Responsibilities
- Accountable for achieving, measuring and monitoring the sales related BS-targets and KPIs within area of responsibility.
- Responsible for operative sales management within area of responsibility (team, country or cluster of countries).
- Responsible for sales pipeline management in the respective area of responsibility. Addresses pipeline gaps and initiates countermeasures.
- Steers, coaches, trains and motivates frontline sales staff in their daily work, helps sellers identify and address performance gaps.
- Accompanies sales executives in customer visits (if required/demanded).
- Monitors and adjusts sales focus lists of field sales (sales strategy for territory of field sales).
- Sets yearly sales targets and defines sales plans and KPIs with Field / Inside sales executives according to agreed SLAs** and TR Guidelines.
- Responsible for sales strategy and strategic sales management within area.
- Responsible for setting individual sales targets within sales team and for steering the team towards targets (cascaded down from regional to area / team-level to individual level).
- Identifies bottom up sales opportunities and implements into area sales planning.
- For cross-BS collaboration: Responsible for steering Field / Inside Sales employees from different BSs; responsible for target setting with regard to cross-BS collaborations in his area of responsibility (i.e. for the area for which her / his sales organization has taken-over disciplinary and technical management from other BS).
- Accountable for implementing governance compliant (global) processes, policies, tools, concepts and projects in the respective area.
- Responsible for developing sales management routines according to TR guidelines.
- Responsible for the operative alignment with the Operations Managers in his / her area in terms of sales target setting and sales target adjustments in certain intervals (e.g. quarterly) if required by business needs (from own and other BS in case of X-BS collaboration).
- Reduces / optimizes internal sales cost in area of responsibility (e.g. personnel cost, travel cost, other expenses of area team; cost-output ratio).
- Supports in the cash collection of unpaid / overdue invoices for the customers for which his/her team is responsible.
- Aligns with Regional Sales Manager on how to optimally structure field sales, inside sales and sales support in the area of responsibility (i.e. team / country / cluster) in order to leverage synergies.
- Supports in organizing and tracking of sales campaigns with relevant stakeholders.
- [Depending on span of control: operative sales task possible].
- Fosters cross-BS / cross area collaboration, communication and best practice sharing to support cross-BS customer development.
- Drives Corporate and BS KAM (Key Account Management) and -Tender activities in the area and commits to BS contribution for globally defined sales and qualitative targets.
Qualifications
- Bachelor Degree in Sales and Marketing or relevant qualification in a technical discipline. E.g. Engineering
- At least 3 years sales experience in a Technical Environment, preferably from the Testing, Inspection and Certification (TIC) Industry
- At least 2 years of leadership experience as Manager for a medium-sized team of employees or multiple small teams
- At least 2 years of experience working in/ with intercultural teams
- User knowledge in MS Office, Salesforce.com, SAP CRM
- Expert in negotiation and consultative selling
- Expert in sales planning, pipeline management and opportunity qualification
- Expert in analysing information, problem-solving and decision taking
- Awareness in interpreting profit & loss reports
Applications must be done via the Company Careers Portal Link.
- Should you not receive feedback within 14 days, kindly consider your application unsuccessful.
