EMEA Tier 2 Sales Manager

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Overview

We are seeking for a Sales Manager that will lead a large team of local experienced outside sales professionals dedicated to Tier 2 customers with the support of area sales managers.
Oversees outside sales activities and ensures short to medium term objectives and goals for teams are met.
Develops outside sales plans in support of the discipline and influences leadership on critical outside sales strategies. Role is linked with frequent traveling across EMEA, of up to 50% of the working time.

Responsibilities

• Defines and communicates the Tier 2 sales strategy at EMEA level;
• Defines the pipeline of Tier 2 customers in each country with the support of area business leaders and area sales managers;
• Coaches the Tier 2 sales reps team on the "Challenger" sales methodology;
• Monitors the performance of the sales team through standard KPI's and performance reviews;
• Defines and implement some standard pitches and presentations for the Tier 2 sales reps with the support of the communication and marketing teams;
• Develops the Tier 2 sales reps team implementing "best in class" standards sales tools;
• Acts as the primary contact with the highly visible and/or strategic prospects, develops a professional relationship with the purpose of understanding and meeting the customer needs and within the bounds of contracted scope;
• Leads business development activities for strategic prospects to support the business strategy defined by executive leadership;
• Identifies bid opportunities, reviews final bid responses with team, negotiates with potential large/complex customers and builds and maintains customer relationships to win projects;
• Contacts potential large/strategic prospects to discuss their needs, and to explain how these needs could be met by specific products and services in order to create new client base and increase sales;
• Guides team to write proposals, presents new business proposals for large/strategic prospects, negotiates value, addresses resistance in order to develop business;
• Participates as the management team representative on prospective target accounts and territories;
• Establishes personal long-term customer relationships with prospective accounts.

Qualifications

• Business school degree or equivalent;
• Track record experience in managing an international sales team with hunter profiles in a B2B environment;
• Strong experience in sales;
• Business Judgement - understanding the market situation, customer segment, sales potential and competition;
• Experience in a business such as Refrigeration including service and solutions to distribution companies;
• Strong leadership with the capacity to navigate in a matrixial environment;
• Drives change by leading with example, demanding results and create a winning culture;
• Pro-actively takes actions to improve local performance and share best-practices;
• Capacity to build best teams - creating a productive, positive and inspiring environment;
• Management with respect, creating an inclusive environment;
• Coaching.

Skills

• Strategic thinking: capacity to define a vision and strategy;
• Proven sales skills using a methodology such as challenger;
• Strong communication and leadership skills;
• Persistent, focused on targets/results, flexible, working independently and in teams;
• High degree of initiative and resilience;
• English language - advanced.

System Knowledge

• MS Office;
• Salesforce.

KPI's

• Sales revenue;
• Integrated gross margin.