Overview
Manage and develop the Southern European Sales team and sales plan to protect, improve and grow the customer base, maintain and increase market share and increase the profitability of the additive business in the Southern European region.
This role can be based in our Paris (Suresnes) office or our UK (Bracknell) office. Please note that the role would be office based as we do not operate a hybrid working.
Responsibilities
Monitor and oversee the implementation and coordination of strategic sales plans for meeting the goals established in the EMEAI regional strategic marketing plans.
Effectively collaborate across the Marketing and CTS groups to proactively identify end user needs ahead of our customer and competitors and to identify, investigate, recommend and prioritize sales opportunities including distributor initiatives.
Lead the Southern Europe sales team and ensure that they are utilizing internal sales processes including demand forecasting, opportunity management system, and follow-up on any customer concerns logged into the ReSolv Process.
Coach the Team, guiding them under our Counsellor Sales Person & Account Management Framework; ensuring the Team maintain Account Plans, build strong relationships, conduct insightful discovery, identify opportunities and develop differentiated winning paths
Assist in developing and maintaining senior management contacts at key accounts in the territory/region to ensure that Afton is meeting the customer needs and is providing quality solutions.
Establish, communicate and drive delivery of stretching targets for the Southern Europe region, ensuring appropriate strategies are defined and constantly review performance against critical success factors to ensure delivery of promises.
Assist in developing and deploying Europe sales strategy and develop the Southern Europe region performance over the LRP period.
Implement and manage a T&E budget consistent with meeting the territory/regional sales plan.
In collaboration with Marketing and CTS management ensure that the sales team is generating and communicating key insights (customer, market, product) and is an active participant in the New Product Development Process.
Facilitate and orchestrate new product introductions to the market in assigned territory/region.
Ensure that staff members are provided with appropriate training as part of their career development plans and are provided with ongoing performance reviews by conducting field coaching trips and annual performance reviews. Interview, select and train new employees and provide motivational support to all staff members.
Qualifications
BS degree in Marketing, Business or Technical/Science field
Demonstrated leadership skills, business acumen, and strong commercial acumen.
Skills
- Able to develop and implement strategic and tactical plans to achieve business goals
- Demonstrate a broad knowledge of business goals and objectives and additive industry market environment and trends
- Able to effectively exercise a broad span of control over multiple countries/customers, Account Managers and a broad product portfolio
- Able to organize complex activities with regard to people, projects and goals
- Able to conceptualize the "big picture", develop and communicate a vision and mission
- Demonstrate consistent accuracy and effectiveness in judgment and the decision making process
- Demonstrate a leadership style that creates a productive work environment
- Able to demonstrate effective interpersonal skills in the areas of facilitation, negotiation, influencing, coaching and counseling
- Able to travel as required (up to 50% of time)
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