Global Director of Sales
Candidate Brief
Global Director of Sales
Andor Technology Plc.
www.andor.com
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Global Director of Sales
Andor Technology Plc.
Overview
Andor Technology plc. (Andor) is based in Belfast, Northern Ireland and operates at the
high-value end of the global scientific digital camera market. Andor was established in 1989
out of Queen's University in Belfast, and now employs over 300 people in 16 offices
worldwide and distributes its products to 10,000 customers in 55 countries.
The principal business of Andor is the development and manufacture of high performance
digital cameras. The company is a world leader in Scientific Imaging, Spectroscopy Solutions,
Microscopy Systems and image analysis software.
Andor Technology PLC was admitted to AIM on Friday 3rd December 2004 (the London
Stock Exchange's Alternative Investment Market a global market for smaller, growing
companies). Andor has achieved revenue CAGR of 30% for the last 14 years. The financial
year to 30th September 2011 was another exceptional year for Andor. Revenue grew by 34%
to £57.4m and order intake grew by 26% with every segment and market delivering growth
in excess of 20%. Trading for the first six months of this financial year have been in line with
the Boards expectations, delivering strong growth in both revenue and profit. Highlights
include;
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Total sales growth of 10% from 28.3M to £31.2M
Strong growth in Asia Pacific sales of 35%
Sales in EMEA grew 18%
5 new products transitioned successfully into production
Facilities expansion was completed on time and on budget
Record camera output achieved in March 2012
For further information on the Company please refer to www.andor.com
www.andor.com
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Global Director of Sales
Andor Technology Plc.
Andor Technology is a global leader in pioneering and manufacturing scientific imaging
cameras, spectroscopy solutions and microscopy systems for research and OEM markets.
Andor has been innovating the photonics industry for over 20 years and aims to continue to
set the standard for high performance light measuring solutions. The business is managed in
Geographical segments
 The Americas: Revenue £22.8M
 EMEA: Revenue £22.4
 APAC: £12.2M
Products/markets
 Research: Revenue £31.3 M
Incorporating Ultrasensitive Imaging cameras and Spectroscopy Solutions. Andor has
developed some of the worlds most advanced and versatile detectors available.
Through expert development the products continue to enable scientists to measure
down to a single photon and capture events occurring within one billionth of a
second. Applications in this market include cancer research and pharmaceutical
development.
 Microscopy Systems: Revenue : £12.7M
Andor’s microscopy products are focused on providing best in class performance
within a modular architecture. Andor’s microscopy products are designed and
manufactured to integrate with their own and third party software and all leading
microscopes. Andor microscopy systems can be used to aid the understanding of
many different medical conditions including arthritis and diabetes.
 OEM: Revenue: £13.3M
A major focus for Andor is selling products to other manufacturers for incorporation
into their products. Andor products form an integral part in many of their industrial
partners instrumentation. Andors OEM products find use in forensic instruments,
medical equipment and environmental analysers.
Background to the appointment.
Andor is in the process of completing a strategic review of its sales structure which is
expected to have completed by the year end. Within the new structure the Global Director of
Sales is a newly created role.
Location and Remuneration
While there is a preference for the candidate to be based in the UK, Andor is searching for
the right candidate and will support the appointee from their home office in EMEA or the
Americas. Remuneration will be discussed with candidates on an individual bases.
www.andor.com
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Global Director of Sales
Job Description
DATE
08 June 2012
JOB TITLE:
Global Director of Sales
Location:
EMEA or Americas
REPORTING TO:
Chief Executive Officer
MAIN FUNCTION OF JOB
The appointment of a Global Sales Director is a key appointment for the continued
successful development of Andor's rapid growth business. As a member of the leadership
team the Global Director of Sales will play a pivotal role in developing and executing the
company’s growth strategy. Reporting to the CEO, the Director of Sales will be responsible
for planning, directing and executing all aspects of the organisation’s sales objectives and
initiatives to exploit the significant growth potential that exists across the business
segments.
The Director of Sales will create momentum in our solution sales, partnering, & channel
efforts while developing and motivating a geographically diverse and talented staff.
KEY TASKS AND DUTIES:
1.
Implementation of a sales strategy focussed on winning profitable new business and
further developing penetration in the key accounts, whilst ensuring sales targets are
met.
2
Responsible for the development and implementation of the Global Sales Strategy
in line with plans.
