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Head of Sales
vor 1 Monat
Head of Sales – EMEA and APAC
Who We Are
Embross delivers market-leading passenger automation and self-service technologies to the global travel market. That last flight you jumped on, there is a good chance an Embross hardware or software solution helped facilitate part of your airport experience. The world’s leading airlines and airports use Embross’ range of service technologies to help make the passenger travel experience faster, simpler, and less stressful. For our partners, that translates to offering more flights, more often with more (happy) passengers on board.
So, what’s great about what we do?
We get to think creatively across a diverse solution stack of hardware and software to solve service and operations challenges for the world’s busiest public transit spaces. If you like challenges, we should talk.
What are We Looking For
Embross is hiring an experienced Head of Sales - EMEA and APAC to lead our regional sales team. The Head of Sales – EMEA and APAC, reporting to the Chief Commercial Officer, will manage the regional sales team, including sales and account manager resources, and is responsible for the achievement of financial performance objectives within the region - EMEA and APAC.
What You’ll Do
As a Head of Sales, your role is to manage the regional sales and account management teams, driving high performance and year over year growth in revenue. You will coach and mentor the team, providing guidance and direction that helps the team establish and manage relationships, ensure that both existing and potential customers within the assigned coverage area are aware of Embross’ services, collaborate with customer and company stakeholders’ alignment, maintain and grow Embross’ footprint at both new and existing Embross accounts. The Head of Sales will directly maintain responsibility for a limited number of key accounts.
Who You Are
The Head of Sales must come with strong experience in successfully managing and coaching a sales team within the solution space (combination of hardware, software, and services) and a proven track record of growing revenue among their team.
Key Responsibilities :
- Maintain executive-level relationships among key Embross accounts
- Coach and mentor team members, assisting with activities including the following:
- Understanding Embross solutions and points of differentiation
- Opening doors
- Building relationships
- Determining customer buying behavior and drivers, creating compelling value propositions that are tailored to the individual customer
- Closing deals, including negotiation
- Smoothing over delivery issues, recovery
- Ensure team compliance with Embross processes and procedures, including accurate and timely reporting of information within key Embross systems such as HubSpot (CRM)
- Monitor team and financial performance, making timely adjustments and taking corrective actions to address and close any performance gaps before end of the year.
- Provide quality control function, ensuring pricing and quotations completed by team members are professional, accurate, without errors, within pricing discretion levels (or otherwise approved), providing clear and concise definition of scope that is easily understood by both the Embross delivery organization and the customer.
- Ensure team member compliance with Embross transition to delivery processes, including but not limited to completion of deal sheets and kick-offs within two business days of award.
- Responsible for setting team member goals that align with the fulfillment of overall organizational goal achievement including revenue and profitability goals.
- Responsible for providing team members with periodic feedback, and the administration of the annual appraisal process for team members.
- Responsible for collaborating with Contract Manager, Bid & Proposal Sales, and Marketing Manager about activities within their region
- Responsible for maintaining a good working relationship with the delivery organization, working together to address delivery needs, challenges, and issues
Experience:
- Bachelor’s or higher degree
- Minimum five years of experience managing and coaching sales and/or account management resources with a demonstrated track record of hitting and growing financial target achievement
- Preferred to have knowledge of passenger processing solutions, gained from senior-level involvement as either employee or supplier within the industry
- Preferred to have established executive-level industry relationships
Location: Home Office – EMEA, proximity to a hub airport is strongly preferred.
Bonus (Nice to Have):
- Previous experience in the airline/aviation industry with a deep understanding of airline/airport passenger processing and established executive-level relationships within the industry.
- Proficiency in Spanish / French or German would be an asset
Travel :
This position will require frequent travel. The Head of Sales must be prepared to manage a geographically disbursed team.
Salary: Commensurate with experience
