Director Business Development Europe, Middle East, Africa
 

Director Business Development Europe, Middle East, Africa

Job Summary:
This position is focused on regional domestic and international marketing, business development, and sales performance in the government and commercial sectors for Europe, The Middle East and Africa. The Regional Director will be responsible for establishing and executing an integrated regional market development strategy. They will continuously build and refine front-end business operations to maximize ATC’s revenue and profitability within assigned areas of responsibility.

The ideal candidate will have proven ability in managing marketing, business development and sales in a diverse sales territory, and customer set, as well as working in close and successful coordination and cooperation with our select representatives and dealer networks on a regional basis. The successful candidate will be a team player with a strong “can do” attitude.

Responsibilities:
  • Identify and develop opportunities for business expansion with governments (including prime contractors and associated industry partners) and commercial customer
  • Generate new business in assigned territories through targeted surveys, focused prospecting, cold calling, direct relationships, and networking
  • Negotiate business deals to completion – Must be a closer.
  • Identify customer needs and utilize strategic, conceptual and solution-based selling to enable execution of ATC technology, product, and service market penetration and growth strategies
  • Develop and maintain customer business relationships with Government and Commercial markets
  • Vigorously manage and pursue a full range of business opportunity development and capture efforts to closure on a routine basis
  • Proven experience in a technical sales environment working with multiple decision makers and influences during various sales cycle as may be required based on region, customer, or specific opportunity requirements
  • Sole accountability for customer satisfaction and business growth within target market - “responsible for all things that happen, and don’t happen” in the assigned region
  • This position may have additional Sarbanes-Oxley (SOX) responsibilities

Minimum Requirements:
  • Seven to ten years of direct selling and mid-to-senior level management experience in government sales (including defense primes) and commercial technology and security markets
  • Proven ability to properly and routinely interface with C level executives
  • Experience in leveraging sales to key decision-makers within both the government and commercial sectors
  • Extensive experience in developing and executing comprehensive marketing and sales plans for new products in existing, adjacent, and new markets
  • Professional traits: Properly assertive, proactive, positive, results-oriented, excellent closing techniques
  • Sales skills: Detailed market analysis leading to focused prospecting, identification, categorization, qualification, and development of opportunities
  • Interpersonal Skills: Excellent verbal, and non-verbal presentation with highly professional closing
  • Extensive experience in account management, channel management, renewal sales, consultative selling, managing sales cycles, and maintaining client relationships
  • Ability to negotiate large complex contracts in accordance with corporate guidance and policies
  • Demonstrated history of closing business opportunities and building long term relationships (consistently meeting and/or exceeding quota)
  • Attention to detail, excellent organizational skills, superior time management skills, and ability to work with minimal supervision are essential
  • The ability to work well in a dynamic, fast-changing environment
  • Must be able to routinely lift 50 pounds
  • Must be able to travel up to 50% of the time
  • Must be able to work outside in all types of weather
  • Security background desired
  • Military background a plus
  • Previous experience selling into government agencies and/or prime vendor desired
  • College degree is required

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ATC is committed to workforce diversity, and we are proud to be an equal opportunity employer.