Sales Manager

Vor 7 Tagen

Zurich, Schweiz SAP Vollzeit

**We help the world run better**

**Sales Manager (f/m/d) Consumer Products and Retail**

The primary purpose of the Sales Manager is to attain targeted revenue and profitability goals consistently. They will set the vision & strategy for the sales team. To accomplish these goals, the Sales Manager must develop specific territory plans to ensure growth in all revenue streams, formulate objectives, performance standards & priorities for the Sales team and ensure that selling models facilitate market penetration.

**EXPECTATIONS AND TASKS**
- Lead and manage a selected team to maximize solutions sales, customer and partner satisfaction, and territory management within Consumer Products and Retail industries.
- Set vision and strategy for the sales team; develop specific territory plans to ensure growth in all revenue streams; leverage all deployed Routes to Market in the Target and Territory accounts structure.
- Formulate objectives, performance standards, and priorities for the sales team.
- Leader, role model, and coach to Account Executives and Channel Managers/recruiters/enablers on territory planning, sales approaches, and channel build/development
- Build a network of executive relationships with key customers and partners that can be leveraged
- Accountable for maintaining an accurate, timely, and documented pipeline and forecast of opportunities for his set of territories and providing appropriate updates to SAP executive management
- Build a team of high-performing sales professionals via development, mentoring, and hiring.
- Facilitate individual growth and development of Sales personnel through significant and ongoing performance reviews, developmental coaching, and mentoring.
- Ensure that customer life-cycle information is complete and up to date
- Advise those in the marketing planning and execution role on planning marketing objectives and activities
- Monitor the activities of those in the account and opportunity management role.
- Manage resource mix according to deployed RTM
- Point of escalation for complex sales cycles
- Generate profitable SW and services revenue from designated industries

**WORK EXPERIENCE**
- Experience in running sales operations and managing salespeople is advantageous.
- 5 - 10 years experience in a large, multi-national software/technology organization with an emphasis on sales as well as developing and executing business development plans and programs
- Strong sales track record in the assigned industry space to the Large Enterprise segment
- Extensive sales experience, a collaborative management style and disposition and capability to work in a networked organization with a strong culture of virtual working teams, and evidence of delivering results through building effective relationships across the region
- Familiarity and in-depth knowledge of the software market of the assigned solution in the assigned market units (competition, customers, and partners).
- Proven track record in capturing market share and growing a profitable sales business in the assigned solution area
- Extensive sales experience, a collaborative style, and ability to work in a networked organization with virtual teams.
- Proven track record of capturing and growing customer and market share in a profitable manner.

**EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES**
- MBA / Postgraduate degree will be advantageous
- Excellent communication skills in German and English is a must. French is an asset.
- Strong capabilities in value-based and proactive selling.
- Rigorous execution of sales processes (account planning, pipeline management).
- Motivation & Engagement
- Strong negotiator
- Ability and willingness to travel

**Key Performance Indicators**
- SW Revenue, Net New Names, Customer & Partner Satisfaction, Profitability.

**Key deliverables**
- Accounts segmentation (targeted vs territory accts), Territory and Resource Deployment Strategy, Route to Market mix, Aggregated Pipeline and Forecast.

**Customer Focus**
- Looks for trends that are likely to shape the wants and needs of customers in the future and develops scenarios and strategies that anticipate the future needs of customers.
- Customer-focused teamwork among sales operations resources.
- Partner network and relationships.
- Partner-centric behaviour and focus.

**Developing Others**
- Continually motivates employees to work on improving their skills and competencies.

**Managing Performance**
- Sets measurable and achievable performance expectations for direct reports and team members that align with functional and organizational objectives.
- Focuses own organization on the accomplishment of key objectives.

**Strategic Leadership**
- Leads initiatives to change the structure, system, or talent mix of the organization to more effectively support the business strategy.
- Translates a vision for change into concrete specifics that enable others to get underway implementing it.

**Continuous Learning**
- Facilitates team

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