Sales Manager South America – Survitec
Proactively approach existing customers and target new ones
Respond to and generate leads and qualifying opportunities
Sobre nuestro cliente
Survitec is a global leader in survival and safety solutions to the marine, defence, aviation and offshore markets. Survitec has over 3,000 employees worldwide covering 8 manufacturing facilities, 15 offshore support centres and over 70 owned service stations. It is further supported by a network of over 500 3rd party service stations and distributors. Across its 160-year history, Survitec has remained at the forefront of innovation, design and application engineering and is the trusted name when it comes to critical safety and survival solutions.
Descripción de la oferta
Reporting to the Regional Head of Sales – Americas and working with the Senior Leadership Team, the successful candidate will be able to:
Meet Order Intake, Sales, Contribution Margin and cash collection targets
Proactively approach existing customers and target new ones
Respond to and generate leads and qualifying opportunities.
Shaping customer requirements
Stretching new business from existing accounts and contracts
Generation of qualified pipeline and ensuing all opportunities are kept regularly updated in Salesforce.
Creation of compelling offers based on value and benefits of the Survitec defense portfolio
Generation of bid opportunity briefing packs, sales cycle management and presentation of all opportunities to board level for approval.
Creation and implementation of sales campaigns to existing and new customers and partners.
Deployment of the Survitec Defence strategy (As relevant to South America’s agreed strategic goals), ensuring adherence to strategic plans, and for measuring performance against strategy metrics
Supporting the marketing strategy for Survitec Defence and for the broadening the messaging to all key customers and partners.
Closure of all annual Sales Order intake & Revenue targets to achieve base and stretch.
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Creation and delivery of compelling bid review packs to leadership for approval to proceed
Adherence to the sales qualification and capture process.
Customer satisfaction and comprehensive coordination with all internal Survitec team stakeholders.
Prepare budgets for Sales Order Intake, Sales and Contribution Margin, in conjunction with the Senior Leadership teams of Defence Sales and Manufacturing.
Participation in business reviews, provide feedback on performance and any deviation to budget.
Coordination and awareness with manufacturing / operations to ensure all forecasting for material supplies are maintained and updated.
Provision of sales and material demand forecasts as part of the S&OP process.
Development and deployment of growth strategies and plans for the Defence business in conjunction with the Americas Defence Sales Team.
Develop business growth opportunities through an understanding of the needs and desires of the customer base.
Management of product and service portfolios to ensure that all critical aspects of the market are addressed in a focused and consistent manner.
Management of the introduction of new products and services, and the effective disbandment of products and services that are no longer required.
Ensure contractual obligations and contractual KPIs are met.
Adherence to the Survitec Values and code of Business Conduct
Page Group Argentina is acting as an Employment Business in relation to this vacancy.
Perfil buscado (Hombre / Mujer)
To be successful in this role, you will be dedicated, resourceful, flexible and self-motivated. With a proven track record of sales success, you will be an experienced sales manager. You will have gained experience within highly regulated industries, coupled will a successful and demonstrated track record of dealing with large and complex bids in a consultative selling environment. You will have experience with regional government commercial contracting with recent demonstrable example of closed sales into any or all of the following countries
Brazil
Peru
Chile
Colombia
Argentina
You will be a resilient and tenacious individual with a desire to drive and embrace improvement. Ideally you will have experience of working within a bureaucratic, regulated industry. Knowledge of Export Control and Licences for export business are also a key requites of the role.
High standards of presentation and communication skills will be essential to ensure our customers’ needs are fully understood and the business is well informed to make the most compelling offers leading to growth for the organisation and complete customer satisfaction.
You will understand value pricing and have the ability to see opportunities where others don’t and realise those opportunities through high degrees of customer focus and responsiveness.
You must be able to travel, sometimes at short notice.
QUALIFICATIONS AND CORE SKILLS:
Essential
A minimum of 10 years sales experience in the South American (and or regional) Defence or Government agencies
You will hold a degree or equivalent level of qualification
Fluent in Spanish and or Portuguese
You will have a well-established network Peru/Chile/Brazil/Columbian defence prime contractors and broad network of the associated regional government end user community contacts at all levels within defence or government acquisition / end user community.
Desirable
Defence products sales
Experienced user of CRM , salesforce or equivalent
Shipley experience or qualification
Qué Ofrecemos
Attractive compensatory package