Job Purpose & Scope
Leads the Controls Europe sales force to deliver the business plan.
Drives the development and implementation of the Controls Europe sales plans in alignment with the Global Controls strategic plan, across Direct, Independent and OEM channels.
Ownership of sales planning, sales strategy and sales activity consistent with Sales Management Disciplines.
Analyzes market opportunities to develop and implement strategies to maximize margins and increase market penetration across Controls Europe.
Develops and maintains senior level relationships with customers and partners in order to maintain connection with local market issues.
Is an ambassador in displaying sales management behavior consistent with Sales Management Disciplines.
Sets standards for sales performance and productivity. Ensures the development of sales personnel through coaching and performance assessment.
Develops and coaches the regions on established business processes, tools, technologies and standards. Provides consistent level of sales management coaching to regional Sales Managers to include : monthly one-on-one(s), pipeline and key opportunity reviews, utilization of Salesforce CRM tool.
Understands deeply the Controls business environment in targeted markets (growth trends, local legislation and competitors).
Sets aggressive goals to ensure the Controls business plan is met. Manages proper staffing and account assignment level relative to regional goals.
Performance manages people as required.
Establishes account development goals consistent with Global Controls and Controls in CE regional strategic direction.
Drives opportunity management leadership for the controls sales organization. Ensures focus on developing Controls business with target accounts.
Consistently seeks to expand the scope of business with key and target accounts.
Manages the sales portfolio to maximize return on assets for the Europe and our shareholders. Drives cash flow through proper payment terms.
Responsible for Controls Europe sales forecast rollup and secured achievement by Region on a period and quarterly basis.
Facilitates the creation of large targeted job(s) teams including sales and operations personnel.
Establishes the Controls plan for sales and sales support staffing levels and takes action to achieve that plan. Ensures adherence to company policies, procedures, and strategic initiatives regarding human resource management.
Establishes and maintains long term customer relationships with strategically important customers to influence opportunities.
Participates as management team representative on selected accounts. Assists in qualifying, assessing and reviewing Target Accounts.
Develops and manages strategically important third party relationships that further business development activity. Builds alliances that support our business proposition and customer business success.
Works closely with operations and marketing teams to monitor and analyze Controls market trends and competitive issues within the business area.
Participates as appropriate in international industry and community activities.
Bachelor's degree in Engineering, Business or Marketing. Master's degree preferred.
Minimum of 10 years of progressive experience and proven sales ability in the sale of technical systems, services, and or products and in a management role with responsibility for the productivity or development of others.
Previous experience managing a sales management organization in multinational companies.
Fluent in English. Appreciated if he can speak German or other European languages.
Experience in matrix organizations.
Demonstrated experience in growth of Business.
50% of the time.