Overview
THE ROLE PURPOSE OF OUR HEAD OF SALES Lead and coordinate the regional sales team across Europe, Africa and Latin America, ensuring the achievement of annual order intake targets across the company's product portfolio. The role is responsible for commercial planning, management and reporting of the order intake forecast throughout the fiscal year, direction of team activities, and the authorization or escalation of operations that exceed the company's defined approval thresholds.
Key Responsibilities
* Achievement of Order Intake Targets
o Ensure the annual order intake target is met by region (Europe, Africa and Latin America) and by product line as defined by the company.
o Define and deploy the regional commercial plan (pipeline, priorities, target accounts, product/segment strategy).
o Oversee the full sales cycle: prospecting, qualification, proposal, negotiation, award and handover to project teams, ensuring alignment with internal policies.
o Drive growth and market penetration initiatives (cross-sell / up-sell, framework agreements, local partnerships, etc.) in coordination with Project Managers, Engineering, Production and Operations.
* Order Intake Forecast & Reporting
o Prepare, consolidate and report the order intake forecast on a periodic basis (monthly/weekly as per policy), broken down by region, product, client and probability.
o Maintain pipeline quality in the CRM: consistency of stages, probabilities, estimated close dates, values and assumptions.
o Identify deviations against plan (gap analysis) and activate mitigation plans (opportunity prioritisation, resource allocation, key account actions).
o Present executive reports to management covering: actual order intake vs. target, updated forecast, key risks and opportunities, and corrective actions with owners and deadlines.
* People Management
o Take full responsibility for managing direct reports, including typical leadership responsibilities:
o Setting individual objectives and monitoring performance (KPIs, coaching, continuous feedback).
o Work organisation: priorities, territorial coverage, account allocation, cross-country coordination and transversal support.
o Capability development: training, joint client visits, improvement of negotiation and account management skills.
o Resource management and wellbeing: travel planning, workload management, coordination with HR for structural needs.
o Participation in recruitment, onboarding, performance reviews and, where applicable, disciplinary decisions in accordance with internal policy.
* Governance & Authorisation of Operations Above Approval Limits
o Review and authorise operations (proposals/bids/contracts) within defined approval limits, and escalate those above the company's established thresholds.
o Ensure compliance with internal policies regarding: minimum margins, commercial terms, discounts, Incoterms, contractual risks, warranties, penalties, etc.
o Ensure required internal validations are completed (legal, finance, compliance, risk, insurance, credit).
o Chair or participate in internal approval committees (e.g. bid/no-bid, tender board, pricing committee), providing commercial recommendations and risk analysis.
Candidate Profile
* Proven experience leading international commercial teams in complex B2B / project sales environments.
* Demonstrated capability in forecasting and pipeline management.
* Strong competence in contractual negotiation and commercial risk management.
* Availability to travel across the region.
* Languages: Spanish and English required; French, Portuguese or German a strong advantage.
* Soft skills: Methodical and structured thinker, highly organised, with a strong planning discipline and a proactive eye for new business opportunities.
What We Offer
* Hybrid working model
* Secure job and salary – permanent contract in a technically exciting, stable, and sustainable industry and an attractive compensation package
* Social benefits
* Teamwork & safety – an open, transparent, and value-oriented culture
* At TK AIRPORT SOLUTIONS you will receive frequent feedback, continuous training and space to contribute your ideas.
About Us
At TK AIRPORT SOLUTIONS, our goal is to improve every airport’s efficiency and every traveler’s experience. This includes enhancing mobility for a growing number of passengers. We’re proud to be making airports smarter around the world. We:
* Seamlessly move 1.8 billion people through our passenger boarding bridges every year
* Installed more than 5,000 global gate solutions at over 370 airports worldwide
* Manufactured and installed over 5,000 passenger boarding bridges worldwide
* Delivered and maintain 143 state-of-the-art passenger boarding bridges at Istanbul’s new mega-airport
Contact
You can contact us at recursoshumanos.tkas@tkelevator.com
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