Hexagon is a global leader in sensor, software and autonomous solutions looking for Director Mining Russia.
Major Areas of Responsibility:
Business Development/ General Management
Develop and implement strategic plans to develop growth of Hexagon Mining product portfolio in Russia.
Foster a high-performance and customer-focused culture of goal achievement inside a matrix setting.
Define the optimal structure for both sales and technical resources to deliver profitable growth.
Manage the P&L of HxM Sales, Service and Support, Russia – Operations and Planning.
Establish and implement short- and long-range goals, objectives, policies, and operating procedures.
Represent the company at key events, community and/or business meetings to promote the organization.
Assist with development of pricing policies, including volume discounts and terms and conditions, for high-profile customers and channel partners.
Prepare periodic P&L reports and forecasts as required.
Develop and cultivate relationships with current and prospective customers, agents, related Hexagon Geosystems entities who have influence over the markets and regions targeted for business opportunities.
Put in place infrastructure and systems to support the success of the sales function.
Manage overall sales process, set appropriate metrics for sales funnel management, drive desired sales outcomes and identify improvements.
Provide detailed and accurate sales forecasting.
Develop and manage sales budgets and oversee the development and management of internal operating region budgets.
Define and oversee sales compensation and incentive programs that motivate teams to achieve.
Collaborate with Marketing on developing sales training programs that enable staff to achieve their potential and support company sales objectives.
Manage customer expectations, participate in closing strategic opportunities and contribute to a high level of customer satisfaction.
Manage sales leads through to closure and monitor against approved budgets to ensure financial results are on target and implement plans to counteract deviations.
Perform presentations to existing and potential customers. Present and demonstrate the mine systems product range and associated benefits for customers.
Represent Hexagon Mining in industry events and trade shows and collaborate with the Product Management & Marketing team, and Hexagon Geosystems teams to prepare for such events.
Service and support
Manage mining services and support staff and processes to support goals to grow services and support revenue of regional business in a sustainable manner.
Build and develop an effective organisation to provide support and services to Hexagon.
Work with other regions to define best practices and execute projects in line with these best practices, policies and procedures.
Work collaboratively with the Sales Team and customers to ensure contracts, scopes of work and terms and conditions are unambiguous and beneficial to Hexagon Mining while identifying business risks for service and support delivery.
Train and develop the Services and Support team to be within this structure, cross trained and up-skilled where possible and practicable.
Ensure all services/support are of high quality, profitable and enhance customer satisfaction; resulting in a successful life of mine relationship with customer.
Work collaboratively with the Product Management to provide insights into client and industry product requirements as well as potential developments which will set Hexagon Mining apart from its competitors.
Provide direct feedback to Product Management/Product Development on quality related issues and customer driven requests.
Knowledge & Experience Required:
Proven successful sales, business development and team management track record are essential.
Considerable (over 7 years) commercial experience in the mining industry – must have.
Commercial experience dealing with technical products and solutions.
Budgeting, financial planning, Business Plan, Profit and Loss and Balance Sheet know how.
Engineer with business degree (MBA or equivalent) as preferred qualification. Accepted qualifications in Business, Engineering (Mining / Electrical / Electronic).
Experience in Business Consulting or MBA is ideal.
Critical Knowledge, Skills and Abilities
Strong presentation skills especially to groups and forums of customers.
An aptitude for developing plans and strategies to succeed.
Advanced skills in developing and maintaining strong strategic relationships.
Solid understanding of the mining industry, and the application of technology in mining.
High level of personal drive and prioritization skills.
Ability to travel as required – there is a considerable amount of travel (domestic and international) required to fulfill this role.
Russian tongue and fluent English (must).