Purpose of the Role
To lead Analog Devices' commercial growth strategy with responsibility for scaling revenues to €20m within the next 3 years in the European market (outside of UK & Ireland). The role encompasses full ownership of the European sales function, from pipeline generation and deal execution to tender management and framework awards. Success requires landing at least 5 major DSO framework contracts across Europe and building a scalable sales organisation capable of supporting rapid multi-market expansion.
Requirements of the Role
- Proven track record in grid technology sales, 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 European revenue growth to €20m within the next 3 years.
- Expand 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 a minimum of 8 long-term framework agreements/contracts across Europe.
- Position Analog Devices as a trusted partner in LV monitoring and grid digitalisation.
Sales Organisation & Leadership
- Structure and lead the sales team (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 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 €20m revenue target and contract milestones.
Additional Information
- Required travel: Yes, 10% of the time
- Shift type: 1st Shift/Days
- Job req type: Experienced
