Job Description

MAIN PURPOSE:

Deliver rapid revenue growth by establishing and leading a disciplined sales cadence--meet revenue targets while building future pipeline through focused strategy, relationship management, and player-coach leadership of a high-performing sales team.

AREAS OF RESPONSIBILITY:

Strategy and Planning

? Define and execute short- and long-term B2B sales strategy (direct + channel) to drive substantial year-on-year revenue growth;

? Identify and foster strategically valuable industry relationships, that will deliver deals to the sales pipeline;

? Build a detailed annual bottom-up sales plan and multi-year outlook with relevant stakeholders;

? Grow existing accounts (upsell/cross-sell) and open new opportunities and markets;

? Represent the company at international trade shows; convert show leads into pipeline;

? Collaborate with Marketing on campaigns to ensure alignment with sales objectives;

? Research customer needs and market requirements to propose product improvements or new solutions;

? Monitor market trends, competitor activity, and customer feedback to guide decisions;

? Analyse sales by product, region, and segment, and refine sales strategies to improve performance.

Sales Execution & Operations

? Disciplined and systematic approach to ensure focus on lead conversion, quote-to-order conversion and pipeline growth;

? Manage the sales funnel end-to-end: lead capture, opportunity progression, and quotation control;

? Oversee channel management: selection, onboarding, offboarding, and performance tracking;

? Set per-customer targets for the top 30 customers and report on results quarterly;

? Oversee CRM data management and ensure continuous data clean-up and integrity;

? Oversee accurate and timely quotations, quotations pipeline reporting and follow-up to order conversion;

? Manage customer agreements, including MNDAs, End User Declarations, Terms & Conditions, and other relevant documents;

? Visit key global customers to strengthen relationships and gather product/application feedback;

? Support the negotiation and closing of major deals Manage sales expenses within the approved budget;

? Maintain and comply with the Quality Management System.

Leadership

? Lead and coach a high performing, target driven sales team;

? Set individual sales targets that cumulatively meet the annual budget;

? Resource planning, recruitment and onboarding in collaboration with People Management;

? Engage in ongoing skills development, weekly check-ins and performance evaluations of direct reports;

? Compliance with Safety, Health & Environmental policies.

Reporting

? Maintain a rolling, bottom-up sales forecast and update this quarterly;

? Present accurate, complete and timely monthly reporting on opportunities and quotes pipelines;

? Provide a quarterly report to the CEO on sales activity, results, and key risks and opportunities;

? Keep a year-end rolling gap-to-target forecast, informed by the opportunities and quotations pipelines;

? Track key sales metrics and report on activity levels, conversion rates, and pipeline health;

? Provide Supply Chain with a monthly product-level sales forecast for production planning;

? Report quarterly on distributor performance against agreed targets.

AUTHORITY:

? Approve up to $100,000

? Provide guidance and delegate responsibilities as appropriate to Sales Team

? Expenses within budget, see DOA

REQUIRED QUALIFICATIONS, EXPERIENCE AND SKILLS:

? Bachelor's degree in Engineering, Business/Commerce, or a related field (a strong technical diploma considered);

? 6-10+ years in B2B hardware sales, including international customers (e.g., US/UK/EU/Asia);

? 3+ years leading a sales team (player-coach);

? Proven record of meeting or exceeding revenue targets, building pipeline, and improving win rate and sales cycle;

? Able to understand and explain technical products; strong interest in learning LiDAR technology and its applications;

? Willing to travel and experience with international trade shows;

? Able to communicate, present, and influence clearly and credibly at all levels in the organisation;

? Proficiency in CRM systems and Microsoft Office Suite;

? Fluent, professional English. Able to communicate clearly with international audiences; strong written communication is critical;

Job Types: Full-time, Permanent

Work Location: In person