Head of Marlin
CGG · Edinburgh
As part of the Sercel Group, Sercel Concept is a world leading provider of software systems and services.
For over 40 years, our teams have been committed to delivering innovative, client-driven solutions. Our dedication to continuous development ensures that our customers not only have access to, but also help define the latest advances in technology.
In addition to providing solutions to optimise the data quality, operational efficiency, and transparency of offshore and onshore operations in the energy sector, Sercel Concept has a portfolio of innovative software and services for the marine industry, including ports and logistics.
Job Summary
The Business Head for the Marlin product line is a senior commercial and technical leader responsible for the overall performance, growth, and strategic direction of the Marlin portfolio. The role carries full Profit & Loss (P&L) responsibility for the product line and oversees Sales & Business Development, Software Development, Product Management, and Technical Support.
Reporting to the VP Marine Business, this leader ensures strong revenue growth, market competitiveness, operational efficiency, and continuous innovation within the Marlin business.
About the Team
The Marlin Business brings together commercial, product, software development and technical support capabilities to develop and grow innovative software and services for the marine industry.
The team (25-30 people) works closely with customers and internal stakeholders across Sercel Concept, Sercel and Viridien to identify market opportunities, develop solutions and deliver sustainable business growth.
Key Responsibilities
- Strategic Leadership & Business Growth
- Develop and execute the business strategy for the Marlin product, including market positioning, competitive positioning, and growth initiatives.
- Own the P&L, including revenue forecasting, margin improvement, cost management, and business profitability.
- Set annual financial targets, KPIs, and long-term strategic plans aligned with the Marine Business.
- Conduct market analysis to identify new opportunities, customer needs, and emerging technology trends.
- Ensure alignment and collaboration with other business lines across Sercel Concept, Sercel and Viridien.
- Sales & Business Development
- Work with Sales Lead to drive all commercial activities including sales, business development, key account management, and customer acquisition.
- Drive revenue growth, expand market presence, and strengthen customer relationships.
- Oversee pipeline management, pricing strategy, contract negotiations, and sales performance tracking.
- Product Management & Product Strategy
- Own the product roadmap and ensure it supports business strategy and customer value.
- Prioritize features and investments based on market opportunity, ROI, and technical feasibility.
- Ensure strong lifecycle management from product design through release and ongoing enhancements.
- Software Development Leadership
- Provide strategic oversight to software development teams responsible for Marlin technology.
- Ensure timely, reliable delivery of high-quality software releases.
- Promote agile development practices, engineering excellence, and continuous improvement.
- Technical Support & Customer Success
- Oversee technical support operations to deliver fast, effective customer resolution and high customer satisfaction.
- Ensure customer feedback informs product enhancements, bug fixes, and roadmap decisions.
- Strengthen customer retention through high service quality and strong post-sales engagement.
- Financial & Operational Management
- Lead budgeting, resource planning, and cost optimization across all functions.
- Monitor financial performance and implement corrective actions to meet or exceed P&L targets.
- Drive operational efficiency and process improvements across product, software, and service delivery teams.
- Stakeholder Alignment & Reporting
- Provide regular updates to the VP Marine Business, including financial results, commercial performance, product progress, and strategic risks.
- Collaborate with internal stakeholders across Operations, Finance, Marketing, Quality, and HR to ensure business alignment.
- Represent the Marlin product in executive reviews, customer presentations, and industry events.
- People Leadership & Staff Development
- Build and maintain a high-performing, engaged, inclusive and respectful team culture across the Marlin business.
- Ensure all staff complete mandatory corporate training within required timelines, working closely with HR to track compliance and resolve non-completion.
- Identify skill gaps and proactively support staff development through targeted training, mentoring, coaching, and structured development plans.
- Partner with HR and functional managers to implement competency frameworks, succession planning, and annual training plans.
- Promote knowledge sharing, continuous learning, and professional growth across commercial, technical, and product teams.
- Champion a culture of accountability, excellence, and continuous improvement.
Qualifications
Required
- Significant senior experience in a technology, software, marine, industrial or related business environment.
- Business-building capability - proven experience of developing a product, service or technology in new markets and generating sustainable business growth.
- Commercial leadership – demonstrable success in revenue generation, customer acquisition, business development and P&L management.
- Entrepreneurial mindset – comfortable operating with ambiguity and uncertainty, with the drive, resilience and initiative to build a new business.
- Strategic thinking – Able to identify market opportunities, develop business strategy and translate it into clear plans and measurable outcomes.
- Customer focused – Strong understanding of customer needs, market development and relationship building.
- Product/technology understanding – Sufficient technical and software knowledge to lead product development and make commercially informed technology decisions.
- Leadership – Proven ability to lead multidisciplinary commercial, product and technical teams.
- Stakeholder management – Able to influence and collaborate effectively across an established corporate organisation and with senior stakeholders.
- Communication and influence – Excellent communication, presentation, negotiation and relationship-building skills.
- Results driven – Decisive, accountable, adaptable and persistent, with a strong focus on delivering measurable business results.
Preferred
- Degree in Business, Engineering, Computer Science, Marine Technology or a related discipline.
- Previous experience in marine technology, maritime systems, industrial software or similar specialist technology markets.
- Experience taking a new or emerging product from development through commercialisation and market adoption.
- Experience establishing new sales channels, partnerships or distributor networks.
- Experience working in a start-up, scale-up or entrepreneurial environment.
- Experience operating in international/global markets.
- Knowledge of Agile software development and digital product lifecycles.
- Experience of building teams and developing organisational capability for growth.
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