Careers

Business Development Manager - CIS countries (Moscow Based)
Moscow, AB Canada
Job ID: 2041 Job Type: Full Time
Location: Moscow , AB Division: Commercial Vision Systems
 
Job Description:
Responsible for the supervision, management and growth of FLIR’s Commercial Imaging Systems business in the CIS countries with focus on Russia

Responsibility for managing a sales forecast, expense budget and input to the master production schedule. Responsible for formulating and executing a strategic plan for increasing FLIR’s market share within the market segments while maintaining or improving overall gross margins. Responsible for system sales trough distribution and trough direct pursuit of large tenders (with emphasis on border surveillance projects). Provide market and sales planning information, and participate in strategy formulation. Target specific markets and customers and define the optimum distribution approach.

Primary focus should be given to address the following markets:

• Land and Coastal Border security applications
• Commercial Security & Surveillance applications
• Handheld Police and Law Enforcement markets
• Recreational and commercial maritime markets
• OEM markets
• Transportation market (trucks, trains, emergency vehicles, busses)


SPHERE of RESPONSIBILIY:

CIS countries

PRODUCT/APPLICATION RESPONSIBILITES:

Commercial Vision systems are defined as follows: FLIR Systems Imaging (non-measurement) products which have been designed for commercial maritime, commercial transportation, commercial security applications or modules for OEM applications.

DUTIES AND RESPONSIBILITIES:

1. Meet and exceed the assigned booking goals for the region.

2. Develop and manage a distribution network for the region. Assume responsibility for the distribution channels in the territory in planning, leading, organizing and controlling the activities as well as supporting distributors in coaching, training, and motivating and providing product/sales education. Assist distributors in responding to customer requirements and applications and recommend appropriate equipment configurations. Assist in submitting formal quotations and bids.

3. Assist the distribution network in conducting demos, tradeshows and other activities that builds awareness. Support distributors in their marketing needs. Set-up co-op marketing plans with distributors and agents.

4. Assist in the preparation of marketing communication materials and sales literature in local languages for the purpose of advertising, customer education and product description.

5. Responsible for the establishment of bookings goals and market development plans for each distributor, agent, region and/or market segment, based upon the overall goal. Provide input to weekly forecast meetings and annual budgeting process. Obtain distributor forecasts for each distributor and set annual distributor objectives. Negotiate distributor contracts and annual distributor contract updates.

6. Pursue direct sales of our high-end products to specific (border) programs that have been identified.

7. Respond to technical and proposal requests from prospective customers, provide answers to technical questions and respond to competitive situations as required.

8. Qualify enquiries by establishing good customer contact via telephone, mail, personal contact, on-site visits, and trade shows etc. Make timely visits to pre-qualified customer prospects for demonstrations and sales. Continued follow-up of sales prospects and reporting (forecast) is required.

9. Maintain customer liaison throughout the period of performance to avoid and/or mediate problems which might threaten company objectives. Provide post-sale technical assistance to customers with product and/or applications questions.

10. Responsible for managing sales staff, including recruitment, generating and managing travel schedules, training and motivational support, periodic evaluation improvement or replacement of poor performing individuals and compensation reviews.

11. Provide a sales performance and strategy report on an annual basis. Assist in the formulation of new product specifications which meet the needs of the customers in the territory.

12. Analyze competition and recommend appropriate strategies for gaining market share. Work with Product Development and Marketing to match FLIR’s product offerings and support to the customer’s needs.

13. Travel (up to 75%) in a cost effective manner, consistent with company policies.

14. Assume responsibility for demo-equipment and monitor the condition of all equipment assigned for demonstration purposes.

15. Providing daily updates to FLIR’s CRM system.

16. Carry out in a timely fashion, specific related projects and tasks as assigned by supervisor. Perform other job related duties as required.
 
Qualifications:
• Aged 25-35 years.
• Degree in engineering complemented with a degree/diploma in sales or marketing.
• Min. of 5+ years of experience working in Russia (Moscow based) territory.
• 5 -10 years of distribution/sales management. A proven history of developing and maintaining a solid distributor and OEM network
• Have the ability to identify, qualify and capture major long term program business.
• Strong interpersonal and people management skills.
• Ability to acquire and report accurate market, product and forecast information
• Working knowledge of Microsoft Office
• Ability to travel extensively +75%
• Fluency in English and Russian.



If you have not applied to FLIR before, please click here.

If you have already applied to a position at FLIR, please click here.

To sign up for our Job Alert agent, click here.

Send to a friend:

Return to Search Results

Click here if you do not have an e-mail address