Job Description
The Regional Sales Head is a strategic leadership role responsible for driving revenue growth and EBITDA growth and market expansion across the assigned geographical region. This position manages a distributed team of Sales Managers from multiple locations, ensuring alignment with IDIADA's global objectives while delivering sustained business growth and operational excellence.
KEY RESPONSIBILITIES
Account Management
Identify opportunities for account growth and cross-selling in the region
Oversee the team of sales managers & Senior sales managers, ensuring strong relationships with customers and understanding business needs
Support Senior Sales Managers in conducting strategic client meetings and executive-level engagement activities
Ensure consistent account management and best practice sharing across the regional
Sales Planning & Execution
Develop and implement regional strategies to achieve revenue and EBITDA targets
Guide the team in the implementation of the regional commercial strategy
Ensure correct pricing, margin management, and operational efficiency
Pipeline Management & Sales Operations
Lead regional sales planning meetings
Analyze regional sales performance metrics and implement action plans
Ensure CRM discipline and supervise account management activities across the region in line with the defined operating rhythm, ensuring consistent execution of customer engagement, follow-ups, pipeline reviews, and account planning
Cross-Functional Collaboration
Work closely with Product Heads, BU Directors and Regional Sales Managers to align solutions with customer needs
Collaborate with marketing on regional campaigns, events, and lead generation activities
Close contact with Sales Operations to ensure regional EBITDA targets are met
Qualifications
Essential:
6+ years of sales experience in B2B environments, preferably in automotive or technical services
3+ years in leadership roles managing distributed teams
Technical background in automotive engineering or related field
MBA or equivalent advanced business degree
Experience managing large strategic accounts and negotiations in global organizations
Excellent meeting facilitation and leadership skills
SalesForce CRM proficiency and data-driven decision-making capabilities
Fluency in English; additional languages based on regional requirements will be highly value
Availability to travel 50%
Permanent EU or UK work authorization is an absolute requirement for this position
Key Performance Indicators
EBITDA contribution – client revenue and EBITDA achievement of the team
Year to year growth of the team's accounts
Quote win rates in the region
Additional Information
Applus IDIADA is committed to equality, diversity and inclusion. There is a place for everyone.
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