3
Contribute to the development of the Global Business Strategy.
4.
Structuring and building an effective sales structure and team, ensuring talent is
best deployed in high growth target markets.
5.
Providing inspirational leadership to the management & sales team. Coaching and
mentoring to meet the demands of a growing business.
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Global Director of Sales
6.
Developing detailed sales plans, budgets and forecasts for presentation to the
Leadership Team and Sales Management.
7.
Provide formal weekly & monthly reports on territories with accurate account of
regional booking status and forecast.
8.
Liaise with broader Leadership Team to ensure efficiency and coherence of global
operations.
9.
Travel as required across EMEA, US & APAC to build key business partnerships.
10.
Establish and maintain relationships with industry influencers and key strategic and
channel partners.
11.
Attend trade association meetings as needed to promote product and develop
customer relationships.
12.
Any other duties as may be reasonably be required from time to time by your line
manager
This job description is not incorporated into the employment contract but should be read as
a guide only and not an inflexible specification of responsibilities. It may be changed from
time to time in conjunction with the post holder.
www.andor.com
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Global Director of Sales
Person Specification - Essential Requirements unless stated
Training and
Education
It is desirable that the appointee has a scientific degree
Candidates will be able to demonstrate
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Experience
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Experience working in a relevant Multinational organisation,
preferably with Group revenue generation of at least £200M
Personal responsibility for revenue generation of £75M ($100M)
plus. Relevant organisations are those within the Photonics
Industry.
Extensive relevant international sales management experience at
senior level.
Experience in nurturing/designing channel infrastructure both
direct and indirect sales
Delivery of a consistent level of sales growth over a diversified
portfolio of complex technical products/markets
Experience of managing/motivating teams across international
boundaries.
A strong network in relevant research & industrial communities
to facilitate creation of new opportunities
Behavioural Skills and Competencies – See Talent Framework
In the case of a high number of applicants, Andor Technology Plc. reserves the right to
shortlist also on the basis of desirable criteria.
www.andor.com
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Global Director of Sales
Talent Framework
Director
Customer Focus
Develops strong relationships with external
stakeholders so that they advocate, recommend and
support Andor
Excellent
Relationships
Translates customer needs into innovative strategic
solutions for the organization
Leadership
Sets the strategic direction and communicates it in a
clear and concise way.
Managing People
Team Work
Excellent
Results
Delivering results
and continuous
improvement
Critical thinking &
problem solving
Change and
Innovation
www.andor.com
Influences across all levels of the organisation and
external stakeholders through strong
communication skills, impactful messages and
personal credibility.
Known throughout the organisation for developing
and promoting key talent.
Drives long term succession planning and talent
management to meet future business goals.
Can facilitate agreement in a complex and politically
sensitive environment.
Collaborates effectively across the organisation and
ensures others collaborate across departments.
Ensure focus on and execution of strategic goals.
Continuously assesses the business/global
environment and adapts objectives as necessary.
Collates complex information from diverse sources
and makes business sense of it
Anticipates and creatively solves the strategic
problems
Thinks strategically and is future focused, can see
the bigger picture and sell it to others
Understands the market and different technologies
and brings together all relevant information to
decide how to move the business forward
Stands by decisions and takes calculated risks for the
benefit of the business
Drives strategic changes impacting the whole
business
Plans and implements global strategies and bold
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Global Director of Sales
Personal
Effectiveness
Motivation and
Drive
initiatives across the business
Inspires others with their energy, drive and
enthusiasm.
Planning/Organizing Understands and is a champion for key activities
which are required for business success
Develops and implements long term strategic plans
Allocates resources towards profit and growth
opportunities
Emotional
Presents themselves with self-assurance, has
Intelligence
presence
Models a high level of emotional intelligence in self
and in interactions with others
Communication
Managing
Resources
Leads communications
Presents effectively in larger more formal settings
Is politically sensitive
Allocates resources wisely to ensure delivery of
strategic plans
Sets challenging but achievable goals
Invests in people and technology to support
achievement of current and future business needs
Should you wish to speak to a member of Human Resources please contact either:
Sinead Symington - Head of Human Resources - s.symington@andor.com or
Jennifer Cleary - HR Manager – EMEA & APAC j.cleary@andor.com
Telephone Number – 028 90237126
www.andor.com
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