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Senior Sales Director Naval

Are you the new Senior Sales Director Naval to drive and grow sales worldwide in the Surveillance & Mission Systems segment?

 

As Senior Sales Director Naval at Terma A/S you will be responsible for the global sales (excluding domestic sales in Denmark) of naval products including Radar, Command & Control and Naval decoy in the Surveillance & Mission Systems (SMS) business unit. The responsibility also covers sale of integrated solutions based on Terma’s own and partner technology offering best of class systems.

With direct report to the Vice President SMS Sales you will be leading a global team of dedicated sales resources to success in selling to navy and policing entities around the world. Currently the direct/legal managerial resonsibility covers three employees in Denmark and five international employees in a dottet line matrix structure. The number of employees are expected to grow during the coming years.

Your main tasks will be to:

  • Follow through on FY ambitions in sales, pipeline & CRM focus
  • Build product sales to MDKK 250+ level
  • Build sales channel in all regions
  • Participate actively in NAV strategy work
  • Ensure smooth cooperation with the regional organization while challenging ambitions
  • Manage internal stakeholders – SMS management, product management, etc.
  • Manage external stakeholders – Peer-to-Peer Level and joint customer responsibility
  • Ongoing focus on building pipeline through interaction with new and existing customers and partners

The responsibility entails a strengthening of product sales and a refocus of solution sales. This will include building a sales strategy for the Naval area focusing on the most optimal structure and combination of the two product areas.

You will have a mandate to challenge the current way of working to drive a growth agenda building on a professionalization of Naval Sales. Further, you must look into resource allocation to optimize the performance of the Naval sales department. However, it is of high importance that the above is done with respect for history, carefully consideration and thoroughly thought out as Naval is part of the DNA of Terma.

Your qualifications are that you have a strong sales toolbox and is a trustworthy relationship builder, building long-term and winning relationships with both customers, employees, and colleagues. You thrive in a complex matrix organisation and have great stakeholder management skills.

Ideally, you have experience working with both lower complexity product sales and with high complexity solution sales. You are experienced in driving sales, leading sales team raising the level of ambition using the competent and available resources in the most optimal way. This includes performance management, motivation of employees, capacities in the R&D-department, product development and international agents. You also have solid technical competencies which can be applied in the different sales phases with the client and later in the specifications phase internally.

You have a relevant Bachelor or Master’s Degree, however, experience and background are more important than education.

You are a person with a global mindset, a winning attitude and ability to be hunting the best possible long-term solutions for both customers and Terma. You thrive in challenging standards to continuously improve and optimize processes and tools to reach further. Further, you have a good strategic mindset enabling you to keep an overview making the right chose acting for the good of the entire value chain of the company. You work structured and analytical and are able to work in a good pace with many assignments in a continuously flow. You are a trustworthy person with great cooperation skills that strength both employer motivation as well as customer relations.

Terma offers you great opportunities for personal and professional development. Furthermore, the candidate will work closely with the VP SMS Sales and therefore by nature is close to the decision-making in the SMS organization.

Travelling: Approximately 70-80 travel days per year. Hereof two-yearly trips to own locations and customers in USA and Asia and visits at international fairs.

Domicile: Terma in Herlev or Lystrup, Denmark

For more details about the job or the company, please contact Senior Research Consultant Anne Thomsen, Unique Human Capital on M: +45 31 40 01 11. All applications must be in English and are treated confidentially.

Unique Human Capital A/S
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cvr: 31502705
Jægersborg Alle 4
2920 Charlottenlund
Skelagervej 375E
9000 Aalborg
Christiansgade 30
8000 Aarhus C
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