Job Description

• ■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.

* “Area" here: area of responsibility - may consist of several countries / geographies acc. to TR nomenclature (e.g. Area Sales Manager “BF X / BS X / cluster XYZ”).
** "SLAs" here means bidirectional agreements between Sales and Business on collaboration and delivery, e.g. on capacity, volumes, prices.

Experience & Further Qualifications

• ■Languages: Fluent in English (B2 Upper intermediate), further language welcome but not required.
• ■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.
• ■Professional: 3-5 years of professional experience in related area.
• ■Leadership: At least 2 years of leadership experience as Manager for a medium-sized team of employees or multiple small Teams.
• ■Intercultural: At least 2 years of experience working in/ with intercultural Teams.