Regional Manager, Western Europe

ESSENTIAL JOB DUTIES & RESPONSIBILITIES

  • Annual development of commercial plan for territory including territory map, target accounts, forecast, sales strategies and tactics and resource requirements.
  • Development of key account plan including share of business, competitive position, key stakeholders and strategy to increase share.
  • Understanding the generic strengths and vulnerabilities of major competitors and developing sales strategies to respond effectively.
  • Developing profiles of sales roles required and the competencies for each role to maximise performance for the region.
  • Providing input into Annual Operating Plan and participating in Strategic and Operational planning meetings.
  • Conducting win/loss reviews to identify and share best practices.
  • Review regional performance against expectations continuously.
  • Ensure management are provided with realistic forecasts monthly and are kept informed about significant changes in development.
  • Ensure pipeline is filled with opportunities at various stages of sales cycle.
  • Regularly reviewing forecasts, pipeline and sales strategies with individual sales representatives and ensuring that opportunities are pursued in a timely manner.
  • Manage the performance appraisal process bi-annually.
  • Define and manage the monthly and quarterly sales objectives.
  • Provide leadership to the sales team to help them achieve their objectives.
  • Spend time in the field with individual accounts and co-travel with field sales staff.
  • Initiate and coordinate the development of field sales action plans.
  • Conduct frequent one-on-one interviews with the field sales staff to build effective communications, understand development needs and gain knowledge of sales and activity performance.
  • Maintain accurate reporting in line with company requirements.
  • Control expenses to meet budget guidelines.
  • Work closely and effectively with all European departments.
  • Adhere to company policies, procedures and business ethics costs and ensure that they are communicated and adhered to within the team.
  • Coordinate specific objectives of the Plan with other functional departments of the company.
  • Establish target markets and customers in accordance with marketing.
  • Develop and implement a plan for expansion of direct sales into any unexploited territories.
  • Develop a business plan and sales strategy for the market.
  • Responsible for establishing both regional and individual sales objectives in line with the company performance criteria.
  • Other duties as may be reasonably assigned.

EDUCATION & EXPERIENCE REQUIREMENT

Essential:

  • Engineering degree of equivalent.
  • Management experience (preferably in a multinational environment).
  • Sales experience in an industrial sales environment.
  • Consumable 'run-rate' business.
  • Solutions sales/capital equipment.
  • Proven track record of successful European sales management

Desirable:

  • MBA

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