Direct Sales Director

Direct Sales Director (m/w/d)

Compressor Systems Region DACH and Eastern Europe

 

Job Summary

The Direct Sales Director Region DACH and Eastern Europe will have the main duties to plan, develop and lead the implementation of our compressor systems’ commercial strategies based on our company targets with the main goals of accelerating growth. The role delivers results through direct leadership and development of the sales organization, product management, customer experience, and cross-functional partnership with operations and external partners. This leader will manage teams that have a direct and indirect impact on our business growth (Sales, Product Management, Applications, and Inside Sales) and will be fully accountable for meeting and exceeding orders and revenue growth targets, growing market share and expanding margins. The person is a key member of the business leadership team and, as such, will be an active participant in strategy meetings, and monthly business reviews. The role is based in Germany. Geographies of responsibility includes Germany, Austria, Switzerland and Eastern Europe.

Responsibilities

• Develop, plan and implement commercial plans and strategies
• Prepare monthly, quarterly, and annual sales forecasts
• Lead international sales team members to achieve sales targets
• Establish and manage sales targets to achieve the annual operating plan in orders, sales, and profitability
• Analyze sales results and trends for proactive actions and counter measures to ensure achievement of objectives. This may include performing market research and analyzing threats and opportunities
• Manage and lead an extensive team of sales, applications, product and customer support
• Negotiate and close agreements with large customers
• Define, monitor and analyze performance metrics and suggest improvements
• Manage a diverse channel network: distributors, OEMs, and strategic accounts
• Develop and evolve channel strategy and optimize channel value, maintaining and developing relationships with our top-tier channel partners
• Train and mentor sales team members to enhance their professional development

 Qualifications

• Strong commercial and business acumen
• Proven work experience as a Sales and Commercial Manager or similar role
• Bachelors Degree, Masters Preferred
• Experience in Customer Relationship Management with channel experience in both direct and indirect sales models
• 10+ years of experience in flow control (liquids) and its related applications
• Hands-on experience in creating reporting and managing budgets and sales forecasts
• Excellent organizational and time-management skills
• Outstanding communication and presentation skills
• Demonstrated interpersonal and leadership skills

Travel & Work Arrangements/Requirements

Qualified candidates must be able and willing to travel 50-75% of their time within the assigned territory.

Key Competencies

• Expert knowledge in all aspects of sales management, including but not limited to: forecasting, goal setting, territory planning, account mapping, prospecting, account management, distribution management and conducting executive briefings
• Strong resilience and an aptitude for crafting strategies to achieve business growth and gain market share in a highly fragmented and competitive market
• Strong ability to strategically analyze data, think and execute on long-term action plans
• Demonstrated experience in the conception, development, and execution of commercial strategies for technical products, ideally, in the pump industry
• Experience managing products through early life cycle development and commercialization
• Must be able to assemble and analyze financial data as well as industry data related to sales, market share, price/volume, market research, etc. Must be able to maximize all market research data and communicate its results and application.
• Highly communicative executive who models transparency both internally and externally, with strong verbal, written and presentation skills.
• Excellent negotiation skills and influence skills