Sales Manager, Southern Europe/Nordic/NATO

Provide Decision Advantage to Mission Partners Around the World

Reporting directly to the Vice President of Global Sales, the Sales Manager will oversee all sales activities for the Ultra I&C communications (tactical radios, troposcatter, satellite communications) for the geographic territory of UK/Eastern Europe/MENA. This sales role is pivotal in driving the capture of orders and fostering new business opportunities while cultivating strong relationships with customers and partners. This is an individual contributor role.

Develop and execute strategic sales pursuits in line with departmental and business unit growth plans, solving complex challenges related to US acquisition programs and defense contracts.

• Take ownership of the strategic sales plan and execution for the territory of Southern Europe/Nordic/NATO.
• Develop, present and execute winning sales pursuit strategies and lead the way in the execution of the resulting tactical plan.
• Be responsible for in-country partner and sales channel development
• Act as a trusted advisor to the customer on the best approach to solve their needs.
• Act as an advisor with the product management team on the roadmap towards business growth within the territory of Southern Europe/Nordic/NATO.
• Lead cross-functional teams effectively during pre-sale stages, especially during preparation and delivery of demonstrations, trials, and proposals.
• Develop and advocate the bid/no-bid business case objectively and astutely.
• Manage the Sales Funnel by employing effective strategies to develop opportunities from prospecting stage to booking.
• Win orders - identify, plan and lead the execution of strategies to obtain orders as per budget through the internal bid approval process. Define business proposal and win strategies for presentation during the bid approval process.
• Accurately maintain CRM database for all opportunities within assigned territory.
• Partner and build relationships - build and strengthen relationships with customers, agents, governments and other business partners.
• Obtain market intelligence – systematically acquire the market knowledge and competitive intelligence that will support innovative and successful win strategies
• Promote Company Image and Reputation - represent the Company through participation in shows, presentations and other events.

Required Skills, & Qualifications:

• Bachelors (or equivalent) Degree in Business, Engineering, Marketing or relevant field
• 6+ years of progressively responsible experience in Southern Europe/Nordic/NATO military communications system sales or military communication system acquisition programs.
• Experience as a prior service military communications officer, warrant officer, or senior enlisted.
• Has a sales “hunter” mentality and ability to find and close near-term business in quota-based sales environment.  
• Possess a deep technical understanding of military communications architectures, doctrine, implementation, and technologies.
• Possess the technical aptitude to understand complex military communication problem-sets and work with sales engineers to develop and sell Ultra I&C solutions that meet the customer’s need.  
• Able to travel at least 50% annually as business needs dictate.
• Candidate to be based in Europe.
• Can obtain a NATO Secret clearance.
• Familiar with NATO Support and Procurement Agency (NSPA) acquisition process.
• Sales and Marketing experience in defense industry.

Desired Skills & Qualifications:

• Master’s Degree preferred.
• Excellent written and oral communication skills
• Familiarity with Western Europe business culture and norms.
• Knowledge of relevant government procurement regulations an asset.
• Able to work effectively with geographically and time-separated team

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