Sales Director – UK
Lead Analog Devices’ commercial growth strategy with responsibility for scaling revenues to €45m within the next three years. The role encompasses full ownership of the entire sales function from pipeline generation and deal execution to tender management and framework awards. Success requires landing at least five major DSO framework contracts across the UK and building a scalable sales organisation capable of supporting rapid multi‑market expansion.
Requirements
- Proven track record in grid technology sales and partnerships, preferably in LV monitoring, smart grid devices, or related digitalisation technologies for DSOs.
- Senior‑level experience in closing multi‑million framework deals with regulated utilities.
- Deep knowledge of European DSO procurement models (Ofgem, RIIO‑ED2 context, ENA standards) and familiarity with EU DSO regulatory frameworks.
- Ability to design and lead high‑performance sales processes (pipeline, CRM, forecasting).
- Strong experience in tender preparation, negotiation, and contract award processes.
- Capability to recruit, mentor, and manage a sales and pre‑sales team across multiple geographies.
Core Responsibilities & Workstreams
- Revenue Growth & Market Leadership
- Deliver UK and European revenue growth to €45m within next three years.
- Expand UK and European sales footprint.
- Drive overall company order book conversion rate, ensuring delivery against Board revenue targets.
- Strategic Account & DSO Management
- Build and lead relationships with senior procurement, innovation, and operations teams at DSOs.
- Secure minimum eight long‑term framework agreements/contracts across UK and Europe with DSOs and White Label partners.
- Position Analog Devices as a trusted partner in LV monitoring and grid digitalisation.
- Sales Organisation & Leadership
- Structure and lead the sales team (UK and Europe).
- Establish KPIs, commission frameworks, and reporting cadence.
- Mentor pre‑sales and business development staff to improve win‑rates and deal velocity.
- Tendering & Commercial Execution
- Oversee tender qualification, response writing, commercial modelling, and negotiation.
- Ensure alignment of technical solution with DSO specifications and regulatory incentives.
- Lead business development and execution of white‑label partnerships and partner eco‑system management.
- Lead final contract negotiations and framework onboarding.
- Market Intelligence & Positioning
- Track regulatory changes (Ofgem, BEIS, EU equivalents) and adjust GTM approach accordingly.
- Feed market insights into product roadmap (e.g., PQ, fault location, digital substation needs).
- Shape Analog Devices’ European messaging and presence at industry events (ENA, CIRED, Eurelectric).
- Forecasting & Reporting
- Own pipeline visibility and sales forecasting to CEO/Board.
- Implement and manage CRM discipline across the sales team.
- Report progress towards €45m revenue target and contract milestones.
90‑Day Plan
Month 1: Orientation & Pipeline Foundation
- Conduct detailed review of UK and EU market opportunities
- Assess target DSOs and Partners
- Review current tenders, live bids, and customer relationships.
- Audit sales process, pipeline tools, and team capability.
Outputs: DSO opportunity map, €30m revenue roadmap, internal capability report.
Month 2: Early Engagement & Positioning
- Engage directly with key DSO executives to position Analog Devices for framework wins.
- Identify at least three–four UK and EU near‑term tender opportunities and define bid strategy.
- Align messaging toolkit and sales collateral with Board revenue ambition.
Outputs: EU bid calendar, EU engagement strategy, updated sales playbook.
Month 3: Execution & Team Alignment
- Begin live tender/bid responses with dedicated pursuit teams.
- Establish weekly sales governance calls with CEO/Board.
- Recruit or realign sales support roles to strengthen execution.
- Deliver Board presentation with confirmed pipeline, contract timelines, and projected revenues.
Outputs: Submitted tenders, structured team plan, Board‑approved EU growth strategy.
Dependencies
- Engineering input for tender specs, POC scoping, and compliance checks.
- Marketing support for EU messaging, branding, and event participation.
- Finance for commercial modelling and pricing governance.
- CEO/Board engagement for strategic customer introductions and contract approvals.
Success Criteria
- €45m contracted European revenues within next three years.
- Minimum five major DSO contracts across EU secured.
- Fully functioning sales organisation with clear reporting and accountability.
- Analog Devices recognised as leading supplier of LV monitoring in Europe in next three years.
KPIs & Performance Milestones
First 6 Months (Foundation & Engagement)
- Establish qualified pipeline with at least ten active DSO engagements.
- Secure three–four POC/trial commitments with DSOs.
- Deliver market intelligence reports (competitive landscape, regulatory drivers) to inform strategy.
- Implement CRM discipline with weekly reporting cadence.
Annually (Scale & Growth Targets)
- Secure at least two new framework contracts per year, driving toward five+ total across EU/UK.
- Establish Analog Devices as preferred LV monitoring partner in at least five EU DSOs.
- Maintain a growing qualified pipeline >€50m.
Equal Opportunity Employer
Analog Devices is an equal opportunity employer. We foster a culture where everyone has an opportunity to succeed regardless of their race, color, religion, age, ancestry, national origin, social or ethnic origin, sex, sexual orientation, gender, gender identity, gender expression, marital status, pregnancy, parental status, disability, medical condition, genetic information, military or veteran status, union membership, and political affiliation, or any other legally protected group.
Job Req Type: Experienced
Required Travel: Yes, 10% of the time
Shift Type: 1st Shift/Days
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