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Manager, Sales and Business Development

Requisition Number:  13434
Contract Type:  Permanent
Location(s): 

Betzdorf, LU

Role Description Summary:

You will be responsible for business development, pre-sales, sales and post-sales activities with a focus on, but not limited to, Civil and Institutional projects in the Government & Institution domain. You will either be involved in, or lead, the process of acquisition of Requests For Proposal (RFP), the identification and acquisition of project or service opportunities, the preparation and provision of proposals, the negotiation and the acquisition of contracts as well as the acquisition of national and international funding in order to facilitate complex project with a particular focus on SES Techcom business lines.

Furthermore, you will oversee the definition of the sales and bid strategy based on customer’s requirements and drives the opportunity timelines to ensure timely delivery of proposals.

You will also be responsible for commercializing SES Techcom's existing and future products and service, and to manage existing customer relationships as well as sub-contractors while monitoring contract execution.

 

Extended Job Description:

Primary Responsibilities/Key Result Areas:

  • Lead RFP answers preparation, and ensure the coordination with cross-functional and multi-disciplinary teams together with external partners or suppliers
  • Qualify business opportunities and customers, prepare/make related presentations, follow-up, support negotiations and execute product/solution/support agreements in a timely manner and by pursuing agreed company interests
  • Lead business development activities related to the domains of Quantum, navigation, emergency response, GOVSATCOM and other current and planned SES Techcom technology and service developments
  • Proactively liaise, coordinate and support function as responsible of the SES Techcom Sales Process functions in order to identify and acquire new businesses
  • Generate revenues and backlog according to SES Techcom business case
  • Closely collaborate with the VP, Sales and Business Development and relevant internal and external stake holders in order to develop SES Techcom ecosystem for the immediate and future benefit of SES
  • Take ownership of European Institutional customers and business opportunities, and actively promote SES Techcom solutions and expertise in that field
  • Interface with Government (Luxembourg, Netherlands, Belgium, Germany as example), supranational organizations (ESA, GSA, European Commission) while promoting new products & services solutions
  • Support adequate long-term relationships with Key Accounts and the relevant industry stakeholders
  • Establish and exploit, on a non-exclusive basis, relationships with relevant industry stakeholders with the aim of providing customer solutions, with a particular focus on European Institutions business
  • Identify and acquire new customers independently to grow opportunity funnel, in line with SES Techcom strategy
  • Constantly screen the markets and tendering channels on relevant industry trends and feedback customer and market requirements into the organisation, with a particular focus on European Institutions business
  • As post-commercial phase, follow-up on projects with customers and coordinate commercial opportunities
  • Promote SES and SES Techcom products and services in the market, and coordinate the related marketing support as required
  • Represent SES and SES Techcom at exhibitions, trade shows and conferences
  • Support the preparation of the annual SES Techcom budget

Who We Are Looking For (More About You):

In order to achieve the outcomes described above, we believe you will have the following:

  • Acquaintance with the environment dynamics and public award system(s) related to the institutional tenders
  • Existing contacts and relationships into the civil and/or defence administrations on national or pan-regional levels
  • Existing entries into European Commission and/or the European Space Agency (ESA)

Skills/Competencies:

  • Excellent interpersonal and communication skills (oral and written), ability to interact with partners at all levels
  • Ability to negotiate and close deals of high value and of high complexity at Senior Management level
  • Ability to lead cross departmental and large bid teams, including external partners
  • Excellent teamwork and cross-functional cooperation
  • Proactive approach towards potential customers
  • Excellent project management skills
  • Ability to work independently with minimal supervision
  • Strong negotiation skills to close deals for services and products
  • Computer literacy: MS Office, MS Project
  • Problem solving skills (ability to find creative/pragmatic solutions along the principles and guidelines of the company)

Preferred Education & Experience (a combination of education and experience will be considered):

  • Master’s degree in Information and Communications Technology (ICT), Electronics or equivalent and/or MBA / Business Management Degree
  • Minimum 7 years of experience in the Satellite Telecommunications or Data Communications Industry, in connection with governments or public institutions
  • Experience in the management of highly complex bid and projects in both the commercial and institutional environment

Preferred Qualifications:

  • Fluency in English; any other language is considered as an asset
  • Willing to travel internationally

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