SALES & BUSINESS DEVELOPMENT MANAGER
Location: Maribor, Slovenia
Company: Dovecher d.o.o.
Position: Sales & Business Development Manager
Employment: Full-time
About Dovecher
Dovecher develops professional software solutions for the broadcast and media industry.
Our solutions cover key areas of modern television and media operations, including playout, live production, newsroom workflows, reporting and media management.
We work with broadcasters and media organizations and are looking to expand our presence in Slovenia and international markets.
We are looking for a Sales & Business Development Manager who will take an active role in developing new business opportunities and building long-term relationships with customers and partners.
Main objective
The primary objective of the position is to generate new business for Dovecher and build a sustainable sales pipeline.
This is not primarily an administrative sales position.
We are looking for someone who will actively identify potential customers, establish relationships with decision-makers, understand their business needs and lead opportunities from initial contact through presentation, proposal, negotiation and contract.
Key responsibilities
The Sales & Business Development Manager will be responsible for:
identifying and approaching potential customers;
developing new business opportunities in Slovenia and other European markets;
establishing relationships with broadcasters, media companies, production companies and other potential customers;
identifying relevant decision-makers within target organizations;
organizing customer meetings, presentations and product demonstrations;
presenting Dovecher products and solutions;
understanding customer requirements and coordinating with Dovecher’s technical team;
preparing commercial proposals in cooperation with company management;
managing opportunities from initial contact to contract;
maintaining an accurate sales pipeline and CRM database;
following up on proposals and active opportunities;
monitoring relevant tenders and procurement opportunities;
developing relationships with existing customers;
identifying potential distributors, system integrators and strategic partners;
representing Dovecher at exhibitions, conferences and industry events;
monitoring competitors and market developments;
providing regular sales and market reports to company management.
Target markets
Initial focus will be on:
Slovenia
followed by business development opportunities in:
Croatia, Austria, Italy, the Western Balkans and other European markets.
Market priorities may evolve depending on identified opportunities.
Ideal candidate
We are looking for a commercially driven and independent person with experience in B2B sales.
Experience in one or more of the following industries is particularly valuable:
enterprise software;
broadcast and media technology;
IT solutions;
telecommunications;
system integration;
professional video/audio technology.
Previous broadcast experience is an advantage, but it is not mandatory.
The ability to develop relationships and sell complex B2B technology solutions is more important.
Required skills
The ideal candidate should have:
previous B2B sales or business development experience;
excellent communication and presentation skills;
ability to communicate with senior management and technical decision-makers;
strong negotiation skills;
ability to work independently;
structured approach to sales and pipeline management;
willingness to learn broadcast technology and Dovecher products;
willingness to travel;
fluent Slovenian;
very good spoken and written English.
Knowledge of additional regional or European languages is an advantage.
First 90 days
First 30 days — Product & market
The focus will be on:
learning Dovecher products and solutions;
understanding existing customers and reference projects;
understanding competitors;
defining target customer profiles;
creating an initial target account database.
Days 30–60 — Market engagement
The candidate should begin:
actively contacting potential customers;
organizing introductory meetings;
presenting Dovecher solutions;
identifying customer needs;
building relationships with relevant decision-makers;
entering and maintaining opportunities in CRM.
Days 60–90 — Pipeline development
By the end of the first 90 days, the candidate should establish a measurable sales pipeline containing:
qualified opportunities;
identified decision-makers;
estimated project values;
customer requirements;
next actions;
expected decision dates.
Performance indicators
During the initial period, performance will be evaluated through a combination of sales activity and business results.
Indicative monthly targets after the initial onboarding period:
20–30 new qualified contacts
8–12 customer meetings or qualified sales conversations
3–5 new qualified sales opportunities
minimum 2 product presentations or demonstrations
continuous development and maintenance of the sales pipeline
Quarterly performance will additionally be evaluated based on:
total qualified pipeline value;
number and value of commercial proposals;
progression of opportunities through the sales process;
new customer acquisition;
signed contracts and generated revenue.
As the sales pipeline matures, greater emphasis will be placed on revenue, gross margin and signed contracts.
Reporting
The Sales & Business Development Manager will provide:
Weekly:
A short overview of activities, important customer contacts, opportunities and next actions.
Monthly:
A structured sales pipeline review including opportunity value, probability, expected closing date and next step.
The objective is to maintain complete visibility of:
Customer → Opportunity → Value → Stage → Next Action → Expected Closing Date
Compensation
The compensation package will consist of:
Fixed salary + performance-based variable compensation
The variable component will be linked to measurable sales results and may include:
new customer acquisition;
signed contracts;
collected revenue and/or gross margin;
achievement and overachievement of annual sales targets.
Exceptional sales performance should result in correspondingly higher compensation.
What Dovecher offers
opportunity to develop international B2B sales;
professional office in Maribor;
direct cooperation with company management and the development team;
technically advanced products for the professional broadcast market;
significant independence in developing new markets;
participation in international customer meetings, exhibitions and conferences;
performance-based compensation with significant upside potential;
opportunity to build and eventually lead a broader international sales operation.
The person we are looking for
Above all, we are looking for someone who is proactive.
Someone who does not wait for leads to arrive, but identifies opportunities and creates them.
The right candidate should be comfortable opening doors, meeting new people, understanding complex customer requirements and developing relationships over months when necessary.
Our objective is not simply to hire a salesperson.
We want to find someone who can help build Dovecher’s international sales operation from Maribor.