Summary
Leads and manages country/regional sales team to ensure top line growth and operating margin expansion. Develops and implements breakthrough sales and channel strategies for the Country/Region to grow market share, revenues, margins, and customer engagement. Personally develops and nurtures customer relationships to expand market share.
Essential Duties and Responsibilities
Driving Sales Growth
- Drives year over year sales growth.
- Responsible for the overall sales development of the business in the region, by supporting the local sales team, with the definition and implementation of individual sales plan.
- Develops strong relationships with key individuals at key accounts and turn relationships into long-term partnerships.
- Joins the local sales representatives during customer visits, as a way to support the business opportunities and to develop the sales force.
- Negotiates long-term contracts with key customers.
- Utilizes value added sales techniques and negotiation skills to grow market share.
- Works cross functionally to develop business and convert opportunities into sales revenue.
- Secures and evaluates all relevant information to process and resolve customer inquiries and complaints.
Cultivating new customers & new applications for the responsible sales segment.
- Works closely with business leadership to develop and execute on new strategic and marketing initiatives.
- Develops customer targets, opportunity lists and drive lead generation.
- Proactively reaches out to potential customers.
- Drives the conversion of “new customer / new application” opportunities to orders and revenues.
Executing on Sales processes (daily/weekly management, CRM, Accounts Receivables management, Pricing, Training, People Management)
- Delivers and exceeds annual sales targets.
- Utilizes CRM tools to drive growth. Responsible for sales funnel opportunity management.
- Establishes KPIs for sales team and region or country. Implements specific plans to close the gap when needed.
- Collaborates with cross functional teams to ensure the best possible customer experience throughout all phases of the sales process.
- Utilizes CRM for all customer communication and follow up.
- Develops and successfully executes pricing plans and pricing campaigns.
- Closes sales, follows up on payments and delivers to Accounts Receivable targets.
- Attracts, develops, retains, and motivates the talent needed to be a world class, high performing team.
- Coaches and manages the local sales team, ensuring competence development and performance management.
- Responsible for the overall sales development of the accounts in the region, by supporting the local sales team, with the definition and implementation of individual sales plan.
- Develops and deploys plans to improve employee engagement and foster a culture of ownership. Implements a rigorous program to gather feedback from employees and work groups to develop improvement plans.
- Ensures a healthy and safe work environment throughout our locations. Ensures adherence to EHS policies and guidelines.
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Ensure adherence to all internal, external, and corporate policies, procedures, and quality standards. Creates and enforces a culture of compliance with all regulations and standards.
Qualifications
- Exceptional leader, able to align, influence and motivate teams to achieve the sales targets.
- Strong business acumen, highly customer oriented, strong sense of urgency. Able to take decision in ambiguity.
- Ability to cultivate effective partnerships.
- Clear understanding of business drivers and how they impact the financial performance of the business. High attention to detail required.
- Solid negotiation skills and knowledge of value-added selling techniques.
- Demonstrated track record driving sales revenue, profitability growth and value creation.
- Strong executive presence, excellent verbal, and written communication skills.
- Proficient computer skills required.
- Language proficiency in multiple languages to cater to a diverse customer base is desired.
- Ability to work in a fast-paced and result oriented environment.
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60% travel required.
Education and/or Work Experience
- Bachelor's degree or equivalent work experience
- Minimum of 8 – 10 years of experience in Sales Management, strong product and application knowledge in the relevant industry.
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An engineering background, Mechanical or Material Technology background would be highly regarded.