About this position What you´ll do
- Drives sub-regional / local execution of SBU / Segment / BU sales strategies to achieve agreed P&L target
- Defines and steers sub-regional / local sales plans, sales structures, key customers, channel concepts and new business
- Defines 3-5 years strategic customer portfolio planning based on the country strategy
- Conceptualizes and executes programs and activities that drive the market and expand customer base and volume (incl. cross-SU activities)
- Leads and coaches sales team (incl. hiring, talent development, training, retention)
- Identifies new market segments and target customers
- Improves the sales at key accounts and project pipeline to develop business
- Develops top to top relationships with key regional customers / ID partners
- Provides regular input into rolling forecast, annual business plan (KP) and long-term strategic plan (TP)
- Provides input on required sub-regional resources (people, etc.) to ensure target achievement; delivers KP OSG and PX% in sub region
- Works with Product Line Management, Manufacturing and SC to optimize cost structures (e.g. Manufacturing Footprint Optimization, L16, etc)
- Optimizes the Go to Market model continuously for the most efficient use of resources
- Defines and implements sales teams' routines (customers visit frequency, planning of customers meeting objectives, following up on execution plans)
- Defines and drives implementation of T&E guidelines for the sales team
- Drives pricing strategy execution in collaboration with pricing team, marketing and finance
- Defines Trade Spending (L6) with the support of the RGM/pricing team
- Regularly reviews progress against targets and develops plans to address deviations
