Job Description

• ■Accountable for achieving, measuring & monitoring the sales related BS-targets and 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 (if required)
• ■Monitors & adjusts sales focus lists of field sales
• ■Sets yearly sales targets & defines sales plans and 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 (cascaded down from regional to area/team-level to individual level)
• ■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 with regard to 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 and sales target adjustments in certain intervals if required by business needs
• ■Reduces/optimizes internal sales cost in area of responsibility
• ■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 (team/country/cluster) in order to leverage synergies
• ■Supports in organizing and tracking of sales campaigns with relevant stakeholders
• ■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 and commits to BS contribution for globally defined sales & qualitative targets
• ■Promote and 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/face to face meetings
• ■Responsible to reach the country budget on Sales
• ■Manage customer complaint relevant to sales topic
• ■Planning & scheduling of client visits and 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/within 72 hours
• ■Responsible to prepare all market study , business development presentation
• ■Any other related tasks as requested by Management

Work Experience

Education - Bachelor Degree in Sales and Marketing or relevant qualification in a technical discipline. E.g. Engineering

Work Experience:

• ■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