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Head of BD and Sales EMEA
Il y a 2 mois
Description
Teledyne e2v part of the Teledyne Imaging Group, is a global leader in specialised components and subsystems for innovative solutions in medical, science, aerospace, defence and industrial applications.
Working with us will enable you to develop and gain experience in the ideas that are behind some of the most advanced technologies in the world. You will also work alongside highly experienced scientists, engineers, technicians and business professionals.
With a long and enviable history of technical and scientific innovation, Teledyne e2v is always working at the forefront of technology.
Space Imaging
Our products observe the Earth from space, enable the discovery of distant worlds, provide the improved understanding of life sciences that we enjoy today, and make measurements at the quantum level.
The Space Imaging group is a global leader in specialised imaging devices, components, subsystems, manufacturing and engineering services, and an engineering consultancy for innovative solutions in space, defence, scientific and industrial applications.
Our capabilities and heritage span custom and standard CMOS, infrared, COTS+ and CCD imaging sensors and sub-systems used for Earth observation and the largest space telescopes, through to ground and space based communications systems. With an eye always to the future, we are leading in the commercialisation of quantum timing and sensing technologies for space, defence and industrial applications.
Position Summary
The Head of Business Development and Sales EMEA role for the Space Imaging business unit is wide ranging, requiring a mix of skills, experience and personal selling, influencing and relationship management characteristics.
The role requires a balanced mix of traits that can be described as a “challenger”, “hunter”, “closer” and a “farmer”.
Ability to sell existing and new propositions, explain these to the sales team and provide training, whilst also joining meetings and demonstrating your knowledge to differing accounts and market segments is key. The technologies will be wide-ranging and the customer base will include agencies, academia, OEMs, primes and startups plus several in-country sales representatives deploying both distributor and representative channel models.
Whilst agency and major prime account management is a critical activity, increasingly small startup relationships and lead cultivation is also critical across all market segments and you will be expected to drive the team to open up new opportunities. The ability to manage and prioritise near-term big-ticket items and future business growth and sales pipeline regeneration is also a critical skill. You will be expected to manage key opportunities yourself also and certain customers including the European Space Agency.
A key aspect of the role is, feeding the product development process with inputs that allow the company to adapt to changing situations and dynamic customer requirements, and finding solutions by leading the Teledyne team to think of new and appropriate ways to meet customer needs with a profitable outcome.
The head of business development and sales will lead, take responsibility, and provide drive for the complete sales cycle, i.e. from campaign design to lead generation, through to value selling, bid process, order booking, and delivery.
The accountability of the role includes:
Contribute to the organisations sales plan and own personal order intake and revenue targets
Grow and nurture opportunities from idea to new product platform and portfolio
Develop and grow the sales opportunity pipeline, supporting the team’s business development managers and wider Teledyne profit and loss owners
Develop business development plans which include proposition, sales plan, risks, barriers and budgets
Maximise strategic account revenue, and develop mature accounts into strategic accounts
Find and onboard new market application opportunities and new customer accounts
Ensure the highest standards of customer support at all stages of the sales lifecycle
Oversee and where needed manage the customer proposal requests to completion
Represent Teledyne at industry events, and seek and exploit opportunities for increasing capability and brand awareness
Provide market intelligence and present in a suitable way to all levels of the organisation with the aim of influencing the business to react to opportunities and market conditions
Act as a conduit for multi-directional network access and opportunity building for the global Teledyne
To succeed in this role you shall be able to demonstrate the following skills:
Knowledge building and sharing, responsibility, negotiation and adaptability
Strong presenter, negotiator and influencer with excellent written and verbal communication skills
Organised with attention to detail, driven and motivated by results
Understand customers business, applications, and value propositions
Curious and inquisitive
Value selling
Fluency in English is a requirement while French, Italian, and other European languages is advantageous.
Ability to work on government programmes shall be considered and security clearance checks may be required depending on territories assigned and Teledyne office locations frequented.
Qualifications and Experience
5+ years working in a sales/business development and marketing environment
Relevant degree or equivalent experience
Experience of imaging technologies or ability to quickly grasp key technical principles through personal research and discussion with technical internal points of contact
Experience in closing complex sales
Post-graduate qualifications from recognised institutes (ideally level 6 and above), desirable
Wide network of applicable contacts and experience of creating new networks rapidly
Experience in the development of value propositions
Experience in designing and presenting compelling presentations and proposals
Experience in strategic marketing and business activities, data collation and dissemination
Understands and has experience effecting the marketing mix and marketing principles
Experience in lead capture, account cultivation and account management for a global business
Experience in the use of CRM and lead management tools
Teledyne and all of our employees are committed to conducting business with the highest ethical standards. We require all employees to comply with all applicable laws, regulations, rules and regulatory orders. Our reputation for honesty, integrity and high ethics is as important to us as our reputation for making innovative sensing solutions.
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