• Report to the Senior France and Benelux Territory Lead, on a diverse and complex problem-set that requires analysis of multiple factors within a defined sales framework. • Bring Defence digital or intelligence experience, a keen knowledge of Defence’s intelligence and/or digital operating model, an active network, business acumen and an understanding of solution selling. • Possess the network to engage with key powerbrokers, influencers and stakeholders and be able to build trusted and enduring relationships across the territory. • Proactively manage your sales pipeline to produce accurate forecasting and, ultimately, new business growth through the adoption of Janes Sales Methodology and Processes. • Work alongside European Business Development colleagues, Customer Success Managers, Product, Marketing and Demand Generation co-workers to create and manage lead-generation and customer outreach action plans within defined segments to identify and deliver new business and growth both near term (12-18 months) and long term (2+ years). • Provide insight to customer decision-making through the articulation of Janes Value Proposition. • Tailor solutions to the client's individual needs. • Travel required within Territory

• Play a pivotal role in driving sustainable occupancy and service growth for specialist residential ABI services. • Develop and strengthen relationships with Integrated Care Boards (ICBs) and NHS partners. • Ensure placements are clinically appropriate, outcomes-focused and aligned to local system priorities. • Work closely with commissioners to understand market requirements for service development. • Assist with the creation of Business Case reports using operational knowledge and market intelligence. • Identify potential contract opportunities and progress as required. • Support the Marketing team in developing key materials that support growth. • Collaborate with the Bidding team to evaluate public sector tenders.

• Manage and deliver the sales budget, measured by orders, for Material Handling systems. • Implement and refine strategies and tactics to achieve budgeted orders and revenue shipments. • Lead the evaluation and pursuit of new market segments through research, outreach, and strategic targeting of customers for existing material handling systems, products, and services. • Be self-directed and proactively identify and engage prospective customers where no relationship exists, securing meetings to develop opportunities that support the sales budget. • Demonstrate a strong understanding of key customers; insight is fundamental to achieving the sales budget. • Use Salesforce, combined with market intelligence and customer insight, to track lead generation, manage opportunity pipelines, schedule sales visits/coverage, and analyze performance metrics. • Develop and communicate a robust target customer list to drive new account acquisition. • Create, update, and execute quarterly business plans for said customer list that reflect an understanding of the product, key market trends, competitive benchmarks, and opportunity progression via Salesforce. • Maintain accurate and complete account data within Salesforce, including opportunities, forecasts, milestone dates, and other information as required by management. • Demonstrate in-depth knowledge of Material Handling Systems, including IMI Bahr (Electric Motion) products, and articulate the value proposition versus key competitors. • Drive customer intimacy to identify opportunities for new product development. • Be directly accountable for new account acquisitions and revenue/market share growth with existing Channel Partners and Key Strategic Accounts. • Deliver results by identifying and creating opportunities, setting goals that drive profitability, tackling challenges head-on, and responding quickly to obstacles to secure a competitive advantage. • Successfully promote IMI Material Handling capabilities and solutions throughout the American market, supported by sales and marketing teams. • Leverage and amplify global successes with the Material Handling and IMI Bahr product portfolio. • Provide timely and complete reports and other information as required by management. • Research and report on competition, competitive issues, products, and markets (e.g., price increases, distributor line card changes). • Educate and act consistently within the scope and principles of the IMI Way. • Travel is required; overnight stays will be necessary. Position is home-office based. Perform other duties as assigned.

• Drive client acquisition for Adlook SMART DSP: • Take the lead in bringing new clients to our innovative platform, Adlook SMART DSP (Self or Assisted Service Platform) • Take an entrepreneurial approach to winning new business across the US • Be the first to open Adlook's SMART sector: Act as an individual contributor, collaborating with different teams to establish and grow this new area of our business • Own relationships with various stakeholders at agencies and brands; • Drive cross functional projects to deliver against client expectations; • Evangelize Adlook’s values and USPs within the regional team and clients; • Leading RFI processes to win over new business opportunities; • Implement cross selling tactics to drive our platform adoption across the region