Regional Sales Director, EMENA

Job content

Are you a high performing sales leader with a track record in managing international sales teams within the public sector; creating and driving the right sales strategy to meet business needs? Do you have proven experience of consultancy selling of complex IT solutions?

Can you demonstrate your ability to create long-lasting and strong customer relationships at all levels within the public sector or government organisations, as well as establishing and managing third party channels, partnerships and alliances in territories to achieve the Company’s objectives?

Then we have the opportunity for you...

Working within the Authentication division of De La Rue, the Regional Sales Director, EMENA will lead and motivate the sales team in the region to grow revenue from existing customers and win new customers. The team will be highly knowledgeable in their field, will be excellent at influencing and winning tenders and securing direct award when possible, will understand the need for close contract management, to ensure the business maximises revenue and profit from its capacity and capability.

You will lead the team to drive profitable growth with government and commercial customers and will ensure this success through close stakeholder management throughout the sales process from opportunity identification through to account management.

You will be responsible for global sales operations, with this concentrated on the EMENA region, but supporting teams in all regions. This team will work closely with manufacturing, importers and internal teams to manage the sales forecasting process, sales analysis, CRM and to maximise sales with manufacturers for existing contracts.

We are looking for a high performing leader, ideally with extensive experience in the Track and Trace sector, dealing with complex and large tendering accounts, especially with governments, across multiple geographies. You will have a proven track record of managing a high performing international sales team across multiple regions and of sales success in public sector, preferably government tendering. A second language would be advantageous (Arabic and/or French).

This is an excellent opportunity to join an iconic British manufacturer and global leader of Banknotes and Authentication solutions, currently delivering against a challenging growth plan despite the recent global challenges. It is a permanent, full-time vacancy, based at home (ideally the UK or Dubai) and will require frequent travel internationally.

What will you be doing?

• Define and implement a clear sales strategy for the Region, consistent with the Division’s long-term goals and ensure the annual budget requirements are met within agreed budgeted resources
• Within this plan focus will be required on both customer retention but also new customer development and capture to increase market share and revenue / profit in this important growth sector for the business
• Develop strategies to target the right customers maximising opportunity to beat competitors and grow market share
• Rigorously qualify sales leads to ensure we only expend resource on opportunities we can win
• Develop commercial strategies to influence the terms of reference of Digital Tax Stamp (DTS) and FSD tenders to ensure maximum flexibility and enable DLR experience and capability to be used to maximum effect
• Develop a clear understanding of the strategies and requirements of stakeholders, especially manufacturers and importers, through senior country and regional engagement
• Drive a culture of effective pipeline management and reporting, ensuring timely movement of opportunities through pipeline to successful conclusion
• Participate as an active member of the management team working in working in collaboration with other team members to set the overall Divisional strategy
• Drive the process with project management, design, product management, IT and service, and manufacturing to ensure efficient implementation of new projects and fast as possible first revenues from new wins
• Lead the sales teams to ensure close collaboration with the operations team to manage ongoing business with existing accounts including optimisation of manufacturer forecasts, management of the MPS processes for Malta and Kenya and continuous communication internally to ensure visibility of customer and stakeholder requirements
• Work with technical, IT and service teams to ensure the efficient management of customer Change Requests, maximising revenue opportunities when possible and minimising costs and disruption for DLR when these are done at no cost
• Develop team members, ensuring they understand the products and services they are selling, the competition they are up against and how DLR can differentiate our offering for each opportunity (how we will win)
• Work with Product Marketing to review global and regional plans to maximise positive exposure aligned to the regional sales strategy and targeted to
• Oversee the arrangement of appropriate and successful regional events that support the overall Sales Strategy and deliver returns for the overall business
• Work with the Commercial Department to prepare commercially savvy and winning bids / contracts which are in the best interests of the company (as well as customer – win:win)
• Ensure establishment of strategic relationships with appropriate stakeholders in Region to drive growth and maximise opportunities within any given country
• Lead the team to manage Third Party Partners across the Region to ensure they meet the ABC and ethics expectations of the business, meet their milestones and targets and deliver good value

What qualifications, skills and experience are we looking for?

• Extensive experience in the Authentication and Track and Trace sector, dealing with complex and large tendering accounts, especially with governments, across multiple geographies
• Proven track record of managing a high performing international sales team across multiple regions
• A track record of sales success in public sector, preferably government tendering
• Proven experience of consultancy selling of complex IT solutions
• Experience in establishing and managing third party channels, partnerships and alliances in territories to achieve the Company’s objectives
• Proven commercial acumen with ability to create and drive the right sales strategy to meet business needs
• Ability to create long-lasting and strong relationships at all levels, especially at senior levels in customers and government organisations
• Excellent written, verbal and presentation skills to executive levels (in English), a second language would be advantageous (Arabic and/or French)
• Degree qualifications or equivalent
• Good technical acumen
• Results / delivery driven with strong project / programme management skills
• Extensive overseas travel will be required, often in challenging environments/situations

What are we offering?

In return for your experience and expertise, De La Rue offer:

• A competitive salary and benefits package
• Flexible working
• Excellent career developments opportunities
• 26 days holiday
• Contributory pension scheme
• Life assurance
• Private health insurance
• Various other perks and Employee Assistance packages