Sales Director UK
- United Kingdom
نُشرت قبل 3 أيام
عن الوظيفة
About Analog Devices
Analog Devices, Inc. (NASDAQ: ADI ) is a global semiconductor leader that bridges the physical and digital worlds to enable breakthroughs at the Intelligent Edge. ADI combines analog, digital, AI, and software technologies into solutions that combat climate change, reliably connect humans and the world, and help drive advancements in automation and robotics, mobility, healthcare, energy and data centers. With revenue of more than $11 billion in FY25, ADI ensures today's innovators stay Ahead of What's Possible. Learn more at www.analog.com and on LinkedIn and X .
Sales Director
To lead Analog Devices' commercial growth strategy across the UK and Northern Europe , 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 securing major DSO framework contracts across the UK and Northern European markets while building a scalable sales organisation capable of supporting rapid regional expansion.
Requirements of the Role
- 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 euro framework deals with regulated utilities.
- Deep knowledge of UK and European DSO procurement models (Ofgem, RIIO-ED2 context, ENA standards) and familiarity with Northern European and broader EU utility 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 sales and pre-sales teams across multiple countries and geographies.
- Experience developing strategic relationships with utilities, partners, and stakeholders across the UK and Northern European energy markets.
1. Revenue Growth & Market Leadership
- Deliver UK and Northern European revenue growth to €45m within the next three years.
- Expand Analog Devices' sales footprint across the UK and key Northern European markets.
- Drive overall company order book conversion rates, ensuring delivery against Board revenue targets.
2. Strategic Account & DSO Management
- Build and lead relationships with senior procurement, innovation, and operations teams at DSOs across the UK and Northern Europe.
- Secure a minimum of eight long-term framework agreements/contracts across the UK, Northern Europe, and the wider European market with DSOs and white-label partners.
- Position Analog Devices as a trusted partner in LV monitoring and grid digitalisation across the region.
3. Sales Organisation & Leadership
- Structure and lead a high-performing sales team across the UK and Northern Europe.
- Establish KPIs, commission frameworks, and reporting cadence.
- Mentor pre-sales and business development staff to improve win rates and deal velocity.
- Support future expansion of regional sales resources as market opportunities develop.
4. Tendering & Commercial Execution
- Oversee tender qualification, response writing, commercial modelling, and negotiation activities across the UK and Northern European territories.
- Ensure alignment of technical solutions with DSO specifications and regional regulatory incentives.
- Lead business development and execution of white-label partnerships and ecosystem relationships.
- Lead final contract negotiations and framework onboarding.
5. Market Intelligence & Positioning
- Track regulatory changes across the UK, Northern Europe, and wider EU markets and adjust go-to-market strategies accordingly.
- Feed market insights into product roadmap development (e.g., PQ, fault location, digital substations, and grid digitalisation initiatives).
- Shape Analog Devices' market presence at key industry events across the UK and Europe, including ENA, CIRED, Eurelectric, and relevant Northern European utility forums.
90-Day Plan
Month 1: Orientation & Pipeline Foundation
- Conduct detailed review of UK and Northern European market opportunities.
- Assess target DSOs, utilities, and strategic partners.
- Review current tenders, live bids, and customer relationships.
- Audit sales processes, pipeline tools, and team capability.
Outputs:
- UK & Northern Europe opportunity map.
- €30m revenue roadmap.
- Internal capability assessment.
Month 2: Early Engagement & Positioning
- Engage directly with key DSO and utility executives across the UK and Northern Europe.
- Identify 3-4 near-term tender opportunities and define pursuit strategies.
- Align messaging, sales collateral, and value proposition with Board revenue ambitions.
Outputs:
- Regional bid calendar.
- UK & Northern Europe engagement strategy.
- Updated sales playbook.
Month 3: Execution & Team Alignment
- Begin live tender and framework pursuit activity with dedicated cross-functional teams.
- Establish weekly sales governance calls with CEO and Board stakeholders.
- Recruit or realign sales support resources to strengthen execution capability.
- Deliver Board presentation with confirmed pipeline, contract timelines, and projected revenues.
Outputs:
- Submitted tenders.
- Regional sales team plan.
- Board-approved growth strategy.
Success Criteria
- €45m contracted revenue across the UK and Northern Europe within three years.
- Minimum five major DSO framework contracts secured across the UK and Northern European markets.
- Fully functioning regional sales organisation with clear reporting and accountability.
- Analog Devices recognised as a leading supplier of LV monitoring solutions across the UK and Europe within three years.
KPIs & Performance Milestones
First 6 Months (Foundation & Engagement)
- Establish a qualified pipeline with at least 10 active DSO engagements across the UK and Northern Europe.
- Secure 3-4 POC/trial commitments with target utilities.
- Deliver market intelligence reports covering competitive landscape, regulatory developments, and emerging opportunities.
- Implement CRM discipline with weekly reporting cadence.
Annually (Scale & Growth Targets)
- Secure at least two new framework contracts per year, progressing toward five-plus strategic contracts across the UK and Northern Europe.
- Establish Analog Devices as a preferred LV monitoring partner with leading DSOs across the region.
- Maintain a qualified pipeline exceeding €50m.
For positions requiring access to technical data, Analog Devices, Inc. may have to obtain export licensing approval from the U.S. Department of Commerce - Bureau of Industry and Security and/or the U.S. Department of State - Directorate of Defense Trade Controls. As such, applicants for this position – except US Citizens, US Permanent Residents, and protected individuals as defined by 8 U.S.C. 1324b(a)(3) – may have to go through an export licensing review process.
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: ExperiencedRequired Travel: Yes, 10% of the time
Shift Type: 1st Shift/Days