About the job

Job Title:

Senior Technical Sales Manager – Embedded

Department:

Embedded

Reports To:

UK MD

Location:

Field based

Salary:

£80k - £85k

Hours of work:

37.5 per week

Benefits:

Performance-related Bonus (20%), Private Medical Insurance, Income Protection, Pension, Life Assurance, Company car /Car Allowance

Our client:

Technology company providing custom electronic components, systems, and design services to industrial and scientific markets across Europe.

About the role:

As the Technical Sales Manager – Embedded Computing, you will lead the Embedded Computing business within our client, taking responsibility for commercial performance, market development, strategic growth initiatives and team leadership.

You will develop and execute market-focused growth strategies, identifying opportunities within key sectors including Medical, Transportation, Marine, Agricultural Technology, Industrial, Aerospace and Defence. Working closely with suppliers, customers and internal stakeholders, you will ensure the business is positioned to achieve sustainable growth through both existing and new customer acquisition.

A key aspect of the role will be leading, coaching and developing a team of technical sales professionals, creating a high-performance culture focused on customer engagement, design-in activity, pipeline development and revenue growth.

Person Specification

Qualifications & Knowledge:

Educated to degree level in an engineering discipline (such as electronics, computer, aerospace, telecom) or Commercial.

Knowledge of embedded computing and display solutions.

Computer literate; proficient in the use of Microsoft Office.

Skills & Experience:

Proven experience leading technical sales teams within Embedded Computing, Electronics, Industrial Technology or related sectors.

Strong leadership and people management experience, including coaching and performance development.

Demonstrable experience developing and executing commercial growth strategies.

Knowledge of the embedded computing and customers, with a successful track record of selling embedded computing platforms, Boards & Systems, Display / Monitor and Panel PC, Edge Computing, IoT and AI.

Selling Products requiring design and manufacture.

Selling cutting edge embedded systems such as embedded computing platforms, 19” racks, cabinets, rugged encloses and power supplies.

Sales management experience

Customer and supplier relationship management experience

Excellent verbal and written communication skills

Aptitude for commercial awareness

Personal Attributes:

Ambitious, outward going and determined to succeed.

Accuracy and attention to detail.

Ability to manage and work as part of a team.

Creative and curious – able to think beyond the obvious.

Motivated and keen to progress within their chosen career path.

Confident to speak to customers by telephone or face to face.

Other:

Valid driving licence

UK passport holder due to MOD contracts

Purpose of the Job:

• To lead, develop and execute the Embedded Computing sales strategy, ensuring revenue, profit and growth objectives are achieved or exceeded.
• To provide strong leadership, coaching and direction to the Embedded Computing sales team, fostering a high-performance culture focused on customer success, business development and continuous improvement.
• To identify, develop and drive growth within key target markets, creating and executing strategic plans that increase market share and expand our client’s presence in priority sectors.
• To build and maintain senior-level relationships with customers, suppliers and strategic partners, positioning our client as the preferred technology solutions provider.
• To drive the promotion and adoption of franchised products and value-added solutions across existing and new customers, maximising long-term revenue opportunities.
• To collaborate with internal stakeholders to ensure alignment between sales activities, supplier strategies and business objectives, delivering sustainable and profitable growth.

Scope of Responsibility:

• Lead the development and execution of the Embedded Computing business strategy, ensuring alignment with our client’s overall commercial objectives and growth plans.
• Provide leadership, coaching and performance management to the Embedded Computing sales team, driving a high-performance culture focused on growth, customer engagement and continuous improvement.
• Develop and implement strategic sales plans for key target markets, identifying new opportunities, emerging technologies and routes to market.
• Own the revenue, gross margin and growth performance of the Embedded Computing business unit, ensuring targets are achieved or exceeded.
• Strategically position our client’s value proposition with key customers, suppliers and technology partners to maximise business opportunities and market share.
• Develop and maintain executive-level relationships with customers, suppliers and partners, acting as a trusted advisor and ambassador for the business.
• Lead the identification, qualification and conversion of significant design-in opportunities that generate sustainable long-term revenue streams.
• Support the team in providing consultative technical solutions that address customer challenges and deliver measurable business value.
• Develop and execute strategic account plans within key vertical markets including Medical, Industrial, Transportation, Marine, Agricultural Technology, Aerospace and Defence.
• Lead complex commercial negotiations, contractual agreements and strategic business discussions with customers and suppliers.
• Ensure robust pipeline management, forecasting and opportunity reporting through effective use of CRM systems and business intelligence tools.
• Work closely with supplier partners to develop joint business plans, growth initiatives and market development strategies.
• Contribute to annual business planning, budgeting, forecasting and succession planning activities.
• Drive continuous improvement initiatives across sales processes, customer engagement and operational effectiveness.

Main Duties & Accountabilities:

Leadership & Team Development

• Lead, motivate and develop the Embedded Computing sales team to achieve individual and collective objectives.
• Create a high-performance culture through coaching, mentoring and regular performance management.
• Establish clear sales objectives, activity metrics and development plans for team members.
• Support succession planning and talent development within the business.
• Foster collaboration between Sales, Engineering, Supplier Management and Marketing teams.

Commercial Strategy & Market Development

• Develop and execute the Embedded Computing growth strategy aligned with our client’s overall business objectives.
• Identify and prioritise target markets, growth sectors and strategic customer opportunities.
• Analyse market trends, customer requirements and competitor activity to inform business planning.
• Create and implement business development plans to increase market share and revenue.
• Develop strategic account plans for key customers and target organisations.

Customer & Supplier Engagement

• Build and maintain senior-level relationships with customers, suppliers and technology partners.
• Engage with stakeholders from Engineering, Procurement and Operations through to CTO, CEO and Board level.
• Collaborate with key supplier partners to develop innovative and differentiated customer solutions.
• Act as an executive sponsor for strategic customer relationships and major commercial opportunities.

Sales Performance & Business Growth

• Drive new business acquisition and expansion within existing customer accounts.
• Lead the identification and conversion of design-in opportunities that generate long-term recurring revenue.
• Ensure effective pipeline management, forecasting and opportunity qualification.
• Support the team in complex negotiations and strategic customer engagements.
• Deliver against agreed revenue, gross margin and growth targets.

Operational Excellence

• Ensure effective utilisation of CRM systems and reporting tools to maintain pipeline visibility and forecasting accuracy.
• Monitor business performance through agreed KPIs and implement corrective actions where necessary.
• Contribute to annual business planning, budgeting and forecasting activities.
• Drive continuous improvement across sales processes and customer engagement activities.

Key Performance Indicators:

• Achievement of Business Unit Bookings, Billings and Gross Margin targets.
• Delivery of agreed revenue growth objectives across target markets and strategic accounts.
• Achievement of Business Unit and individual Management by Objectives (MBO) targets.
• Team performance against sales, pipeline development and design-win objectives.
• New business acquisition and conversion of strategic opportunities.
• Growth and penetration within identified target markets and key customer segments.
• Development and execution of supplier business plans and strategic growth initiatives.
• Forecast accuracy, pipeline quality and CRM compliance across the team.
• Employee engagement, development and retention within the Embedded Computing team.
• Successful implementation of business development, market expansion and strategic growth plans.
• Customer satisfaction and strategic account development outcomes.
• KPIs are aligned to the Company's growth strategy and business objectives and will be reviewed regularly. Objectives may be amended to reflect changing business priorities, market conditions and strategic initiatives. New goals and performance measures will be agreed between the Employee and their Line Manager as required to support the ongoing success of the business.

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