Regional Sales Director-Europe

Rapiscan Systems is an industry leader in detection technology, providing cargo and vehicle inspection systems and services for ports, borders, military, high-threat facilities, and checkpoints to help customers combat terrorism, drug smuggling, illegal immigration, and trade fraud. We offer a broad array of scanning system configurations that leverage low-, medium-, and high-energy X-ray technology—or multiple X-ray technologies—to address each customer’s unique security application requirements. Our commitment to excellence in imaging performance, innovative design, and uncompromising quality ensures our solutions consistently deliver best-in-class imaging, high reliability, and operator satisfaction, to help customers find threats and contraband with ease and confidence.

Role Overview

The Director of Sales, North Europe is in charge of developing Rapiscan’s detection business in North Europe through direct and indirect sales.

Responsibilities

• Building strong client relationships with established key accounts.
• Directing the business to help maximize sales and profit from key accounts.
• Able to help expand key account contracts by adding additional products for sale to the contracts.
• Ability to find opportunities for and to open new accounts.
• Developing strong relationships with all levels of businesses (internal and external) in a challenging environment.
• Motivator, with a flexible management style.
• Pro-active, can-do attitude is essential with strong listening skills.
• Strong and clear written and verbal communication.
• Updating on a weekly basis the internal CRM tool.
• Hands-on approach to get involved and understand all aspects of our business from the start to finish of the sales process.
• Providing guidance on regulatory compliance both technical and commercial.
• Working with Product Line Management (PLM) and Business Development to effectively position and communicate our products with regulators, End Users, and purchasers.
• Identifying sales opportunities within the territories and accounts to develop effective and realistic budget forecasts.
• Bid preparation, customer presentation and End user interfaces to develop business opportunities.
• Provide guidance and interfaces between the company and the market to facilitate smooth operations.
• Training clients (where needed) on the products and providing information and support for these activities.
• Estimating sales volume and profit for current and new products.
• Meeting with sales managers to assess company performance.
• The role will require interstate and overseas travel into the territory.
• Uphold the company’s core values of Integrity, Innovation, Accountability, and Teamwork.

Qualifications

• Ability to build effective relationships with both externally (Distributors, Customers, End Users) and internally with support functions (Sales, Order Processing PLM, BD, Engineering and Senior Management).
• Experience of industry products would be useful but not essential.
• The ability and willingness to travel at short notice may be required.
• Ability to work independently when required.
• A minimum of 5 years’ experience in a similar role.
• In-depth knowledge of marketing techniques and best practices.
• Excellent negotiation and leadership skills.
• A proven sales record with the ability to work, most of the time, unsupervised.
• Sales experience either internal or external. Not necessary from within the industry as full product training will be provided.
• Academic Degree or equivalent.
• Microsoft Dynamic and CRM experience would be useful.
• Presentation skills and experience.
• Effective MS Office skills required.
• An understanding of regulatory compliance would be useful but not essential as full training and support will be provided.
• Full Passport and current driving license.