Background
Tait Communications is a global leader in designing and delivering critical communications solutions that are the right fit for a variety of industries, including public safety agencies, government services, utilities, extractive industries and urban transport providers. Across the world, users of Tait products and services are better able to protect themselves and the public, be more responsive and more productive.
Scope of Role
This role is based in the Europe, Middle East and Africa (EMEA) region of Tait and is responsible for defining and executing the sales strategy for ruggedized video evidence systems, software and evidence management solutions across EMEA. The role drives business growth by onboarding new channel partners, managing key accounts and influencing large‑scale procurement tenders. As the lead sales interface for customers in this segment, you will need an in‑depth knowledge of their environment and organisational needs to ensure the customer requirements are met and that their experience aligns with Tait’s values: commitment to listen, courage to act and integrity to deliver what we promise.
You will have a sound understanding of the ruggedized video evidence systems market within the EMEA region. Responsibilities include assisting with preparation of relevant documentation regarding Tait policies, procedures, quotations, technical deployment and upgrades, managing customer relationships, developing strategic alliances, providing subject‑matter expertise to development teams, ensuring service and support capabilities, and travelling to maintain relationships with customers located outside your city of residence.
Functional Outcomes
Sales & Business Development
* Work with existing customer (key accounts) to achieve the maximum sales results
* Build a business development plan targeting new verticals and customers
* Achieve annual sales target
* Build funnel and pipeline of new opportunities for future years
Relationship Management
* Build long‑term relationships with key stakeholders
* Maintain industry knowledge through communication and research
* Understand customers’ strategic direction, P&L and other financial measurements to ensure that Tait solutions expand beyond their communication needs and satisfy many business needs
* Facilitate communications among internal and external parties
* Ensure that customer requests are responded to accurately and timely
* Work with production support to accommodate future demands
* Help to ensure that solutions are delivered within agreed timeframes
* Break down organisational barriers to meet customer needs
* Use personal and professional networks to gain access to influential contacts within the customer’s organisation
* Ensure that all parties have the technical, legal and project information they need or want
Ongoing Support
* Provide advice to the customer on options, upsides and downsides of each and recommendations going forward
* Provide internal resources with subject‑matter expertise in the application
* Assess and review the provision of customer and end‑user support
* Identify and propose methods for resolution of customer and end‑user issues to enhance the experience and decrease support requirements
* Train internal and external parties as required to ensure efficient operations
* Work with the development team and production support team to identify and implement value adds to the solution
* Develop and assist with the implementation of internal policies and procedures for supporting the solution efficiently
* Strategic Direction: Together with the Managing Director:
* Develop sales forecasts for the customer
* Develop a market strategy to identify target companies and critical issues that the key customer confronts on a daily basis
* Effectively discuss business and industry issues with customers and internal sales management
* Utilise customer, industry and market knowledge to develop sales plans that meet customer and Tait needs
Reporting Relationships
Reports To Sales Director – Europe, Middle East & Africa.
Reporting Roles No direct reports.
Peers BDMs and Sales Team.
Occupational Safety and Health
* Work in a safe manner to protect yourself, your fellow workers and all plant, property and equipment
* Only operate equipment for which you have been trained and are authorised to use it, or with specific supervision
* Cooperate with all displayed rules, safety regulations, instructions, policies and procedures
* Keep your work area or equipment clean and tidy and maintain a high level of housekeeping
* Wear appropriate personal protective equipment
* Ensure no acts or omissions while at work causes harm to yourself or any other person
* Be familiar with all emergency equipment in your work area and all work‑site emergency procedures
* Do not willfully interfere with or misuse items or facilities provided in the interest of safety
* Report all workplace illnesses, injuries and incidents as soon as possible using the reporting form and taking all reasonable action to eliminate their recurrence
* Report any hazardous condition, situation or event
Person Specification
Technical / Professional
Area of Expertise: Electrical/Electronics Engineering. Experience in radio communications systems design. Experience in Sales and Commercial roles. Expert in sales methodology, contractual documentation and negotiation processes.
