Director of Sales in York

This position reports directly to the Vice President of Sales with a minimum aggregate budget across targeted and existing accounts between $5M-$10M per year. This position is responsible for selling the business’s full portfolio of products to expand the targeted customer base and existing customer base through a combination of direct and channel sales activities. Analyses the market for overall sales strategies and prioritises opportunities; including but not limited to customer needs assessment, forecasting, competitive landscape, and new technologies.

RESPONSIBILITIES:

• Coordinates all sales and customer relationship processes to meet financial growth targets, with a minimum budget of $5M-$10M per year.
• Responsible for selling the full portfolio of products to selected customers and new opportunities with a focus on the ISP and OSP Connectivity Portfolio.
• Proactively plan and direct sales activities in assigned accounts and markets by routine visits, customer training, providing information on new products/solutions in order to achieve maximum results in development of existing and new customers.
• Understands customer’s business, technology, and product requirements and appropriately matches solutions to meet customer needs.
• Performs revenue and demand forecasting, account planning, project planning, and other related sales administration tasks to reach financial objectives.
• Leverage customer relationship building skills in order to foster and manage engagements across targeted and new customers from both direct and channel partner perspectives.
• Function as the primary interface for all pre-sales and post-sales engagements, including establishing relationships with target customers across all roles within the assigned accounts and markets.
• Become a trusted advisor to customers, clearly articulating to relevant audiences how Go!Foton products and solutions can support the customer’s business and technology objectives and initiatives.
• Serve as a strong customer advocate, working internally to align Go!Foton’s project plans, support, and commercial offers with customer needs.
• Gather account specific data to identify and quantify opportunities for Go!Foton products and solutions, including the long-term commercial outlook accruing from a close relationship with Go!Foton.
• Structure commercial offers and win new business, consistently achieving targets and growing aggregate revenue across assigned territories or named accounts.
• Create, communicate, and execute key account plans, and effectively secure cross-functional alignment for key initiatives and opportunities.
• Build and grow internal network across Sales, Marketing, PLM, Engineering and Operations, providing real-time market feedback to drive product strategies, features, and roadmaps.

QUALIFICATIONS:

To perform this job successfully, the individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

ESSENTIAL EXPERIENCE/EDUCATION:

• Bachelor’s degree in a technical field.
• 5+ years of fibre optics sales or industry related experience in sales, including: hunting, prospecting, and successful establishment of new strategic customers.

ESSENTIAL SKILLS/TRAITS:

• Highly professional, self-motivated, and able to communicate extremely well.
• Outstanding written and verbal communication skills.
• An excellent listener to win new customers and expand opportunities with current customers.
• Ability to work in an unstructured environment.
• Function well in a multinational organisation with diverse cultures and backgrounds.
• Ability to organise and manage multiple priorities.
• Ability to understand technical products and customer applications.
• Produce high performance teams and be a strong team player.
• Ability to read and understand technical and non-technical documents, related to sales and contracts.
• Able to effectively plan and organise work to manage multiple projects and demands.
• Delivers consistent results and assumes personal responsibility for achieving outcomes.
• Knowledge of Fibre Optics is highly desirable.

TRAVEL:

This position requires a significant amount of domestic travel, estimated to be 50% - 60% of the time.

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is frequently required to stand; walk; sit; use fingers; hands; handle, or feel objects, tools, or controls; talk or hear; reach with hands and arms; occasionally required to climb stairs; balance; stoop, kneel, crouch or crawl; taste and smell. The employee must occasionally lift and/or move up to fifty pounds. Specific vision abilities required by this job include close vision, peripheral vision, depth perception, and the ability to adjust focus.

WORK ENVIRONMENT:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.