Senior Sales Manager, Spotter Sales

As a Senior Sales Manager at Sofar Ocean, your key responsibilities will include developing strategic sales plans for the Spotter hardware across the US and EMEA, managing and mentoring a team of global Account Executives, and engaging with key clients within maritime, defense, and environmental sectors. You’ll oversee the entire sales cycle from prospecting to contract closure, while also collaborating with cross-functional teams to optimize our sales strategies based on customer feedback.

To qualify for the Senior Sales Manager role at Sofar Ocean, candidates should have a minimum of 7 years of experience in hardware or solution sales, preferably in maritime, environmental tech, IoT, or related fields. We’re looking for proven success in managing sales teams, strong communication skills, and a solid understanding of technical sales processes. Experience in global markets, particularly in the US and EMEA, is essential.

The Senior Sales Manager plays a crucial role in driving growth for Sofar Ocean by expanding the customer base and delivering high-impact ocean data solutions. By engaging with key sectors and educating them on the importance of our ocean sensing technology, the Sales Manager significantly contributes to our mission of better understanding and protecting the ocean for sustainable futures.

At Sofar Ocean, the Senior Sales Manager utilizes a variety of sales strategies including developing targeted outreach efforts, building relationships with key decision-makers in various sectors, and leveraging data-driven insights to optimize sales tactics. Participation in industry events, trade shows, and networking opportunities is also a key part of elevating our presence in the market and closing deals.

As a Senior Sales Manager at Sofar Ocean, there are ample opportunities for professional growth including leadership development through mentoring Account Executives, participation in strategic decision-making, and collaboration with innovative teams in product, marketing, and engineering. The role also encourages involvement in broader industry discussions, which can enhance both personal and professional networks.

When discussing your sales strategy, focus on how you identify your target markets, utilize customer feedback to refine your approach, and adapt your tactics based on market shifts. Emphasize specific metrics of success and any innovative techniques you employed, ensuring you relate it back to the ocean sensing technology segment.

In your answer, discuss techniques such as active listening, empathizing with client concerns, and providing data-backed solutions. Use specific examples where you turned objections into sales, highlighting your critical thinking and relationship-building skills.

Prepare to summarize your experience in hardware sales, focusing on the technical aspects of the products you sold. Discuss any relevant projects, challenges faced, and how you successfully engaged customers with technical needs.

Here, emphasize the importance of segmentation and tracking customer engagement. Explain your methods for pipeline management, whether through CRM tools or tailored follow-up schedules, illustrating your organizational skills.

Share a detailed story about a complex negotiation you led. Highlight your approach to identify the needs of both parties, your strategies for compromise, and the end results, ensuring to reflect on the importance of relationship management.

Discuss the importance of leading by example, providing specific feedback, and setting clear goals for your team. Mention training programs or resources you’ve used to boost their performance, underlining your commitment to their growth.

Focus on your interpersonal skills, storytelling methods, and how you demonstrate value beyond the product. Mention networking, follow-up strategies, and how you build trust over time.

Elaborate on your proactive approach to staying informed, mentioning specific resources such as industry journals, professional groups, or attending conferences. Highlight how this knowledge influences your sales tactics.

Discuss qualities like adaptability, strong leadership, strategic thinking, and a deep understanding of customer needs as crucial for the role. Relate these qualities back to your own experience in fostering team success.

Justify your interest in Sofar Ocean by aligning your personal passion for ocean sustainability with the company’s mission. Discuss how your skill set can propel the team’s goals and shape successful outcomes in the industry.