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Sales Director - Fishing, Leisure & Workboat (002011) in London at Inmarsat

Date Posted: 9/25/2018

Job Snapshot

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Job Description


The Fishing, Leisure & Workboat Sales Director is responsible for the global sales targets and directs a team where motivating the members to work cooperatively with regional sales peers and achieve stretching revenue and profitability objectives is paramount.

Job Requirements

Key Responsibilities (to include but not be limited to):

  • Lead the development, implementation and execution of assigned vertical market sales globally;
  • Generate forecast information ensuring that comprehensive and accurate forecasts are completed on a regular and timely basis;
  • Lead the team to seek vertical channel and cross-selling opportunities;
  • Manage and maintain a vertical markets pipeline;
  • Achieve Bookings and Revenue targets;
  • Coordinate the involvement of sales support personnel and review activity so that team performance objectives and customer expectations are confidently, competently and cost-effectively met;
  • Work closely with regional Account Managers to help them achieve vertical market sales as part of their regional targets;
  • Ensure the vertical market sales team is proactive, efficient and effective at generating complex sales in multi-faceted customer situations;
  • Act as a role model to demonstrate the skills and attributes of a highly competent solutions salesperson for the vertical team to aspire to and to positively influence the sales activities of non-direct sales people within the channel;
  • Positively impact the performance of individual sales team members by implementing and managing field support tools, including training programmes, productivity initiatives, account and territory planning methodologies and customer communication tools;
  • Manage all aspects of running an efficient sales team including hiring, supervising, coaching, disciplining and motivating direct-report sales people;
  • Deliver weekly, monthly reports (and any additional ad-hoc reports as required)
  • Identify deficiencies in skills among the sales people and works to improve individuals’ capabilities through coaching, development and training consulting with HR/Learning & Development as appropriate;
  • Prioritise coaching and performance management efforts to have the greatest overall impact on business results;
  • Work with marketing to ensure vertical market-level strategic and business objectives are met by the vertical markets sales team and sales initiatives are adequately supported;
  • Identify opportunities to verticalise current product and service offerings to expand sales base;
  • Focus the sales team by providing monthly sales targets, forecasting, SIS management;
  • Provide partner and end user sector intelligence to assist in driving marketing, pricing and product/service development at a tactical and strategic level.

Essential Knowledge and Skills:

  • Extensive solutions and vertical market sales experience, especially working with an indirect sales channel;
  • Extensive and proven business to business channel sales/development experience in a communications technology business selling to enterprise markets;
  • A proven leader in direct and indirect channel sales management who takes ownership and responsibility for motivating a fast moving and growing team;
  • Must have managed multi-million dollar accounts and opportunities;
  • Proponent of solutions-focused selling techniques (eg SPIN selling) and selling to complex environments;
  • Dedicated to understanding the needs of the customer/channel partner and offering solutions that meet stated requirements;
  • Active and demonstrable relationship building qualities; able to quickly identify and strategically build relationships at high levels;
  • Exhibits strong business skills with the ability to probe customer’s/channel partner’s stated and implied needs and wants;
  • Ability to work cross-culturally at all levels within a customer organisation;
  • Strong negotiation skills to determine a successful outcome for Inmarsat and for the customer;
  • Experience in Salesforce or other CRM system;
  • Fluency in written and spoken business English.
  • Ability to manage virtual teams to deliver complex solutions.

Desirable Knowledge and Skills:

  • Demonstrable experience of working in the maritime industry either directly or via channel relationships.
  • Sales management experience.
  • Experience in communications technology.
  • Fluency in additional languages.
  • Excellent interpersonal skills.
  • Business planning and results-orientated approach.
  • Commercial, negotiation and presentation skill.


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