The Director of Sales (Global Defense Market) reports to the Chief Executive Officer and is responsible for all sales activities across all product lines and market segments. The Director of Sales (GMDM is also responsible for providing direction and leadership to the sales team with a focus on the Global Defense market and supporting commercial sales in the Maritime sector as required.
The core responsibilities include planning and conducting sales activities to secure sustainable year-on-year sales income growth for all current and new products. This includes actual sales activities with their own goals, setting team goals and KPIs, conducting trade show and conference activities.
The role includes the following activities:
Sales Activities and Performance (goals to be updated by end of Q3 annually):
- Prospect for new opportunities and potential customers
- Identify and qualify new leads across all market segments – Focusing mainly on Canadian and International Navies allowable within current and new export compliance.
- Build and maintain professional relationships with customers, potential customers and end users throughout the value chain
- Compile and review value-based sales proposals and formal quotations
- Negotiate and close sales contracts on behalf of Cellula Robotics within approved mandates (subject to approval in accordance with the Sales Process):
- Secure at least 2 (two) new customers per calendar year across the sales team
- Secure income of greater than 40% YoY growth between 2027 and 2030
Leadership and Management:
- Provide leadership to the sales team, ensuring a consistent and cohesive focus on sales results and sustainable income growth
- In conjunction with the Chief Executive Officer, recruit and retain appropriately qualified and motivated personnel for the sales team.
- Agree personal development plans for the sales team to improve technical knowledge, soft skills and industry awareness
- Respond to and manage day-to-day requirements for the team including approving leave, travel plans and expenses
- Develop and implement succession planning for the sales and marketing team
Collaboration, Compliance and KPIs:
- In conjunction with the Chief Executive Officer set and agree goals for sales and Robotics as a service (RaaS) income
- Collaborate across the sales and marketing team, with product leadership and engineering to maximise all opportunities for income growth
- Adhere to the Sales Process, escalation and approvals process and all relevant QA processes required to achieve the agreed goals
- Follow the corporate ethics policies without deviation
- Ensure proper use of CRM for all customer interactions, opportunities and sales activities
Growth:
- Identify opportunities for growth for RaaS and Cellula Robotics’ other products and services
- Utilise CRM to enable data driven analysis of past performance
Industry Presence and Knowledge:
- Assist in planning and implement trade shows activities with support from the wider sales and marketing team
- Attend at least 4 (four) industry relevant trade shows and conferences per year (not Cellula Robotics organised events)
- Present papers at least 2 (two) industry relevant trade shows and conferences per year (not Cellula Robotics organised events)
- Conduct at least 2 (two) customer meetings per month (via video or face to face)
- Keep an up-to-date market map of competitors and users of marine robotics and related technologies
- Keep up to date with the latest technological developments in AUVs and other associated marine robotic technologies
Your profile:
- Greater than 5 years Ex-Naval service is preferred
- Legally eligible to work in chosen place and eligible for Government of Canada security screening
- Knowledge of AUV technology and applications across market segments is prefeed
- Able to travel internationally without restriction, sometimes at short notice
- Bachelor’s degree in STEM or similar, experience with subsea technology is an advantage
- Experience in business development for an engineering B2B company
- Excellent English writing & verbal skills
- Strong networking, analytical, and interpersonal skills.
- Excellent organizational, communication and multitasking abilities
- Strong problem identification and solving skills
Location: Ottawa, New Foundland & Labrador, COVE, Dartmouth NS.
Position Type: Full-time
