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We are recruiting a Head of Sales Ibérica to manage, lead and develop the sales activities in Spain and Portugal. Success in this role means: Establishment & maintenance of a sustainable leads, opportunities and projects pipeline to achieve the business plan; Order intake, sales revenue & EBITDevelopment & maintenance of the existing & future key account businesses.
What you'll be handling:
Sales activities
* Development and execution of the sales strategy
* In conjunction with the company’s overall sales strategy, design of a country sales plan with specific target accounts and sales objectives.
* Develop and maintain the relation with customers and Key Accounts
* Coordinate the development of concept studies and technical solutions on customer requests
* Manage the preparation of offer and contractual documents respecting the customer and internal quality requirements
* Lead contract negotiations and attend client meeting
Sales process & reporting
* Ensure that all sales activities are run in accordance with the company methodology and processes
* Review each lead, opportunity and project at least monthly to assess our opportunity to win at an acceptable margin and timeline
* Ensure that the CRM tool is used and maintained to provide the required level of accuracy to be used in the forecasting and resourcing of the business
* Lead the improvement of the sales processes and tools, and implementation of new ones in coordination with the group sales responsible.
Management of the sales organization and resources
* Act upon the company values and follow the company leadership principles
* Drive sales team’s capacity and motivation. Be a motor for success.
* Lead by coaching and delegating to constantly elevate sales department performance and create sustaining positive customer experience.
* Manage the planning and assignment of resources to the different sales activities
* Establish & maintain the sales team personnel and selling activity to address the potential business available.
What you'll need:
* Master of Science Engineering or Economy (MBA is a plus)
* At least 10 years of experience in sales of complex turnkey projects
* Experience in sales in automated material handling, industrial automation or electromechanical systems
* Experience in managing the sales activity for large projects with a contract volume above 50 MEUR.
* Management of sales teams working on complex projects with multi-cultural teams
* Understanding of Total Cost of Ownership and Return Of Investment calculations
* Spanish and English mandatory, Catalan is a plus
*TGW is an employer that promotes equal opportunities. We invite everybody interested in this job to apply.
Seniority level
* Seniority level
Executive
Employment type
* Employment type
Full-time
Job function
* Job function
Sales and Business Development
* Industries
Automation Machinery Manufacturing
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