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Contenu de l'offre Key Account Manager (Europe) chez Teledyne e2v
Saint-Égrève (38)
The Key Account Manager (KAM) supports the Teledyne e2v Space Imaging Division by managing both existing and new business accounts across France, Germany and the rest of Europe. The position will report to the VP of Business Development.
The KAM is responsible supporting the Teledyne growth strategy and will do this by maintaining and targeting both Tier 1 and Tier 2 potential customers and having a thorough understanding of the Teledyne e2v business and other Teledyne products and services.
This includes, but not limited to, building up and maintaining a target list of potential clients, pitching to potential new clients, “cold calling” potential new clients and having a thorough understanding of the business, as well as an understanding of other Teledyne products.
The KAM will work closely with the VP of Business Development to ensure that all opportunities for new business are generated, capitalized on and “no stone is left unturned” approach. The KAM shall also have familiarity with Space Agencies and major political entities playing roles in the opportunity of generation and capture.
The KAM will have an understanding of the Imaging market in the sectors of interest and a proven track record of driving growth through a variety of different tactics, as well as demonstrable examples of taking a client from initial conversation, through to pitch, and finally to signed multimillions contract.
A key member of the Space Imaging Business Development team; tasked explicitly with growing business leveraging Teledyne Imaging full capability and technology portfolio as agreed with the relevant GM/Presidents by the Space Imaging SBU..
Representing and explaining Teledyne e2v - AeroSpace & Defence, and the wider Teledyne Imaging technical capability and technology to customers; bridging between the customer and the technical specialists within Teledyne Imaging - AeroSpace & Defence.
Develop business opportunities and exceed the agreed volume of orders, by:
Develop and exceed the Orders Intake plan in the territory for the Division as agreed with the VP of Business Development
Develop and maintain a credible pipeline of opportunities
Respond to incoming Requests for Information (RFIs), Requests for Proposals (RFPs) in a professional and winning manner
Delivering successful bids in collaboration with the bid team to maximise the business pipeline
Assure closure of orders in line with the timeline plan
Provide required quality reporting
From a strategic and Business Development perspective, the role includes:
Understanding technology trends and identifying future customer needs and applications
Understanding and representing in detail Teledyne Imaging - AeroSpace & Defence’s capability and technologies to develop opportunities for growth
Understanding the market trends and future needs to support business growth
Represent Teledyne e2v at different industry events, including round tables, speaking forums and new business events
Work closely with Marketing function to identify appropriate go to market messaging for specific business sectors
Within the framework of each business opportunity:
Working in strong collaboration with the customer to identify an appropriate technical and commercial solution
Represent inside the Teledyne e2v the “Voice if the Customer”
Guiding the customer in the content and structure of an RFQ or ITT to enable Teledyne e2v to make a compliant and winning proposal
Engaging with the technical, product assurance and project management teams to gain commitment to the identified solutions
Provide the winning strategy for a bid and work with the bid team to ensure this is maintained through the required proposal gate reviews
Demonstrating compliance and rigour in following the internal bid processes
Support the Business Development Team in the negotiation strategy including pricing, alternative options and acceptable terms and conditions, whilst delivering a consistent sales message throughout the customer’s experience
Assist in the post-award handover process with the appointed team, (for example, Project manager, Technical Authority…)
Direct Reporting to: VP Business Development – Space Imaging
Key Internal interfaces: Bid Team, VP of Engineering and Operations, VP of Finance, Senior Leadership Team, and Marketing.
Mobility: The post holder will be expected to be around 50% of their time undertaking European travel in majority, but worldwide travel are not exclude.
Specific references will be required during selection process
5+ years working in a sales environment related to optical payload and instruments
Solid network of contacts within the Space, Science Industry and Agencies and major political entities.
Broad and thorough knowledge of Space industry
Proven track record in achieved growth with Space industry Tier 1 & 2
Experience responding to formal RFIs & RFPs from Tier 1 & 2
Experience in driving contracts closure resulting from complex sales
Experience working across global territories
Proven ability to interact with and influence global teams
Experience developing effective tactical marketing strategies to support sales acquisition
Formal sales training preferred
Strong presenter, negotiator, and influencer
Excellent communication skills
Organised with good attention to detail
Driven and motivated by results
Passionate about performance marketing
Ability to work as part of global and varied team
Teledyne e2v is looking for a Challenger/Hunter KAM profile
proactively, creatively and tenaciously target the high value for Tier 1 & 2 prospects
understand customer business and value proposition
curious and inquisitive, no stone unturned
push the customer toward the win-win solution
maximize the value selling
Fluency in French, German and other European languages is a plus
Suitable Qualification(s) in Commerce, Business Studies, Science or Engineering
Ability to manage and track lead generation and a sales pipeline through CRM system