Sales Director

Mission: Deliver the division sales and Gross Margins. Define and deploy the commercial strategy. Manage and animate the sales department. Deploy the selling machine methodology, process & tools

Responsibilities: Define & recommend the commercial strategy • Recommend the distribution strategy to achieve our sales

target on every Product Line. • Set up a strong business “acquisition plan”: identify

opportunities & levers. Follow up of the negotiations • Ensure the sales budget is supported by robust Customer

Development Plan (CDP) for each strategic customer in which we want to grow faster...

• Revise & set up on a yearly basis multi specialist terms & conditions which should support our multi specialist strategy.

Manage the sales force • Provide and control budget plan to be realised by each Key

Account Manager (KAM) and Sales Representative. • Define twice a year sales force visit frequency & visit planning

recommendation of each sale representatives • Ensure the right geographic and spend coverage of the

market by Sales team and correct use of our CRM • Analyse & follow, per sale people, results of Corrective Action

Plans (CAP) /Business Opportunities (BOP) • Set up on a quarterly basis sales force review • Coach the sales team, for example through specific joint visits • Motivate the team by recognition of the best performers.

Manage the customer’s performance • Analyse Top customers monthly sales performance.

Validation of the customers symptoms, provide the customer pathologies & validate CAP/BOP

• Define sales plan for each product launch • Define stock management if needed

Organize the sales department: • Ensure sales routines calendar implemented with right

contents to increase our global sales efficiency. • Revise each year the sales force seizing & sales areas • Revise each year the specialisation needs (channels or

products) & KAM positions.

Professional Skills: • Negotiation • Presentation to the

customer • Commercial

Correspondence • Legal and Terms &

Conditions Awareness • Business Case • Customer Development

Plan • Product Marketing

Transversal Skills: • Results Orientation • Agility • Adaptability • Communication • Customer Orientation • Problem Solving • Project Management

Other: • Excellent Sales &

Negotiation skills • Strong understanding of

customer and market dynamics & requirements

Languages: Local Language & English

Education: Management / Business School

Professional Experience: 10 years Sales & Marketing experience out of which half “Commercial“, successful career (KAM expertise and/or Sales Force management expertise)