Area Sales Manager (ISO & CSR)

Job Description

· Accountable for achieving, measuring and monitoring the sales related Business 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 areas 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.

· Accompany 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

· Responsible for sales strategy and strategic sales management within 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.

· Reduces / optimizes internal sales cost in area of responsibility (e.g. personnel cost, travel cost, other expenses of area team; cost-output ratio)

· 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 sales campaigns with relevant stakeholders.

Job Requirement

·       Bachalor’s degree in Business Administration or related field

·       Minimum 10 years of experience in related area, including 5+ years in a managerial role

·       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