Global Sales Manager - Photonics / X-Ray Scientific Equipment

Global Sales Manager

Full-time role, defined as minimum 40 hours per week

Salary Dependent on Experience

Saint Leonards-on-sea / Remote

Department: Sales

Reporting to: Managing Director

Responsible for: The effective global coordination and management of all new business pursuit activities across all sales channels – including channel partners, direct business and OEM account management

The Global Sales Manager oversees all aspects of new business pursuit processes and activities, including direct business, channel partner management and strategic OEM partnerships. The role is responsible for the delivery of order entry performance against the agreed phased order entry targets and budgets, with progress measured against a framework of relevant Key Performance Indicators (KPI’s).

The Global Sales Manager is a full-time role, defined as minimum 40 hours per week. The global nature of this role requires extensive travel with an expectation of at least 50% travel time within any period. The role encompasses personnel management responsibility for all direct sales and sales back-office staff.

Key Responsibilities

• Order Entry & Revenue Delivery: Effective management and delivery of order entry performance against agreed phased order entry targets and budgets.
• Pricing & Margin Expansion: Responsibility for generation and maintenance of pricing strategies, ensuring an optimal competitive position whilst maximising opportunities for margin expansion.
• Business Reporting & Forecasting: Timely preparation of and reporting key business data for both management and reporting purposes.
• Management of New Business Pursuit Master Data: Oversight of the company commercial data systems, ensuring all master data is accurate and formatted to facilitate relevant downstream business processes.
• Business KPIs: Development, monitoring and reporting of a relevant suite of commercially driven KPI’s.
• Strategy: Contributing to the company strategic development and annual planning process with a particular focus on scalable and sustainable new business pursuit activities.
• Day to Day Commercial Activities: Ensuring the flow of business from enquiry, through quotation to order entry is efficient, follows the agreed business processes and meets customer expectation from a timeliness and quality perspective.
• Channel Partner Management: Development and ongoing management of an optimised and effective Channel Partner (CP) structure, ensuring all CPs are subject to a current contract with performance being measured and reviewed using appropriate tools. All CPs will be trained and equipped such that they are able to effectively promote and sell products within their designated territory, applications or markets.
• OEM Business:
• Identification and delivery of incremental OEM business opportunities, coordinating all aspects of the design in process to ensure the recurring business is both scalable and sustainable.
• Management of the recurring OEM business portfolio, coordinating the technical and commercial relationships and maximising long-term business opportunity within each OEM account.
• Direct Business: Coordination and effective management of direct business opportunities through the new business pursuit process.
• Export Control: Liaison with other departments to ensure effective compliance with all regional export control and licensing requirements.
• Financial Oversight: Monitoring, forecasting and management of commercial activity expenses against agreed annual budgets.
• Business Budgeting: Inputs to the annual business budgeting cycle will include detailed forecast phased order entry profiles with associated overheads and costs.
• Data Analysis: Analysis of business and market data to identify opportunities for market expansion and business improvements.
• Process Improvements: Ensure commercial processes and tools are optimised to deliver maximal business efficiency. Where appropriate ensuring that a Lean 6-Sigma philosophy is applied to new business pursuit activities.
• Management & Supervision: Responsibility for HR supervision and management of the sales and supporting functions.
• Voice of Customer: Ensuring critical customer and market intelligence drives new product development and product improvement activities.
• Senior Management Responsibilities: Attend company management team meetings, bringing the voice of the customer into the senior leadership team.
• Product Surround: Liaise with the relevant technical and marketing functions to ensure that all promotional materials and website data is current and presented in a customer-friendly format.