Head of Sales

MAIN PURPOSE:
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-on-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 the company 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.

Sales Execution & Operations
- 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, quotations 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;
- 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;

**Job Types**: Full-time, Permanent

Work Location: In person