Head of Sales, New Business Solution

Our client is an international European MNC that has a strong global presence and a market leader in engineering innovation and digitalization. 

Responsibilities:

Customer relationship management:

• Accountable for developing company position and customer base in the market 
• Drives proactive engagement and solution selling with different customer segments showing value over the lifecycle 
• Ensures development of customer relationships, profitability, customer loyalty and satisfaction. 
• Approves and follows up customer plans for strategic and core 1 in his/her area 
• Selects/appoints team members to manage the strategic / core 1 customer relationships 
• Identifies and builds relationships to key decision makers, potential new targets and influencers 
• Promotes and demonstrates the value of company digital offering 

plan sales, manage pricing and offering: 

• Responsible for Regional and Individual Sales Plans (ISPs) for his/her team
• Participates in market and customer analysis to ensure quality of sales planning
• Participates in pricing and offering management in order to drive market pricing and profitability
• Balance order received growth and profitability by managing discounts
• Responsible for gathering relevant information about competitors and market from the field
• Responsible for identifying opportunities for cross-selling of all company solutions

Manage Sales Funnel :

• Accountable for leading the Sell process including CRM data quality of contacts, customers, influencers, opportunity management, and won and lost reporting
• Accountable for ensuring results within orders, contracts, profitability and market price development
• Sets sales targets according to market potential and FL unit guidelines
• Gives direction and focus on the right customers through proper customer analysis
• Ensures the correct value propositions by his/her team
• Drives sales result from his/her team on short and long term 
• Executes and advises pricing guidelines for his/her area
• Approves tenders and orders above salespersons’ limits
• Utilizes global processes and tools for local benefit

Sales acumen: 

• understands selling cycle, customer’s purchasing strategies, selling, negotiating, reporting and funnel management. 
• Understands business planning and controlling and change management
• Demonstrates service mindset 

Digital assertiveness: 

• comfortable and excited about the opportunities digital solutions

Comfortable with numbers: 

• leads performance by facts and numbers, relies on sales tools and analytics and understands the financial benefit we bring to the customer and is able to
• capture a part of the value through smart pricing approach Customer Relationship Management 

Leadership / People management:

• Leads the sales team (Salespersons, Sales Specialists) to be proactive with customers, to use company solution selling methodology and to communicate the value of company solutions to customers’ own performance
• Coaches the team members to achieve better results through constant one to one dialogues and sharing of best practices
• Manages the performance of the team
• Ensures adequate resources to achieve the short and long term targets Develops the competences of the sales team
• Motivates & inspires the team & individual to high performance 
• Ensures great onboarding experience for new employees in the team 
• Responsible for succession planning for his/ her team 

Requirements:

• Bachelor or Master’s degree in economics, engineering or other relevant field.
• Experience/ understanding of business-to-business sales
• Experience in sales / sales management
• Minimum 8 year experience in people leadership and management
• Basic digital skills and mindset