Job Description

Accountable for achieving, measuring & monitoring the sales related BS-targets & KPIs within area of responsibility
Responsible for operative sales management within area of responsibility

Responsible for sales pipeline management in the respective area of responsibility
Addresses pipeline gaps & initiates countermeasures
Steers, coaches, trains & motivates frontline sales staff in their daily work, helps sellers identify & address performance gaps
Accompanies sales executives in customer visits
Monitors & adjusts sales focus lists of field sales
Sets yearly sales targets & defines sales plans & KPIs with Field / Inside sales executives according to agreed SLAs & TR Guidelines
Responsible for sales strategy & strategic sales management within area
Responsible for setting individual sales targets within sales team & for steering the team towards targets
Identifies bottom-up sales opportunities & implements into area sales planning.
For cross-BS collaboration: Responsible for steering Field / Inside Sales employees from different BSs; responsible for target setting regarding cross-BS collaborations in his area of responsibility
Accountable for implementing governance compliant (global) processes, policies, tools, concepts & 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 & sales target adjustments in certain intervals (e.g. quarterly) if required by business needs
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 & sales support in the area of responsibility (i.e. team / country / cluster) in order to leverage synergies.
Supports in organizing & tracking of sales campaigns with relevant stakeholders. [Depending on span of control: operative sales task possible]
Fosters cross-BS / cross area collaboration, communication & best practice sharing to support cross-BS customer development.
Drives Corporate & BS Key Account Management & -Tender activities in the area & commits to BS contribution for globally defined sales & qualitative targets
Promote & sell all industrial services portfolio in statutory & non-statutory services rendered in Manufacturing, Mining, Energy & other relevant industry sectors
Preparing Monthly regional sales report, market study, competitors report etc
Monitoring the Salesforce data captured by sales team to secure the accuracy of data
Collaborate with the operations to identify the new service & market
Present TUVR Services portfolio to potential clients through video conference OR face to face meetings
Responsible to reach the country budget on Sales
Manage customer complaint relevant to sales topic
Planning & scheduling of client visits & follow-up meetings with key accounts
Identify cross selling opportunities for the different business lines & allocate to the respective business units
Participate & find opportunities in via tender websites, specific seminars, conference & webinars
Make sure all proposals & tenders to various clients have been submitted before closing date or within 72 hours
Responsible to prepare all market study , business development presentation
Any other related tasks as requested by Management

Experience & Further 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