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1 GENERAL DETAILS
Regional Head of Sales Chief Sales Officer, Executive Team SALES SCIA 3
Leading a sales team for a specific region, coaching of junior sales engineers, coaching of agents & sales partners, setting-up and executing a sales & marketing activity plan. Analyzing customer needs, advising customers and answering their questions, in order to achieve the commercial objectives and optimize the relationship with SCIA. Registration of customer needs and proposals, in order to provide correct and timely information for the planning of the SCIA product development. Following up the sales proposals and activities of his team and deliver monthly a precise and up to date sales forecast.
CONTEXT environment
The SCIA sales division is divided in several regions (i.e. Northern Europe, Central Europe, Eastern Europe, etc.). Each regional head of sales has the revenue responsibility for one region. It requires frequent travelling, interactions with clients and with sales partners. It may also impose to be stationed in the region itself, away from headquarters. The product offer being technical (Building Information Modelling), the job demands a combination of technical and entrepreneurial skills, with due respect of the company values relationship driven, commitment, creativity and reliability.
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5 QUANTITATIVE ASPECTS The regional head of sales will be responsible in his region for the sales revenue, for the sales & marketing costs. These figures are worked out together with the executive team as part of the annual business plan. Quarterly the achievements and progress of plan realisation will be discussed with the executive team. 6 LINE MANAGEMENT The regional head of sales will be the direct manager of the regional sales staff (own employees, sales partners). He will organize and chair meetings, work out budgets, hold goal settings and performance appraisals. For the various detailed responsibilities & authorities the SCIA Quality Manual and Quality procedures (ISO 9001) is to be consulted. For HR issues the SCIA employee guideline is outlining the details. 7 MOST IMPORTANT CONTACTS Frequency 1/month 1/quarter 1/week Role inform/report evaluation follow up activites related to sales Purpose monitoring of results marketing & sales activities follow business plan achieve goals, focus sales & info
Educational level & general experience Structural engineer (MSc) Sales & marketing experience (> 3 years) Management experience. Technical knowledge Understanding & being able to discuss with structural engineers, consultants Language skills: german, english Competencies Mastering the sales process (incl. major accounts) Track record in developing business Personality Sales drive, committed, entrepreneurial, relationship driven, inventive, reliable, pro-active
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