Sales Manager

Rapiscan Systems is a global leader in security inspection and detection technology, delivering advanced screening and cargo inspection solutions that help safeguard borders, ports, critical infrastructure, military facilities, transportation hubs, and high-threat environments worldwide. Our innovative product portfolio includes cargo and vehicle inspection systems, X-ray screening solutions, radiation detection technologies, and integrated security platforms designed to detect threats, contraband, weapons, explosives, narcotics, and other prohibited materials.

Trusted by governments, customs agencies, law enforcement organizations, and commercial operators around the world, Rapiscan Systems combines cutting-edge technology with industry expertise to enhance security, facilitate legitimate trade, and support national security objectives.

The Opportunity

We are seeking a commercially driven and strategically minded Sales Manager - International to lead business growth across the different regions.

This is not a people management position. The Sales Manager designation reflects the strategic importance, regional ownership, and senior commercial responsibility associated with the role. The successful candidate will serve as the senior sales lead, owning customer relationships, sales strategy, key pursuits, market development initiatives, and revenue growth across the region.

The role requires a highly autonomous sales professional capable of operating at both strategic and tactical levels, engaging with government stakeholders, customs authorities, border agencies, defence organizations, system integrators, and commercial partners to secure complex, high-value capital equipment opportunities.

Key Responsibilities

Sales Leadership

• Own and execute the European sales strategy for Rapiscan's cargo and inspection solutions.
• Develop and maintain comprehensive territory growth plans aligned with corporate objectives.
• Identify, qualify, pursue, and close new business opportunities across the regions.
• Expand existing customer relationships while increasing market penetration within established accounts.
• Meet or exceed regional revenue, pipeline, and order intake objectives.

Strategic Business Development

• Develop a deep understanding of regional security challenges, procurement drivers, government funding initiatives, and emerging market opportunities.
• Analyse market trends, competitive activity, and customer requirements to influence commercial strategy.
• Identify new routes to market and establish strategic partnerships where appropriate.
• Create and present business cases, sales strategies, forecasts, and market intelligence reports to executive leadership.

Customer & Stakeholder Engagement

• Build trusted relationships with senior decisionmakers across customs agencies, border protection authorities, ports, airports, defence organisations, law enforcement agencies, and government ministries.
• Act as the primary commercial lead for key accounts.
• Represent Rapiscan at trade exhibitions, conferences, industry forums, and customer demonstrations.
• Deliver professional presentations to executive, technical, and operational audiences.

Opportunity & Bid Management

• Lead all aspects of the sales cycle from prospect identification through contract award.
• Coordinate internal resources to support proposals, pricing strategies, demonstrations, site visits, and tender responses.
• Support complex bid opportunities and major strategic pursuits within the region.
• Maintain accurate sales forecasting, pipeline management, and reporting activities.

Cross-Functional Collaboration

• Work closely with product management, engineering, Programme management, service operations, finance, contracts, and senior leadership teams to ensure successful pursuit and delivery of business opportunities.
• Support the smooth transition of awarded projects from sales through implementation and customer acceptance.
• Champion customer satisfaction and long-term account development.

Candidate Profile

Experience

• Proven success selling complex capital equipment, technology solutions, or high-value systems into government, defence, security, transportation, infrastructure, or related sectors.
• Experience managing large territories and developing strategic sales plans.
• Demonstrated success winning competitive tender opportunities and managing long sales cycles.
• Experience working with government agencies, customs authorities, defence organisations, or security-related customers is highly desirable.
• Background in the forces, security screening, inspection, defence, border protection, aviation, transportation, or homeland security sectors is advantageous.

Skills & Competencies

• Strategic thinker with strong commercial and business development acumen.
• Exceptional relationship-building and stakeholder management skills.
• Strong presentation and communication skills, both formal and conversational.
• Ability to influence senior decision-makers across public and private sectors.
• Comfortable operating independently while collaborating effectively across a global organisation.
• Strong analytical, planning, forecasting, and negotiation capabilities.
• Self-motivated, proactive, and results-oriented with a high degree of accountability.
• Capable of managing multiple opportunities and priorities in a dynamic international environment.
• Willingness and ability to travel extensively and internationally as required.