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(Senior) Manager, European Institutions

Requisition Number:  16673
Contract Type:  Permanent
Location(s): 

Brussels, BE Redu, BE

ROLE DESCRIPTION SUMMARY

 

The candidate will lead the development and advocacy for products, solutions and investments that will accelerate growth in the DSI-segment. This commercial function is responsible to help customers improve their business by promoting, lobbying and selling relevant  solutions from the SES portfolio. They will also works to raise the visibility of SES in global Institutional/Governmental organizations. In addition, they are responsible for following up and influencing regulatory developments at both operational (satcom specialists) and strategic levels (ambassadors, National Representatives, Members of Parliment’s etc.). Furthermore, they will build, cultivate and influence a network within procurement organizations like NCIA and NSPA.

 

 

Primary responsibilities / Key result areas

 

  • Identify, seek, influence and capture new Institutional market opportunities (including funding opportunities)
  • Analyze market, trends, customer segmentation and competitor activity, to determine target customer and sales planning per locations, segments and service lines. Provide market intelligence feedback with a particular focus on European Institutions business
  • Assess and validate strategic needs for European Institutions and anticipate their evolution
  • Define strategic sales initiatives for European Institutions accounts, generate sales leads and close contracts in accordance with set revenue objectives
  • Develop sales pipeline forecasting to give a view on demand by existing products and services and new ideas for improvement and innovation to influence investment decisions
  • Support commercial proposals and related contracting processes
  • Maintain relationships with key officials responsible for decisions related to Institutional programs and opportunities and keep such officials informed regarding SES products, services, interests and capabilities
  • Identify funding opportunities and work to design public-private partnership models that suit SES business model and support Government vertical to adapt to such requirements
  • In coordination with internal teams, serve as contact for government officials and other critical institutional stakeholders including company counterparts, and cultivate high-level contacts and networks in line with SES’s global strategy and opportunities
  • Conduct policy analysis and provide business intelligence feedback on key strategic visions of Institutional stakeholders and alert SES teams on future business opportunities

 

Competencies

 

  • Strong presentation, negotiation and influencing skills where the ability to effectively make commercial offers, negotiate solutions and drive the sales process by personal engagement is key
  • Proven ability to understand the business of our customers (and their customers) and able to create industry insights that will position SES as a thought leader and drive the respective customers closer to SES
  • Engaging and strong sales profile with perseverance to get the job done
  • Strong interpersonal and network skills and the ability to establish and nurture high level business contacts
  • High level of personal integrity, and adhere to a strict code of conduct and personal behavior
  • Very good commercial judgment and the ability to operate within a sometimes high pressure environment, or under short timeframes
  • Diplomatic manner and demonstrated cultural sensitivity
  • Problem solving, the ability to respond to different situations, considering a range of possible options within the overall organizational policy to determine what the right solution should be
  • Excellent project management and planning skills

 

Qualifications & Experience

 

  • University degree, ideally with legal, commercial, and/or technical background
  • 10 years’ experience in working with and lobbying public institutions and governments, preferably in Brussels
  • Excellent knowledge of European Union and other institutional structure and processes
  • Solid understanding of commercial drivers and needs of the government business
  • Demonstrated ability and experience to work with teams to define winning strategies to capture institutional markets
  • Established relationships with relevant officials and networking with key stakeholders (Governments, Institutions, Industry, Trade Associations)
  • Fluency in English and (preferably) French; knowledge of other languages of the EMEA region is an additional asset

 

SES is an Equal Opportunity and Affirmative Action Employer

 

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