SE and A Sales and Strategy Director / Directeur des Ventes

Company Description

Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place. 

Smiths Detection, part of Smiths Group is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defence, and urban security.

Our expertise spans 21 global offices, seven manufacturing sites and five R&D centres, with a global network of 3,000 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.

This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.  

Job Description

The position: The scope of action covers Southern Europe (France, Italy, Spain, Portugal) and Africa.

• Provide strategic guidance in terms of commercial strategy, in accordance with the commercial directions of the division and region.
• Ensure that sales targets are met in terms of order intake, revenue, gross margin, and cash collection.
• Lead, manage, and develop sales and sales support teams.
• Manage channels and define the most competitive market access strategies for product lines.
• Identify new potential opportunities and qualify sales leads.
• Oversee sales forecasting, review opportunities, and approve market or regional offers.
• Provide competitive offers and proposals in collaboration with the regional program team.
• As a member of the local management team, work closely with other site managers to ensure alignment of site objectives and activities.
• Research, develop, and implement best practices, as well as continuous improvement processes and procedures across the organization

Missions and Responsibilities

Sales Activities :

• Lead and oversee various sales channels, both direct and indirect.
• Manage the partner and distribution network, ensuring they are up to date with training on our solutions and informed of the company's strategic changes and developments. Ensure contract renewals are completed on time and that general sales conditions are met.
• Support, or have the team support, the timely renewal or implementation of maintenance contracts for key accounts.
• Organize the company’s participation in trade shows and client events, ensuring effective internal and external communication.
• Act as the liaison with key clients, potential customers, as well as governmental authorities and agencies within the sales territory.
• Have knowledge of both public and private sector markets.
• Have experience in B2B (Business-to-Business) and B2G (Business-to-Government) relations.
• Have experience in both direct and indirect sales.

Offers:

• Prepare opportunity assessments, offers, and related proposals in accordance with the company's policies and procedures.
• Work closely with the program team on bid strategy, tender preparation, client proposal support, and contract negotiation
• Lead pre- and post-bid reviews as well as contract reviews.
• Work closely with the program team on bid strategy, tender preparation, client proposal support, and contract negotiation
• Lead pre- and post-bid reviews as well as contract reviews.

Finance and Reporting:

• Maintain accurate and complete reporting data in line with requirements of Smiths Detection (Opportunity Review, Sales Pipeline, Sales Reviews, etc.).
• Ensure timely revenue collection and cash recovery.
• Manage the Sales cost center.

Center of Excellence Activities:

• As part of the Center of Excellence activities, establish strong relationships with various sites and the division's sales teams to increase market share across all business sectors.
• Support the analysis of winning and losing bids and share lessons learned across all business sectors and functional departments at the site and other Centers of Excellence to enhance customer alignment and market share.

Site Activities:

• Participate in weekly management committees for the Southern Europe and Africa markets.
• Manage and oversee the Sales cost center in Vitry and Italy.
• Contribute to continuous improvement initiatives at the site and division level.
• Support site quality processes and assist with audits related to the sales domain