Hours: Full time
Location: Exeter, minimum of 3 days in the office.
Role Overview:
DeGould is an exciting, multi-award-winning company in the software and AI sector. The company develops and delivers innovative inspection and quality assurance systems to a range of automotive OEMs, including Toyota, Mercedes-Benz, Nissan, Honda, Ford, BMW, Bentley, JLR. As the company embarks on an exciting growth phase, we are seeking a Commercial Director to lead our sales strategy and drive increased revenue. The ideal candidate will have experience selling hardware and software solutions to large automotive customers in Europe and the US.
Key Responsibilities:
* Sales Strategy: Develop and implement a comprehensive sales strategy to achieve revenue and margin targets.
* Pipeline Management: Strengthen prospecting and manage complex sales processes to build out a long-term sales pipeline; and report on key metrics to monitor performance.
* Business Development: Build and maintain relationships with OEM clients to expand account business; and identify new business opportunities, including expansion into new automotive verticals.
* Pricing: Develop value-based pricing based on a deep understanding of the product benefits and customer needs.
* Sales Enquiries: Prepare quotations, arrange product demos, and develop SOW/SLA documents with the full engagement of the Engineering, Software, and Machine Learning teams.
* Contract Negotiation: Lead negotiations with customers, undertaking due diligence to ensure agreements are mutually beneficial and align with company capabilities and objectives.
* Team Leadership: Lead, mentor, and manage the Commercial team to deliver sales targets and strengthen customer engagement and retention.
* Market Analysis: Identify addressable market, competitor activities, and new business opportunities.
* Collaboration: Work closely with technical teams to align sales efforts with product development.
Skills:
* Experience: Successful track record in B2B technical sales and account management, preferably within the automotive sector.
* Leadership: Strong leadership skills with the ability to build and motivate a sales team responsible for the entire customer journey.
* Communication: Ability to understand and communicate complex technical concepts and the customer value proposition.
* Financial Acumen: Understanding of unit economics, value pricing, and different revenue models.
* Negotiation Skills: Expert in contract negotiation with multiple stakeholders over lengthy sales cycles.
* Education: Bachelor’s degree in engineering or computer studies is desirable.
Behaviours:
* Empathy: Able to put themselves in the shoes of others.
* Creative: Open to new ideas and demonstrates good design skills in their work.
* Analytical: Capable of working through the detail when required.
* Flexible: Thriving in a fast-paced, changing, and opportunity-rich environment.
* Collaborative: Enthusiastically works with colleagues and customers alike.
* Dependable: Deliver on stakeholder commitments in a timely manner.
Benefits:
* 25 days holiday per annum (excluding bank holidays).
* Additional days holiday for birthday.
* Cycle to work scheme.
* Pension auto enrolment after 3 months service.
* Enhanced maternity, paternity, and shared parental leave.
* Health insurance with Vitality for employee, spouse, and children.
* Flexible working can be agreed.
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