Job Description

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.
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.
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.
An engineering background, Mechanical or Material Technology background would be highly regarded.