Job Title: Lead Sales/Account Manager Western Europe

Job Code: 19826

Job Location: Germany

Job Schedule: 5/8

Job Description:

The Sales/Account Manager role within the Western Europe territory will provide primary for all aspects of Communication Systems (CS) segment sales, account management and business development including but not limited to: Tactical Radio, Broadband and Satellite Communication Systems as well as Integrated Vision Solutions. This role is flexibly based in Germany and will report to the Regional Managing Director leading the Western Europe region and NATO account.

The role will have an initial focus on key modernization/digitalization programs in Germany and the Netherlands and will own all phases of the sales process including managing customer and in-country partner relationships, opportunity qualification, requirements shaping, competitive assessments, development of pricing and win strategies, as well as leading proposal efforts. The role will work in a highly professional environment offering support from dedicated Business Development, Program Management and varying Shared Service teams to maximize the go-to-market effectiveness in order to win profitable opportunities for the company.

Essential Functions:

• Pro-actively implement and grow a successful market presence as business “owner” of the country and face to the customer.
• Develop the business, sales and marketing strategy to drive profitable growth in region and achieve annual sales targets.
• Win and further grow key modernization/digitalization programs in Germany and the Netherlands in a synergetic approach.
• Establish and maintain key customer and industry networks in region and manage relationships with consultants, distributors, resellers and OEMs.
• Develop and utilize the internal network in order to establish a collaborative business environment during and after the sales process (e.g. proposal development and program execution).
• Drive the development and expansion of existing customer base and secure new business opportunities through exceptional service, innovative systems, products, and service offerings.
• Track Offset/Compensation as well as Industrial Cooperation Plan (ICP) obligations in partnership with Program Management to ensure on time completion and avoid default.
• Champion the public image and profile of the business in the region.
• Apply a cross-sector/-segment business acumen that fosters business development from a “one-CS” perspective and beyond.
• Manage and maintain account opportunities in the customer relationship management (CRM) database and report on the funnel/pipeline status through the institutionalized strategy and reporting cycle.
• Willing to travel 40% of time to international customers and partners sites throughout Europe and United States.

Qualifications:

• Bachelor’s Degree and minimum 9 years of prior relevant sales experience. Graduate Degree and a minimum of 7 years of prior related sales experience. In lieu of a degree, minimum of 13 years of prior related sales experience.

Preferred Additional Skills:

• Military background in Germany, if possible in the procurement or MoD environment.
• Experience in Business Development, Strategy and Marketing with military customers.
• Understanding of the U.S. Foreign Military Sales (FMS) process as well as U.S. export regulations (ITAR).
• German-speaker, based in Germany and able to work throughout EU region.
• Technical interest and knowledge of relevant solutions, products and end-user application.
• Profound knowledge of the German defense market, customer community and procurement process (i.p. related to modern modernization/digitalization programs).
• Experience in building and maintaining relationships in the EU defense industry (i.p. Germany and Netherlands).
• Experience in participating trade shows, conducting successful capability demonstrations and writing proposals to military customers.
• Growth- and profit-driven mentality, taking ownership of financial metrics and targets over several years, developing account/capture plans and successful execution.
• Approaches the business with a comprehensive overview, focusses strategic actions on decisive elements and communicates/coordinates effectively with colleagues and business partners.
• Strong computer skills and proficiency in common IT tools (i.p. core Microsoft suite).
• Proficient in English business/technical writing.