Head of European Sales

The Head of European Sales for Power and Motion Technologies will drive our business growth, focusing on identifying and closing deals with critical new customers and expanding our market share with existing customers. Reporting directly to the Global Head of Sales & BD of Power & Motion Technologies Group and ideally located in the Netherlands or Germany, the Head of European Sales will lead the sales activities, and oversee an internal sales application engineer and a network of distributors, to strategically position our products in existing and untapped applications where our solutions are tailored to meet unique customer needs.

• Plans, organizes and directs the marketing and sales activities to meet the European territory’s revenue and profit goals.
• Identifies and procures new business opportunities.
• Provides feedback to business and product line management regarding product roadmap ideas.
• Develops and exploits current sales opportunities and identifies future market opportunities for new products or new customers.
• Develops a business development team (direct and matrix) to achieve year on year sales targets.

Responsibilities:

Sales Execution across existing and new customers and applications:

• Develop and execute strategies to expand the market share for our Copley Controls servo and stepper motor drives, our Analogic power RF and gradient amplifiers with existing customers, and farm additional opportunities within those customers.
• Develop and execute strategies to penetrate new customers and new product applications for our motion and power products, and secure meaningful growth with customers who have not previously utilized our products.

Examples could include:

• Warehouse automation where motor drives could enhance automated picking and packing.
• RF generators for plasma generation.
• Expand our relationship with a customer where our products are utilized in some of the customers’ offerings, but not all.

• Work with underserved territories to identify customers by building trust and partnerships and gaining deeper insights into customer obstacles and functional needs, enabling targeted growth.
• Collaborate with existing customers, Value-Added Resellers (VARs) and Distributors to drive the design-in of our products.
• Analyzes market data, trends and competitive product lines and recommends product modifications as well as pricing changes.
• Attends selected industry trade shows and technological conferences.
• Prepares sales forecasts and participates in the determination of market potential. Reports on sales activities to Global Sales & BD leader, the business unit and group management as required. Monitors performance against sales and profit objectives.
• Develops and implements technical training programs for customers as needed.
• Interacts with business executives, Business unit and group leader, key account managers and senior engineering/manufacturing personnel to formulate policies and objectives for the business’ marketing and sales activities.
• Ensures products are marketed and sold in accordance with budgeted objectives to obtain profitability and sales volume in relation to pre-set marketing and sales standards.

Business Intelligence and Sales Data

• Lead the strategy, deploy necessary tools to track the sales funnel, and provide critical insights on sales trends, market information, and accurate forecasts.
• Provide monthly update to executive team members.

Key Performance Indicators (KPIs) and Metrics:

• Achieve and exceed annual revenue targets in all areas.
• Increase sales effectiveness through expanding customer touchpoints, growing bid & quote activities, and raising the amount of “designed-in” customer applications, all for new and existing customers and applications.

Qualifications:

Required:

• Rain Maker who creatively gains access to target customers and influences them to adopt our products
• 8+ years sales experience with products similar to motor drives, or motion controllers, RF or gradient amplifiers.
• Verifiable track record expanding market share in existing markets with new and existing customers, successfully building a pipeline and closing on new sales wins.
• Self-starter with a history of growing sales with limited direct-reporting resources.
• Ability to build trust and partnerships with customers in underserved markets.
• Experience using sales tools and infrastructure, Salesforce desired.
• BS in Business Administration, Science or equivalence (we will consider candidate with years of relevant experience and track record of accomplishments).
• Background in the servo and stepper motor drives industry or power amplifiers.
• Experience leading European sales and knowledge of the European market.
• 40-60% travel regionally for customer visits; occasional international travel to company headquarters.