Main Task, Duties & Authorisations
The VP Worldwide IND sales (including Government, Aerospace and Defense (GAD) and T+M markets) is a strategically vital part of the annual HUBER+SUHNER Polatis revenue achievement. The GAD and T+M markets require an experienced, trusted and technically capable professional who can leverage his/her experience and focus on winnable and profitable business for H+S Polatis. The role involves leading, managing and developing the Polatis IND business and sales team.
The VP Worldwide IND is the main point of communication into these markets and provides feedback to Polatis regarding industry trends, market movement and the development and execution of the sales strategy. The position includes building trust with Program Managers and Chief Technical personnel within the government, government contractor, and Test and Measurement spaces, presenting applicable technical and business proposals to all levels of an organization, and pursuing all opportunities to a positive outcome for Polatis. Travel to customer sites and trade shows, and the ability to remotely present the Polatis Value Proposition to customers, are required.
The VP is the main interface between HUBER+SUHNER, customers, and 3rd party sales channels. In cooperation with the Divisions, he/she develops and implements a channel strategy for a region or market segment. This includes channel coverage planning across the market cycle and for various customer segments. The initial identification, evaluation, and acquisition of channel partners is key, often concluding with the negotiation and signing of contracts. Ongoing channel management ensures active development and growth of sales through these channels while adapting to changing market conditions and buying behaviours. Key processes include:
* Annual budgeting and business planning
* Provision of market focus
* Marketing planning, including product launches
* Sales- and design‑in incentives planning
* Channel conflict resolution and escalation
* Risk management
The VP must also:
* Participate in the development of territory sales plans that are aligned with the Corporate plans.
* Adhere to all regulations and guidelines contained in the Global Management System.
* Ensure all direct reports adhere to Company policies and engage actively, professionally and progressively with customers in the nominated market segments, maintaining a highly ethical manner at all times.
* Understand overall market dynamics and provide direction, regionally and globally, on how developing trends can be satisfied through new product development and positioning strategies. Proactively work with the SBD‑Team in the Market Segment to advise future product needs/extensions.
Your profile
Education
* Bachelor’s degree in a technical or business field of study. Technical Master’s degree preferred.
Experience
* 20+ years of experience in the fiber optics industry.
* Must possess in‑depth technical knowledge of general fiber optic technologies, Optical Transport, Router/Switch, xWDM, PON, Data Center, and Optical Lab environments/architectures; this knowledge must be sufficient to provide executive briefings to the CxO level of targeted customers.
* Experience with government procurement.
* Excellent presentation and writing skills required.
* Able to capture customer requirements and translate them to product specifications.
* Experienced business traveller.
* Experience managing revenue in excess of $20M per year with the expectation of growth to $30M.
* Must engage with counterparts in the H+S sales organization to promote sales of Polatis products and to engage customers with non‑Polatis products from H+S.
* Must manage other Polatis sales personnel and develop/maintain VAR networks.
* Must be able to work with the Polatis T+O organization to garner support for technical developments and production allocations.
Skills
* Outstanding interpersonal and communication skills, articulate speaker and writer.
* Strong leader who earns respect of peers and employees.
* Decisive problem‑solver who can assess people and situations with accuracy.
* Demonstrate the ability to build and nurture executive management relationships and work effectively with other company business units, both regionally and globally.
* Success in dealing intimately with customers (negotiations, problem‑solving).
* Senior leadership skills with respect to technical acumen, team management, fairness, thoroughness and accuracy.
Physical/Mental Abilities
* Must have the physical and mental abilities needed to perform all essential tasks listed; reasonable accommodation may be made to help the job holder perform essential tasks.
* Must be able to work and respond well under stressful and demanding work conditions.
* Must be prepared to spend minimum 50% of working time face‑to‑face with customers and staff.
Why HUBER+SUHNER Polatis?
Our aim is to be the employer of choice and as such you can be assured of a market‑leading remuneration package that matches your skills and experience.
Your employment and development is at the heart of our “Fundamentals”.
We have an entrepreneurial and collaborative culture within the business.
We can't wait to hear from you!
Apply now
You will hear back from us as soon as possible. For further information please contact:
Gill Patel
gill.patel@hubersuhner.com
#J-18808-Ljbffr