Relationship Management
Strong skills in building and maintaining customer relationships.
Presentation
Confidently and consistently deliver presentations that are adapted to the audience.
Industry
Significant industry experience in the area in which the customer operates.
Self Starter
Self‑driven and motivated to achieve personal and professional objectives with minimal supervision.
Relevant Competencies
Strategic Awareness
* Understands Tait’s strategic direction, prioritises projects and allocates resources to support this
* Contributes to the development of the HR and functional vision
* Breaks the vision up into manageable projects and works with managers to develop plans to implement these
* Builds sound business cases, assuring short‑term profitability whilst building long‑term capability in line with future company direction
Planning
* Plans approach and systematically implements process
* Daily priorities are clearly in line with the overall plan
* Prepares in advance and produces schedules to ensure maximum use of time
* Accurately forecasts future activity and opportunities
* Follows through to ensure things are completed
Customer Focus
* Understands and forecasts customers’ needs
* Ensures that customers feel included and involved in the process, being proactive in keeping them up to date with progress of their projects
* Responds positively to customer suggestions
* Emphasises the importance of customers
Problem Solving
* Uses past experience to solve problems
* Searches for relevant information, questioning people about problems
* Investigates issues to establish cause, using observation and structured techniques
* Uses data to keep things objective
* Calculates costs and evaluates profitability
* Plays a range of solutions and evaluates alternatives
* Takes time to think about problems and possible solutions
* Opens to others’ suggestions for new ways of doing things
Gathers the Facts
* Clarifies customers’ objectives, ensuring action is based on a thorough understanding of their needs
* Gathers relevant information to assist in the development of customers’ businesses
* Is aware of how information may be useful to other people within Tait and feeds it back
* Seeks clarification where things are not clear
* Uses networks to gather information
Decision Making
* Communicates decision‑making processes to be used
* Bases decisions on a sound understanding of the issues, making decisions in a timely and effective manner
* Considers and addresses critical issues
* Assesses feasibility and risk associated with various options and maximises profitability
* Makes trade‑offs
* Will listen to others’ views but prepared to make the final decision when necessary
Responsiveness
* Is open to others’ suggestions, changing views when justified
* Is positive when faced with problems, initiating the search for a solution
* Gives confidence that they will deal with issues
* Initiates action and pushes things through to completion
* Suggests improvements to processes
* Has sustained energy, applying consistent effort to achieve objectives
Open Communication
* Makes time for people to discuss issues
* Is easily approachable and makes people feel welcome
* Listens to others’ viewpoints, reflecting back what they have said
* Focuses on key issues
* Communicates confidently and builds rapport with the audience
* Keeps relevant parties appraised of progress
* Prepares papers outlining costs and benefits of various options
Interpersonal Skills
* Able to establish and maintain rapport with individuals and team
* Adaptable and receptive to new ideas
* Willing and able to adjust to changing demands and circumstances
* Remains calm, objective and in control in stressful situations
* Maintains a stable performance under pressure
* Accepts criticism without becoming over‑defensive
Self‑Development
* Demonstrates ability to be self‑directed and motivated
* Takes responsibility for own development
* Actively pursues learning and career development opportunities
* Seeks out and acts upon feedback on own performance
* Maintains a stable temperament and never lets work take priority over performance
Process Improvement
* Continually monitors and reviews efficiency of business processes in own area
* Identifies problems and proposes workable solutions
Confidentiality of Information
During and after your period of employment you have an obligation to not disclose Tait technological or business information to any persons or organisations if it is not directly relevant to the tasks you are performing for Tait. If you are ever in doubt about any confidentiality issue, first get permission from your manager before you act.
You are also obliged to not use or allow the use of Tait proprietary information in original or adapted form for work in a field that competes with or prejudices the interests of Tait.
Tait retains the rights to the intellectual property that you develop. (These aspects are more fully described in Appendix Two of the Tait Core Conditions of Employment.)
Non‑Limitation Clause
This job description is not intended to be a complete or limiting description of the functions that the employee may reasonably be requested to undertake.
#J-18808-Ljbffr