Senior Manager, Commercial Sales EMEA

Advanced Navigation is the world’s most determined innovator in AI robotics and navigation technologies across land, air, sea and space applications. Founded on a culture of research and discovery, Advanced Navigation's mission is to be the catalyst of the autonomy revolution. Fields of expertise include artificial intelligence, underwater sonar, GNSS, radio frequency systems, inertial sensors, robotics, quantum sensors and photonics.

Today, Advanced Navigation is a supplier to some of the world's largest companies, including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors. Discover it for yourself:

The Head of Sales, Commercial – EMEA is responsible for driving and scaling revenue across all commercial verticals in the EMEA region (e.g. robotics & autonomy, survey & mapping, marine, agriculture, and other industrial applications). Operating as a player-coach, this role carries direct personal sales responsibility for a portfolio of strategic accounts while also leading, coaching and developing a small team of Business Development / Account Executives to build a scalable, repeatable commercial sales engine across the territory.

Newcastle Upon Tyne, or REMOTE from other areas of Europe.

• Own the EMEA commercial sales number – personally carrying a quota and closing strategic/key accounts, while also being accountable for total team attainment
• Lead, coach and develop a team of Business Development / Account Executives – setting territory and account plans, running pipeline reviews, and building individual development plans
• Design and execute the EMEA commercial go-to-market strategy across target verticals, in partnership with the Sales Director, EMEA and global Sales leadership
• Research and identify key growth verticals, programs and accounts for our products/solutions portfolio outside of the defence sector across the region
• Identify and develop strategic partnerships, channel and distribution relationships that accelerate commercial growth across EMEA
• Build and maintain a rolodex of key relationships across target industries, including economic buyers, technical decision-makers and channel partners
• Drive top-line revenue and orders by expanding existing accounts, acquiring new logos, and driving cross-sell/upsell across the team's book of business
• Own end-to-end forecasting and pipeline accuracy for the EMEA commercial team, ensuring linearity and predictability of the business
• Partner closely with Marketing, Sales Operations, Products Group, Support and Operations to improve go-to-market execution and acceleration of growth
• Understand customer technical requirements and work closely with Support and the Products Group to guide product direction and roadmap input
• Ensure operational excellence by keeping the CRM (Salesforce / MS Dynamics) consistently updated across the team, guaranteeing forecasting accuracy and business linearity
• Recruit, onboard and ramp new team members as the EMEA commercial team scales
• Develop a solid operational understanding of all aspects of the Company, immersing yourself into the wider organisation to understand how each team contributes to the strategic vision
• Live by our values – setting quantifiable targets that demonstrate commitment to our values
• Live & breathe a safety culture; be an advocate for safety within the workplace; remain compliant with all HSE requirements & obligations

• Team and individual quota attainment against target
• Timely management and conversion of inbound leads and enquiries
• Development and health of pipeline for new business and existing accounts, across the team
• Progression of opportunities through the sales funnel and conversion of pipeline to orders
• Forecast accuracy and business linearity across the EMEA commercial team
• Team development – ramp time, retention and performance of direct reports
• Collaboration with the wider Advanced Navigation team

• Leading & Developing Others – Building the capability of the team through coaching, feedback and development planning; creating an environment where team members are motivated to perform and grow
• Organising Self – Effectively…