This is a newly created position in the ONTOFORCE team. Sales was previously taken care of by the CEO and other coworkers. An international sales & marketing organization needs to be set-up. The Sales Director is in charge of the day-to-day coordination of the sales: overviewing lead generation (including steering marketing efforts), following up on sales leads. You connect with the key decision makers within the client’s organization and your main objective will be to close deals with the sales team by assistance to convince the different client stakeholders at C-level of the added value of the DISQOVER platform.
Tasks and responsibilities
Advises the CEO on strategic decisions in order to ensure the long term growth strategy of ONTOFORCE.
Has a broad ranging role, controlling all aspects of the growth strategy, tactics and operations of sales, business development and product profitability.
Creates a strong, high qualified sales & marketing team and encourages collaboration between the members to ensure the smooth functioning.
Has executive level responsibility for all sales & marketing staff and career management of all direct reporting staff.
Manages to ensure the implementation of short and long term sales & marketing objectives in line with the strategy of ONTOFORCE.
Identifies, qualifies and implements potential commercial opportunities.
Designs, develops and plans actions for marketing for penetrating new markets or regions, in order to stimulate sales and to contribute to the realization of the ONTOFORCE goals.
Develops and maintains senior level current client and prospective contacts for the maximization of business opportunities in Europe and in the USA on a regular basis, therefore will travel on a regular basis.
Evaluates the marketing efforts for efficiency, impact and ROI.
Develops an efficient sales organization and account planning in order to obtain the best results.
Ensures the communication with the Development and Support group aiming at delivering on the agreed deliverables to the customer.
Ensures client satisfaction, reactions to complaints and resolve issues aiming to customer contentment and the preservation of the company’s reputation.
Responsible for funnel reporting.
Ensures a can-do mentality in the whole team, including Development and Support.
Puts in place sales remuneration plan with kickers and targets and bonuses.
Addresses payment issues.
Education, knowledge and experience
You have a profound understanding of sales in a B2B setting;
You have experience in dealing with complex and long sales cycles;
Experience in biotech/pharmaceutical ICT sales is a requirement;
Experience in Big Data IT solutions is a requirement;
Existing network in digital health/life science space;
Experience in SaaS is a requirement;
Your English is at a high proficiency level;
You’re more than happy to travel to great extent (40%);
Must be located in Belgium or US (Boston or NYC area).
Skills and competencies
You have strong people management skills;
You are a deal closer: you negotiate the contract and close agreements;
You are a skilled negotiator with multinationals procurement and legal;
You are a convincing sales professional;
You have very good presentation skills;
You are able to communicate with highly skilled ICT professionals;
You know how to determine key stakeholders in the client decision making process and how to bring a convincing and clear message;
You are very persistent, once you want to achieve a goal, you don’t let go;
You bring structure in the sales process;
you like to achieve and exceed your targets. You show sportsmanship in sales;