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Regional Sales Director & Regional Sales Manager

UrtheCast Corp. is a Vancouver-based technology company that serves the rapidly evolving geospatial and geoanalytics markets with a wide range of information-rich products and services. UrtheCast is growing and is shaping the future of earth observation. We provide the world with next-generation Earth Observation data using our growing system of space-based sensors. Our Crew members consider themselves agents of change as they work to provide Earth imagery and video data that enables heightened geospatial analysis. With that data, we build our products and services to help everyone — citizens, businesses, and governments alike — make advances in areas ranging from high-tech precision agriculture and forestry resource management, to the monitoring of humanitarian relief efforts. This type of large-scale change requires near-constant technological iteration and innovation, so UrtheCast continues to initiate unprecedented engineering programs like its planned UrtheDaily™ and OptiSAR™ constellations. Every day, we push the limits of what’s possible in space-based Earth Observation.

We are currently seeking Regional Sales Directors and Regional Sales Managers for various regions, including Europe, North America, Africa, and South Asia/India.

As an UrtheCast Regional Sales Director, you will be responsible for developing the overall Earth Observation business in the region, targeting year on year growth of sales and order intake while defining the long term strategic direction.  You will develop a network of distributors, and trusted partners to drive application based data sales.  In addition, you will lead by example and manage the regional team to promote a positive, forward thinking and focused working philosophy.   

As an UrtheCast Regional Sales Manager, you will be responsible for developing the Earth Observation business in the region, interacting with potential users to understand and interpret their needs and requirements, preparing and delivering sales proposals and quotations.  You will also manage and develope key sales accounts, resellers and partners. 

KEY RESPONSIBILTIES: 

Regional Sales Director

  • Achieve sales revenue targets and oversee order intake and strategic direction of the region
  • Identify and cultivate winning and growing business in EO and related applications
  • Manage and develop the regional team consisting of; Regional Sales Managers, Key Account Managers, Sales Coordinators and Customer Experience Specialists on a day-to-day basis
  • Mentor individuals by delivering regular feedback and performance reviews, fostering a strong team ethos
  • Lead the company’s full range of Business Development and sales activities related to EO data, value-added information, production/applications and services
  • Develop and own the regional sales and marketing plan to include; regional trends, competition, marking ‘plan on the page’, events, sales forecasts and 3 – 5 year plan
  • Develop and own large strategic accounts in the region
  • Coordinate the regions selling efforts, bids, RFI/RFP responses
  • Implement and performance manage the reseller network in the region, including cultivating mutually-beneficial partner relationships
  • Work closely with internal stakeholders in sales, marketing, contracts, engineering, operations, and finance
  • Work closely with the company’s external partners, subcontractors, and agents
  • Ensure 100% mandatory use of CRM within the team for all customer/reseller/partner meeting interfaces; Update the sales pipeline regularly resulting in weekly ‘regional dashboard’
  • Gather customer needs, working with customers to understand their workflows feeding back to the EO Product Manager, sales, marketing and senior management team
  • Balance the company’s needs to win new business while managing risk
  • Deliver weekly and monthly regional report updates on sales performance and marketing activities to Director, Business Development

Regional Sales Manager

  • Drive sales revenue, identifying, cultivating, winning and growing business in Earth Observation, satellite technologies and related application domains throughout the specified region
  • Become an expert in the products and services of the company
  • Analyze the market in the region (actors, competitors, requirements, trends, potential, etc.)
  • Identify potential customers and their needs, in order to expand the customer base in the region
  • Actively develop sales opportunities by researching and identifying potential accounts
  • Interact with customers to understand their needs and translate these into proposals
  • Prepare and deliver sales proposals and quotations responding to RFI/RFP’s
  • Manage and increase value in key accounts by develop and foster customer loyalty by creating business solutions focused on long-term relationship
  • Work with customers to understand needs and customer workflows feeding back to the EO Product Manager, sales, marketing and senior management team
  • Ensure 100% mandatory use of CRM for all sales opportunities, customer/reseller/partner interfaces, updating the sales pipeline regularly resulting in a weekly report to the Regional Sales Director
  • Attend major industry events, conferences, tradeshows and expositions to represent the company where appropriate and justified

KPI TARGET METRICS:

  • Achieve and exceed sales target
  • Maintain and grow EO market share, in the region
  • Increase revenue and profitability directly through the EO portfolio
  • Increase customer loyalty and repeat business

EDUCATION & EXPERIENCE:

  • 3 to 7 years experience related to Sales with proven track record of category growth
  • University degree or equivalent in a technical area (Remote Sensing, Aerospace Engineering, Aeronautic, Physics, Geology, Geography etc.)
  • MBA or equivalent, an asset
  • Experience in Earth Observation market or remote sensing, required
  • Proven track record within Earth Observation market selling satellite images, required

KNOWLEDGE, SKILLS, and ABILITIES:

  • Command English language, mandatory
  • Secondary language, an asset
  • Target-driven
  • New business sales focus (more hunter than farmer)
  • Strong interpersonal skills
  • Team management
  • Strong business focus and aptitude
  • Ability to work well in a pressure and target-driven environment
  • High level of negotiation skills
  • Leadership skills and influence at senior levels
  • High level of customer orientation
  • High initiative and willingness to learn
  • Strong decision-making skills
  • Strong time-management skills
  • Advanced planning and management knowledge
  • Excellent presentation and communication skills
  • Excellent knowledge of earth observation, remote sensing and geographic information system technologies and applications
  • Honest and ethical approach
  • Strong analytical skills

WORK ENVIRONMENT:

Available to travel internationally on a regular basis to the excess of 50%

To learn more about UrtheCast’s platform visit www.urthecast.com.

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