Sales Development Representative, Commercial EMEA

Advanced Navigation is the world’s most determined innovator in AI robotics and navigation technologies across land, air, sea and space applications. Founded on a culture of research and discovery, Advanced Navigation's mission is to be the catalyst of the autonomy revolution. Fields of expertise include artificial intelligence, underwater sonar, GNSS, radio frequency systems, inertial sensors, robotics, quantum sensors and photonics. 

Today, Advanced Navigation is a supplier to some of the world's largest companies, including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors. Discover it for yourself: https://youtu.be/F7uAqs1gtuk

OVERVIEW OF ROLE 

The primary focus of this role is to generate a flow of qualified opportunities for the EMEA Commercial sales team through a combination of inbound lead management and targeted outbound prospecting across non-government/commercial verticals (e.g. robotics & autonomy, survey & mapping, marine, agriculture and other industrial applications).

LOCATION: Hybrid from our new office in Newcastle Upon Tyne

ROLES & RESPONSIBILITIES 

• Outbound sales: Maintain high levels of outbound sales activities including prospecting, qualification and discovery using all available tools and resources. Key activities will include prospect account research, outbound calling as well as outreach via email and social media.
• Inbound sales: Daily processing of all inbound leads and enquiries, with rapid, professional customer response and qualification in/out as appropriate. 
• Qualified in - progression through to Discovery stage then collaborative handover to the appropriate Account Executive within the Commercial sales team
• Qualified out - feedback to Marketing for continuous learning/improvement
• CRM: Provide a high level of opportunity intelligence to the company through comprehensive, timely and accurate maintenance of the information within our CRM platform (Salesforce).
• Developing and maintaining an appropriate knowledge of our products, specifications and applications across commercial verticals.
• Market-making: research of new potential markets and applications for Advanced Navigation's commercial offerings and working these to generate new use-case opportunities as guided by the Head of Sales, Commercial 
• Providing additional support to the Commercial sales team within specific opportunities
• Supporting regional development activities such as trade shows, exhibitions, marketing campaigns etc
• Cooperation with the global SDR team to share expertise and leverage success.

• Growth:

• Growing & developing with the Company as Advanced Navigation continues to evolve; 
• Taking on additional duties & tasks, as directed, as the position evolves.  

• Develop a solid operational understanding of all aspects within the Company:

• Immersing yourself into the team & wider organisation to develop an understanding of how each role & team all contribute to our strategic vision.  

• Live by our values:

• Set quantifiable targets that demonstrate your commitment to our values. 

• Safety:
• • Live & breathe a safety culture;
  • Be an advocate for safety within the workplace;
  • Remain compliant with all HSE requirements & obligations. 

KEY MEASURABLES

• Number of sales qualified opportunities from new leads
• Value of new pipeline created
• Number of pitches/discovery calls completed 

KEY RELATIONSHIPS

• EMEA Commercial Sales Team 
• Marketing 
• Prospective Customers

BEHAVIOURAL ATTRIBUTES FOR SUCCESS

• Organising Self
• • Effectively managing own time and resources to ensure that work is prioritised effectively and delivered on time in line with the requirements of the team and business
• Maintaining Positive Energy
• • Being relentless. Operating with a positive attitude, vigour and determination in the face of challenging situations, consistently maintaining high levels of effectiveness and productivity throughout
• Delivering Excellence
• • Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards and expectations of excellence rather than having standards imposed
• Communication
• • Conducting positive and open interactions with others by conveying information and ideas clearly and concisely in an engaging manner that helps them understand and retain the message; listening actively to others and sharing proactively information
• Decision Making
• • Identifying and understanding problems and opportunities relevant to role by gathering and analysing quantitative and qualitative information; generating and evaluating alternatives, identifying the best course of action, and making timely decisions within own decision-making scope
• Initiating Action
• • Taking proactive and independent action to accomplish work goals; taking prompt action to achieve results beyond what is required; anticipating addresses problems without being prompted
• Leveraging Feedback
• • Taking full advantage of opportunities to receive and explore feedback about own performance; responding favourably to feedback and using it constructively to deliver outcomes and improve knowledge, skills and behaviours
    

QUALIFICATIONS, EXPERIENCE & SKILLS 

Qualifications: 

• 1-2 years in a similar sales development / lead qualification role

Experience: 

• B2B sales experience in a technology organisation (hardware preferred)
• Exposure to commercial verticals such as robotics/autonomy, survey & mapping, marine or agriculture - beneficial but not required
• Use of CRM systems (Salesforce / MS Dynamics)

Skills: 

• Research - an ability to identify target customers and find prospective buyers
• Strong sales skills - particularly qualification and discovery skills
• High-level communications skills - written, verbal/presentation
• Relationship - building
• Organised, efficient, self-starting
• Content creation (G Suite)
• PC tools and applications