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 general 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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