The role is covered in the following locations: Birmingham, Bath, Brighton, Bristol, Belfast, Cambridge, Cardiff, Derby, Edinburgh, Glasgow, Guildford, Liverpool, Leicester, Leeds, Manchester, Newcastle-upon-Tyne, Nottingham, Oxford, Portsmouth, Reading, Sheffield, Swindon, Southampton, Tonbridge, London, York
This is an exciting time as we launch Part II of our Horizon Strategy and with it a number of new leadership roles within the organisation. The Head of Segment Sales for our global OEM market is one of these key leadership roles which will develop and drive delivery of our future success in the OEM segment. They are the voice of the market and an integral partner with Product Management in carrying the OEM growth strategy into the field. This is a transformative role that will have wide-ranging influence in commercial practice and process within Andor, driving synergy and through it scale.
Embed within the global sales organization the vision and mission of the company's OEM business and ensure this is translated and deployed both strategically and tactically, to ignite and propel the next phase of Andor's OEM growth story.
Champion OEM Best Practice: Inspire and ensure continuity of best practice amongst the global OEM team, particularly around key areas such as customer relationship management, large account management, new business development, OEM lead generation and prospecting.
Large Account Development: Clearly articulate, implement and passionately drive what it means to be a strategic partner rather than just a supplier. Forge relationships with key players and influencers in both current large accounts and new target accounts. Deploy key account methodologies. Ensure the sales team are aligned with your winning approach and are motivated to make a real difference to Andor's fortunes across this pivotal area.
Drive effective solution selling strategy globally and regionally: Ensure the global OEM team build value in the eyes of the OEM customer, beyond simply product specifications and performance and through intensive partnership, Andor becomes indispensable to their business. Integrate and carry clearly into the market the Andor value propositions across the targeted OEM application segments and through the customers value chain.
Working closely with Product Management, identify new OEM applications and potential customers; coordinate and lead regular, structured business development activities to ensure Andor become the leading solution provider into these fields.
Liaising closely with Product Management, be responsible for Voice of Customer (VOC). Market intimacy is paramount; you will develop a keen awareness of customer goals and desires, and ensure that this firmly guides our NPI implementation, value propositions, business development activities and marketing messaging.
Collaborate effectively with Regional Sales leaders to maximize OEM segment performance. Review capabilities, scale, market opportunity and develop business cases
Help manage the ongoing alignment between the company's products and services with the needs, trends, and preferences of the addressable OEM market segments.
Travel worldwide as required by the role.
Indicative performance measures:
Segment Sales Growth measured in both product and services
Alignment and performance from all sales regions
Person Specification (essential requirements unless stated):
EDUCATION / QUALIFICATION
The successful candidate will very likely be a graduate in a Life Science, Physics, Chemistry or Engineering discipline. They will have had relevant senior leadership experience in a sales or marketing role in a global organization, with a strong track record of OEM business development, including large account management. They will be commercially focused with strong leadership and, crucially, influencing aptitude and experience, and capable of developing and leading strategic change.