Director - Growth - Inmarsat - London

Job description
Primary purpose of the role
The primary purpose of this role is to lead the Industry efforts in a number of developmental sectors with regards to satellite communications including, transport and logistics, engineering, procurement, construction and financial services. These areas of business while highly developed are in the early stages of adopting satellite services. An opportunity exists for Inmarsat to extend its footprint within these sectors by understanding key trends and legislation that will drive take up of communications in the years to come. The successful candidate will be responsible for managing key relationships within the industry, driving awareness of the Inmarsat proposition and ensuring that we are well positioned for growth across both L and Ka bands. Perhaps most important will be the ability to spot key trends that will shape these sectors and drive real focus on those areas that represent the best return on our investment.
This individual will conduct vertical market research, segmentation analysis and value chain mapping in order to identify target customers and channel partners who are able to sell successfully into these markets. While research and conclusive analysis is fundamental to this role, the successful candidate will need to produce tangible outcomes that will enable the wider sales team to drive the take-up of Inmarsat services and deliver revenues in this area.
The candidate will identify and assess key market opportunities, set the strategic direction and drive the development of a portfolio in-line with market expectations.

Key responsibilities
Prioritise new growth sectors for Inmarsat and engage organisation to ensure relevant support is available to develop bespoke propositions and commercial offers
Lead market research on new sectors
Exhibit thorough understanding of new sectors’ needs, requirements, challenges and opportunities
Develop and implement go-to-market strategy
Identify / research key initiatives taking place within target regions to drive Sectors’ development
Liaise with market development team on, and contribute to the development of sector’s value proposition
Transfer sector knowledge to Inmarsat training academy and liaise on developing training modules for the new sectors
Build channel partners awareness and knowledge on new sectors
Work closely with channel partners (existing and new) to assess their ability to generate new customers
Look to introduce new ideas and initiatives
Support and steer channel partners sales activities for the new sectors through joint marketing activities, direct sale visits and follow up
Participate in channel drive programmes to identify new partners in areas that are underserved today
Identify / build alliances and relationships with key Industry solution/ content providers
Communicate the value of Inmarsat offerings to target sectors through road shows, customers’ visits, webinars, etc. Analyse effectiveness of sectors marketing efforts and recommend improvements

Desired Skills and Experience
Essential knowledge and skills
Self-motivated strategic marketer with B2B experience gained within the satellite industry
Degree level education or equivalent
Commercially savvy
Strong analytical skills
Excellent communication and interpersonal skills
Good organisational/ project management skills
Accustomed to working in cross-functional teams in an international environment
Working language English

Desirable knowledge and skills
MBA level degree or equivalent
Understanding of telecommunications industry and some familiarity with Inmarsat products and services
Experienced in market research, market and value chain mapping, segmentation, value proposition development and marketing
Detailed knowledge of one or more of the market sectors to be targeted: Aid, First responders
Sales experience and other language skills would be advantageous

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