Sales Manager

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-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.

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;

●      Visit key global customers to strengthen relationships and gather product/application feedback;

●      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.