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Sales Director EMEA

Desktop Metal (NYSE: DM) is pioneering a new generation of additive manufacturing technologies focused on the production of end-use parts. We offer a portfolio of integrated additive manufacturing solutions for engineers, designers and manufacturers comprised of hardware, software, materials and services. Our solutions span use cases across the product life cycle, from product development to mass production and aftermarket operations, and they address an array of industries, including automotive, aerospace, healthcare, consumer products, heavy industry, machine design and research and development.  At Desktop Metal, we believe additive manufacturing, commonly referred to as 3D printing, is one of the most exciting and transformational technology innovations of our time.

The Senior Sales Manager/Sales Director EMEA is a strategic business role responsible for driving business performance by managing a team of sales professionals in all aspects of customer accounts within the EMEA region. The primary function of this role is to accelerate the growth of sales via direct sales and channel sales. 

Primary duties include collaborating with the SVP of Global Sales to set revenue goals and company strategy and implementing a sales plan to drive revenue growth and attending key events to generate leads.

 The successful candidate will be energetic, passionate, positive, persuasive and well organized and able to demonstrate the ability to sell and lead. The candidate should have business development expertise and deal coaching abilities.

This role will focus on exceeding quarterly sales targets while developing and targeting markets and customers with potential needs for Desktop Metal products and services. The successful candidate will be adept at building and managing a sales pipeline of a team and have proven expertise in building sales year over year. In addition, the ideal candidate will work closely with marketing to drive lead generation programs.

Responsibilities:

  • Drive a sales team to achieve quarterly sales performance. 
  • Drive team sales campaigns effectively including discovery, validation of value proposition, proof of concept and closing skills
  • Work with a team to secure new orders for business, negotiate pricing, delivery, and related matters to achieve optimum profitability for the company.
  • Create rolling 90 forecasts, ensuring execution and accuracy, and taking action to ensure overall business objectives are achieved.
  • Create strong relationships with key client stakeholders at both senior and mid-management levels
  • Understand the competitive landscape and market trends
  • Understand and effectively communicate the company's value prop, tech, process and current partnerships
  • Determine annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results
  • Establish sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products
  • Maintain sales volume, product mix and selling price by keeping current with supply and demand, changing trends, economic indicators and competitors.
  • Maintain sales staff by recruiting, selecting, orienting and training employees. As well as counseling and disciplining employees; planning, monitoring and appraising job results.
  • Desire to own projects and exceed expectations, with ability to find solutions and deliver results within a rapidly changing, entrepreneurial, technology-driven culture
  • Ability to identify and solve client issues strategically
  • Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams, for both technical and non-technical audiences
  • Generate and maintain accurate Account and Opportunity plans in Salesforce.com
  • Work with internal teams on behalf of clients to ensure the highest level of customer service
  • Interface with technical support internally to resolve issues that directly impact partners
  • Manage and implement the sales forecasting, planning and buyer driven sales and marketing processes, establishing high levels of quality, accuracy and process consistency for the sales and marketing organization
  • Drive the successful implementation and adoption of the sales and marketing automation platforms
  • Analyze pipeline and lead data, deliver periodic reporting to the sales and marketing teams providing key business insights: typical reporting relates to Demand Generation, Pipeline Forecast and Trends, Conversion Rates, Target Account, Market Segmentation, Win/Loss, Age
  • Through reporting and analytics, validate the quality of the lead and pipeline data and provide guidance to improve the overall data quality
  • Define contact and account quality standards in the database, defining processes and data acquisition strategies
  • Attend key industry trade shows and exhibitions, representing Desktop Metal and networking with potential customers.
  • Service all the needs of existing customer accounts, build and maintain long-term relationships, and generate new business opportunities from existing accounts.
  • Act as the main voice of the customer to the Desktop Metal organization, facilitating internal processes to support customer needs.
  • Provide feedback to marketing and product management on wins/losses, opportunities, and market trends.
  • Maintain accurate and up-to-date records of sales activities, opportunities, and customer interactions in the CRM system (preferably Salesforce.com).
  • Submit necessary reports, including business reviews, forecasts, and pipelines, in a timely and accurate manner.
  • Interface with other Sales Personnel, Accounting, Order Entry, Shipping, and other departments to assure accurate and consistent data maintenance.
  • Follow all company policies and procedures, supporting continuous improvement in the quality process.
  • Represent the company in a positive and highly professional manner.

Required:

  • 5-10 years of direct selling experience or channel management
  • 10-15 years of sales management experience
  • Proven success and experience in C-Level Sales and financial value selling, winning new customers.
  • Excellent organizational and follow-up skills, with the ability to effectively manage multiple priorities and deadlines.
  • Ability to thrive in a fast-paced and dynamic environment with a high degree of adaptability and resilience.
  • Comfortable and adept at using various workplace technologies, such as Slack, Zoom, and navigating multiple computer platforms and applications.
  • Team player mindset with the ability to collaborate effectively with internal and external stakeholders.
  • Strong communication and presentation skills, with the ability to articulate complex concepts clearly and compellingly.
  • Fluency in English
  • Remote location position, typically from a home office.
  • Willingness to travel within the assigned territory as needed (approximately 50% travel expected).
  • Team player and partner with excellent motivational and recruitment skills.

Desired:

  • Experience selling to higher education/research labs is a plus.
  • 3d Printing /Additive manufacturing industry experience is a plus.
  • Strong technical skills facilitating conversations is desirable.
  • Additional languages such as German or Dutch are a plus.

At Desktop Metal, innovation is at the core of our DNA. And we believe ground-breaking discoveries are born from diverse teams with unique backgrounds and experiences. We are committed to employing a diverse workforce with equal employment opportunities regardless of race, color, religion, sex, national origin, age, sexual orientation, gender identity, gender expression, marital status, veteran status, or disability.

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