Head of Sales

MAIN PURPOSE DEPARTMENT: 4 Deliver rapid revenue growth by establishing and leading a disciplined sales cadence—meet revenue targets while building future pipeline through focused strategy, relationship management, and player‑coach leadership of a high‑performing sales team. AREAS OF RESPONSIBILITY Strategy and Planning Define and execute short‑ and long‑term B2B sales strategy (direct + channel) to drive substantial year‑over‑year revenue growth; Identify and foster strategically valuable industry relationships that will deliver deals to the sales pipeline Build a detailed annual bottom‑up sales plan and multi‑year outlook with relevant stakeholders; Grow existing accounts (upsell/cross‑sell) and open new opportunities and markets; Represent LightWare at international trade shows; convert show leads into pipeline; Collaborate with Marketing on campaigns to ensure alignment with sales objectives; Research customer needs and market requirements to propose product improvements or new solutions; Monitor market trends, competitor activity, and customer feedback to guide decisions; Analyse sales by product, region, and segment, and refine sales strategies to improve performance. Disciplined and systematic approach to ensure focus on lead conversion, quote‑to‑order conversion and pipeline growth; Manage the sales funnel end‑to‑end: lead capture, opportunity progression, and quotation control; Oversee channel management: selection, onboarding, offboarding, and performance tracking; Set per‑customer targets for the top 30 customers and report on results quarterly; Oversee CRM data management and ensure continuous data clean‑up and integrity; Oversee accurate and timely quotations, quotation pipeline reporting and follow‑up to order conversion; Manage customer agreements, including MNDAs, End User Declarations, Terms & Conditions, and other relevant documents; Support the negotiation and closing of major deals; Manage sales expenses within the approved budget; Maintain and comply with the Quality Management System. Leadership Lead and coach a high performing, target driven sales team; Set individual sales targets that cumulatively meet the annual budget; Resource planning, recruitment and onboarding in collaboration with People Management; Engage in ongoing skills development, weekly check‑ins and performance evaluations of direct reports; Compliance with Safety, Health & Environmental policies. Reporting Maintain a rolling, bottom‑up sales forecast and update this quarterly; Present accurate, complete and timely monthly reporting on opportunities and quotes pipelines; Provide a quarterly report to the CEO on sales activity, results, and key risks and opportunities; Keep a year‑end rolling gap‑to‑target forecast, informed by the opportunities and quotations pipelines; Track key sales metrics and report on activity levels, conversion rates, and pipeline health; Provide Supply Chain with a monthly product‑level sales forecast for production planning; Report quarterly on distributor performance against agreed targets. AUTHORITY Approve up to $100,000 Provide guidance and delegate responsibilities as appropriate to Sales Team Expenses within budget, see DOA REQUIRED QUALIFICATIONS, EXPERIENCE AND SKILLS Bachelor’s degree in Engineering, Business/Commerce, or a related field (a strong technical diploma considered); 6-10+ years in B2B hardware sales, including international customers (e.g., US/UK/EU/Asia); 3+ years leading a sales team (player‑coach); Proven record of meeting or exceeding revenue targets, building pipeline, and improving win rate and sales cycle; Able to understand and explain technical products; strong interest in learning LiDAR technology and its applications; Willing to travel and experience with international trade shows; Able to communicate, present, and influence clearly and credibly at all levels in the organisation; Proficiency in CRM systems and Microsoft Office Suite; Fluent, professional English. Able to communicate clearly with international audiences; strong written communication is critical; Strong customer service approach with a focus on excellent customer experiences; Solid negotiation and persuasion skills; Strong analytical skills; able to forecast, plan, and produce clear reports; Strong organizational and time management abilities, with attention to detail; Ability to work collaboratively across teams, including Marketing, Finance, Supply Chain, and Executive leadership; Self‑motivated with the ability to manage multiple priorities in a fast‑paced environment. Additional Information Seniority level: Director Employment type: Full‑time Job function: Sales and Business Development Industries: Appliances, Electrical, and Electronics Manufacturing and Engineering Services #J-18808-Ljbffr