Sales Leader Central-Northern Germany - BMS Portfolio (m/f/d)

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Sales Leader Central-Northern Germany - BMS Portfolio (m/f/d)

The Sales Leader is responsible of all Honeywell BMS products and software solutions sales into the partner channel of Central-Northern Germany. Dedicated sales managers directly report to him/her. He/she reports into the BMS Sales Manager DACH, for all brands.

Position Overview

The Sales Leader will lead the transformation with regards to Partner Management / Tiering / Rationalization, development of Demand Generation team and new, larger partner acquisition for profitable growth in Central-Northern Germany.

The Sales Leader will define the growth strategy for the region across all brands and the implementation plan and drives the turnaround for Central-Northern Germany.

The Sales Leader will define and implement required organizational upgrades and optimized sales coverage. He/ She will drive territory and account planning and execution including the development of new market segment opportunities, competitor SWOT and attack plans, potential distributor models where appropriate. All recorded and regularly reviewed in CRM (SF.com NEX).

He/she will be a key enabler to the business transformation by developing understanding and adoption within the organization of Niagara solutions in Central-Northern Germany (with new customers and big projects). In addition, he/she will help the team to retain and develop core SBC customers with potential (only) to move to Niagara and Forge.

He/she will build strong, longtime strategic C-level relationships with partners and end-users which will result in increased larger business opportunities / better mix (hardware, field device, software and services), faster growth, more price revenue and optimized customer buying continuity. It is expected for Sales Leader to be an active team member of large opportunities we pursue in the covered region.

The Sales leader drives a structured MOS and commercial excellence RAIL to ensure AOP goals, NPI revenue, opportunity pipeline management and price revenue / discount management will be achieved. Sales leader will systematize regular and frequent 1:1 reviews with each sales representative about their personal sales KPIs (visits (in volume and ROI), opportunity creation, pipeline management, account plans, etc.). It is expected from the sales leader to provide timely and accurate reports to management on activities and customer status.

Requirements

Degree in Business Management, Engineering or Equivalent Experience. Financial and Business Management aptitude. Technical / Engineering / Software knowledge or education an asset

Entrepreneurial character and ability to work in a multi-matrix, functionally structure global company

Minimum Of 5-10 Years Of Experience Leading Sales Management

Building technologies / building automation / BMS market knowledge, knowledge of solutions, market trends, competitive landscape and their offerings / positioning (experience in covered territory a plus)

B2B selling senior experience. Demonstrable executive solution selling skills and experience. Proven track record over several years with demonstrable success in financially based, complex business solution sales and experience at executive level preferably within Europe. Demonstrated ability to apply advanced consulting and strategic selling processes to successfully develop new customer revenues.

Ability to manage multiple potential skyline top deals at any given time.

Willing to travel often within the region and Europe / US as and when required.

Ability to work independently and as part of a leadership team, to work in diverse cultural and multilingual environments

Excellent interpersonal skills and an ability to interact successfully with all levels of management.

Highest level of professional integrity and honesty as well as personal credibility.

Fluent German and English and any of the language in use in the covered region

Strong Communication and Negotiation skills

Excellent interpersonal skills and an ability to interact successfully with all levels of management.

Highest level of professional integrity and honesty as well as personal credibility.

Additional Information

• JOB ID: req300020
• Category: Sales
• Location: Strahlenbergerstrasse 110-112,Offenbach,HESSEN,63067,Germany
• Exempt
  

Sales (GLOBAL)