Principal, Sales/Account Management

Job Title: Senior Sales Account Manager, Northern Europe

Job Code: 19104

Job Location: Nordic Region

Job Schedule: International work schedule

Job Description:

The Sales Account Manager role for Northern Europe (Denmark, Finland, Norway, and Sweden) will provide primary responsibility for all aspects of Communication System Segment sales and business development including but not limited to: Tactical Radio Systems, Microwave Datalinks, Air to Ground ISR Datalinks, Link-16 Tactical Datalinks, SATCOM Systems, and Night Vision and Aiming Devices. This role is based within the European Union and will report to the Regional Managing Director (RMD) leading the Northern Europe region.

This role will lead 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. They will also collaborate with Business Development and Program Management teams to maximize profitable opportunities for the company.

Essential Functions:

• Develop and implement a successful business, sales, and marketing strategy to drive profitable growth in the region and achieve annual sales targets.
• Establish and maintain key customer and acquisition stakeholders in the region, including meeting needs for proposals and program execution.
• Drive the development and expansion of the existing customer base and secure new business opportunities through exceptional service, innovative systems, products, and service offerings.
• Manage relationships with consultants, distributors, & resellers and OEMs to maximize opportunities for growth.
• Champion the public image and profile of the business in the region.
• Understand the U.S. Foreign Military Sales Process and accessing/leveraging U.S. Foreign Military Funding (FMF) as well as other regional funding channels (CRIF, 333, EPF, etc.).
• Manage account opportunities in the customer relationship management (CRM) database and update regularly to represent the current state of the opportunity pipeline.
• Lead through influence across a wide range of internal functions to ensure successful pre- and post-sale customer support.
• Act as a full and proactive member of the International Sales Team and provide regular updates to senior sales and programs staff concerning account issues, financial status, etc.
• Track Offset/Compensation as well as Industrial Cooperation Plan (ICP) obligations in partnership with Program Management to ensure on-time completion and avoid default.

Qualifications:

• Bachelor's Degree and a minimum of 12 years of prior relevant sales experience. Graduate Degree and a minimum of 10 years of prior related experience. In lieu of a degree, minimum of 16 years of prior related experience.

Preferred Additional Skills:

• High level of business/financial acumen; global business acumen in communications and/or relevant technology markets with broad knowledge of changing global markets.
• Ability to generate innovative insights from analysis, communicate results effectively, and work with business partners in developing and implementing new methodologies and analysis to drive actionable results.
• Strong Computer Skills and Proficiency in Microsoft Office (Outlook, Word, PowerPoint, Excel).
• Strong Attention to detail.
• Military Communications/Signals Experience.
• Profit-driven mentality; taking ownership of financial metrics, developing a capture plan, and successful execution; sales leadership in achieving year-over-year increases in orders and profitable business over the course of several years.
• Experience in strategy & marketing, sales & business development with military customers preferred.
• Business acumen and experience to understand and utilize various levers that drive orders growth, revenue achievement, and gross margin attainment across the broader organization.
• Experience writing successful proposals to military customers preferred.
• Experience in building and maintaining relationships in our industry.
• Willing to travel 40% of the time to international customers and partner sites throughout Europe and the United States.
• Ability to work throughout the EU and surrounding region.