, to minimize downtime and maximize customer satisfaction.

Enhance the Customer Experience:

• Onboarding and Support: Offer a seamless onboarding process with personalized consultations, vehicle setup, and training on EV operation and charging.
• Flexibility and Upgrades: Enable easy upgrade options to newer models or different types of EVs to retain customers long-term and adapt to changing preferences.
• Customer Support: Provide ongoing support and a smooth process for maintenance, charging solutions, and account management, which are crucial for subscription retention.

Drive Growth and Meet KPIs:

• Revenue and Subscription Goals: Set and achieve monthly and annual sales targets for new subscriptions, renewals, and customer retention.
• Retention and Customer Satisfaction: Monitor customer satisfaction and retention metrics, adjusting leasing packages based on feedback and changing market dynamics.
• Data-Driven Decisions: Track usage, cost savings, and feedback data from subscribers to refine offerings and identify upsell opportunities, such as extended leases or added features.

Export/GTM Sales Operations:

Market Research and Targeting:

• Identify Target Markets: Research regions with strong EV adoption potential based on infrastructure, government incentives, and consumer interest, outside of our existing 7 key markets. Evaluate competition and identify gaps.
• Customer Profiling: Define ideal customer profiles (individual consumers, fleet operators, businesses). Tailor messaging to local customer preferences.
• Regulatory and Infrastructure Analysis: Review import/export regulations, environmental compliance, and homologation requirements. Assess charging infrastructure and partnerships needed.

Sales Strategy Development:

• Channel Strategy: Choose between Distributions, direct sales or dealerships.
• Pricing Strategy: Analyze cost structure and set competitive pricing based on market conditions. Factor in subsidies and tax benefits for EVs in target regions.
• Lead Generation: Leverage digital marketing, trade shows, and local partnerships to build brand awareness. Use CRM systems to manage leads effectively.

Logistics and Supply Chain Optimization:

• Export Compliance: Ensure adherence to international trade laws, customs regulations, and documentation requirements.
• Distribution Network: Set up efficient warehousing and distribution channels. Minimize delivery times through regional hubs.
• After-Sales Support: Establish service centers and parts availability. Offer training programs for local technicians and dealers.

Operational Setup:

• Local Partnerships: Collaborate with local players for assembly, sales, or service. Engage with governments for EV incentives and infrastructure development.
• Performance Monitoring and Feedback:
• KPIs to Track: Sales volume, market share, and customer acquisition cost. Customer satisfaction and retention rates.

Education Requirements

Bachelor’s degree preferred

Experience Requirements

• Typically requires a minimum of 8 years of demonstrated success in achieving sales objectives in new markets.
• Proficient written and verbal English-speaking skills. Additional languages preferred.
• Excellent interpersonal skills to build relationships with clients, partners, and internal teams.
• Strong sales skills with the ability to negotiate and close high-value deals.
• Strong sales acumen and experience in subscription or leasing models, with a knack for customer-centric selling.
• Skillful in analyzing market data, fleet needs, and operational costs to provide tailored solutions.
• Basic understanding of EV technology, fleet management, charging infrastructure, and EV market trends.
• Awareness of EV trends, leasing options, and subscription services, along with an understanding of customer pain points.