Would you like to play a key role in improving sales execution, pricing, and commercial processes in a global organization? We are looking for a high capacity, "hands-on" leader to design and implement our roadmap for commercial efficiency. This is a front-facing leadership position with high visibility to the senior leadership team, where you will act as a catalyst for growth and a driver of execution.
We are facing an exciting future of growth and transformation as we deliver advanced, mission-critical solutions for the defense and aerospace industry. Our systems provide security for people on land, at sea, and in the air. We are looking for a Director to join this journey and contribute to our core purpose: securing people through advanced technology.
Your role in our team
As our new Director, you will design a high-performing commercial engine that maximizes sales productivity. You will be the driving force behind our global commercial infrastructure, spearheading the development of processes, pricing models, and governance frameworks that empower our sales force across 20+ countries.
You will act as a strategic partner to global sales and business area leaders, bridging the gap between corporate strategy and sales execution. You will be responsible for our commercial standards, ensuring that our "global way of working" is a daily habit. You will lead a lean, high-performing team and can shape how we contribute to our global commercial development.
You will join our Commercial Development and Marketing department, which consists of approximately 20 colleagues with a broad mix of nationalities, backgrounds, and perspectives. You will lead a newly established team of 3-4 direct reports and define how this team works and contributes to our commercial success.
How you will make a meaningful contribution
Your key responsibilities include:
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- Streamlining our sales processes, with the primary goal of increasing the amount of time our teams spend on active selling across all business areas and regions.
- Establishing a common way of working by rolling out a global sales model and providing the necessary tools to drive effective customer dialogues and growth.
- Optimizing our pipeline management to ensure that leadership has full visibility into our global sales performance.
- Leading select commercial initiatives, including customer segmentation, the introduction of new capabilities, and bid excellence.
- Directing our global pricing efforts by managing the strategy and ensuring deep expertise in value-based pricing and solution-selling models to maximize margin efficiency.
- Owning our commercial processes and audits, ensuring consistent global standards in sales practices.
- Driving the commercial use of our digital tools to ensure that technology acts as a catalyst for our sales execution.
- Translating complex operational data into compelling narratives for the Executive Leadership team, using your influence to drive necessary strategic adjustments.
Bring your world class expertise into play
You are fluent in English both in writing and verbal at a professional level. Danish is an advantage but not a requirement. Moreover, we are also looking for a new colleague with the following qualifications:
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- 5-10 years of leadership in Sales, Marketing, or Commercial Excellence within a global B2B/B2G environment.
- A sales background is an advantage, but not a requirement.
- Strong experience with sales effectiveness and assessing field-time efficiency in complex, tender-driven environments.
- Skilled at using technology to automate manual tasks; includes specific experience managing CRM/Digital initiatives (e.g., MS Dynamics) and Pricing.
- Proven ability to transition sales cultures from administrative tasks towards more active and customer-facing sales behaviors.
- Exceptional ability to persuade P&L owners, regional leads, and diverse stakeholders with competing priorities to adopt global standards.
- Solid experience with change management in global B2B companies with complex structures and highly technical products or solutions.
As a person, you are hands-on, pragmatic and able to lead change in a way that creates trust and momentum. You are comfortable working in a complex matrix organization, where you know how to influence stakeholders, find common ground and challenge the status quo when needed. You combine a strategic mindset with the ability to stay close to the execution and make sure things move forward in practice.
We are an international company representing world-class expertise, delivering complex and high-tech products. We value our colleagues and our meaningful contributions to securing people through advanced technology. You will also experience that we have a strong focus on your development, teaching you useful new competences and further strengthening current ones, both professionally and personally. Our company culture is autonomous and engaging, and we acknowledge the importance of flexibility in a great working environment.
When joining Terma, we promise that you will experience: Great people, challenging tasks, world-class expertise, and meaningful contribution in your daily work.
At Terma, we prioritize the well-being of our employees, ensuring they are well taken care of. Joining our team comes with a multitude of perks designed to enhance your social life, cultural experiences, and health.
International Environment: Explore great teamwork and professional sparring with colleagues around the world.
Flexible Working Hours: Enjoy the opportunity to work flexibly and the option to work from home up to two days per week. Internet connection at home is paid for by Terma.
Comprehensive Benefits Package: Receive a 10% paid pension along with a beneficial health care and insurance package. Enjoy discounts from various business partners.
Well-being Perks: Opportunity to enroll in our on-site massage-offer at our locations in Denmark.
Social and Professional Events: We have an active staff association that arranges a variety of social activities and events to bring all of our colleagues together.
Competence networking across professional experts in Terma: Professional presentations and knowledge sharing across the organization.
We are dedicated to fostering a diverse, equitable, inclusive, and welcoming workplace. Our commitment to DEIB (Diversity, Equity, Inclusion, and Belonging) means we actively value and celebrate unique backgrounds, perspectives, and experiences. We strive to create an environment where all employees have equal opportunities to succeed, feel respected and valued, and experience a true sense of belonging.
To support an unbiased evaluation process, we kindly encourage applicants to omit personal details such as photos and age from their applications.
If you would like to take on the challenge of working in an innovative company, we look forward to receiving your application. A resume is required, while a cover letter is optional. To ensure that your application will reach us and is properly processed, we only accept applications via www.terma.com. Applications will be processed continuously.
Do you have any questions regarding the position?
Feel free to contact Hiring Manager on e-mail: JCSN@terma.com
Bear in mind, that we need you to confirm that you can obtain a security clearance by the Danish Defense Intelligence Service, and that all adults in your household are not posing any risk to the related risk-evaluation. This entails among other issues:
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- That you have as a minimum stayed within NATO/EU/MISWG countries for the last 7 years only interrupted by short stays abroad, and
- That you have not committed serious criminal offences
Terma group has headquarters in Denmark and is a high-tech company developing products and systems for defense and non-defense security applications, including command and control systems, radar systems, self-protection systems for aircraft, space technology, and aerostructures for the aircraft industry. TERMA | Allies in innovation
