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.

Geschäftsfeldleiter*in - Immissionsschutz von Industrieanlagen (w/m/d)