Sales Director SME - Region East

Mission:

The Sales Director SME - Region East, within the Business Division, is responsible for achieving the sales targets of his team (and him/herself) and within his/her customer segment, in line with Salt values and objectives.

He/She manages the Direct Sales Force (Key Account Managers & Account Manager) and ensures the availability of appropriate sales skills and sales infrastructure to achieve the above targets.

Key Tasks and Activities:

• Manage and drive the own sales pipeline and deliver the personally assigned sales targets related to the position (acquisition, retention, ARPU)
• Manage and drive the sales pipeline and deliver the team sales targets (acquisition, retention, ARPU)
• Very close and weekly monitoring of actual vs planned sales performance (acquisition, development & retention) and initiate corrective actions if appropriate
• Weekly sales pipeline review with the team to drive the direct sales force team and to support the team with the right strategy to win the customer as well as to support escalations and deal closer
• Ensure reasonable customer satisfaction in function of the customer’s lifetime value
• Establish a strong relational network within the business community, in particular with local partners and associations
• Assume overall people management responsibility for the Direct Sales Force (recruitment support, career planning, organisational development, team spirit, ..)
• review performance targets of the Direct Sales Force within the guidelines of the Business department
• Organise training required to maintain and improve sales skills (product knowledge, sales techniques, ..) in collaboration with the internal and external training providers
• Enforce the cooperation with Marketing, Product, Care and support teams on one side and the direct sales force team on the other side
• Establish and enforce "best practice" approach throughout the entire Direct Sales Force (sales planning & forecasting, contact documentation, sales funnel, ..)
• Assist and coach the Direct Sales Force in dealing with complex and critical customer relations issues
• Provide feedback about needs & expectations of business customers and opportunities for new marketing initiatives to relevant Salt entities (e.g. Business Marketing, Products & Services, indirect channel management, ..)
• Collaborate with Business Marketing to develop attractive promotional activities and ensure smooth and effective implementation by the Direct Sales Force (e.g. mailings, regional fairs, customer training, ..)
• Drive the implementation of appropriate infrastructure (processes, systems, ..) to serve business customers efficiently
• Establish a strong relational network within the Business department and with other Salt entities dealing with business customers

The incumbent is expected to:

• autonomously organise his tasks and those of his team in such a way that reasonable quality expectations are met in line with Salt values and policies.
• use the company reports to communicate results and tools to steer the team.
• report progress and issues during weekly meetings with his supervisor

The Sales Director SME has full decision power in functional and segment domain of responsibility (within budget and in line with strategy and objectives of Business sales department). He is expected to propose improvement suggestions and new opportunities whose implementation however will be subject to prior approval of Business management.

As member of the Business management team, he participates at the decision-making of the Business department.

The incumbent will report to the Chief Business Officer and manages a team of 10-20 people.

Required Skills and Behaviours

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