At TK AIRPORT SOLUTIONS, our goal is to improve every airport’s efficiency and every traveler’s experience.
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This includes enhancing mobility for a growing number of passengers. That’s why 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
Delived and maintain
143 state-of-the-art passenger boarding bridges
at Istanbul’s new mega-airport
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
Ensure the annual order intake target is met by region (Europe, Africa and Latin America) and by product line as defined by the company.
Define and deploy the regional commercial plan (pipeline, priorities, target accounts, product/segment strategy).
Oversee the full sales cycle: prospecting, qualification, proposal, negotiation, award and handover to project teams, ensuring alignment with internal policies.
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
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.
Maintain pipeline quality in the CRM: consistency of stages, probabilities, estimated close dates, values and assumptions.
Identify deviations against plan (gap analysis) and activate mitigation plans (opportunity prioritisation, resource allocation, key account actions).
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
Take full responsibility for managing direct reports, including typical leadership responsibilities:
Setting individual objectives and monitoring performance (KPIs, coaching, continuous feedback).
Work organisation: priorities, territorial coverage, account allocation, cross-country coordination and transversal support.
Capability development: training, joint client visits, improvement of negotiation and account management skills.
Resource management and wellbeing: travel planning, workload management, coordination with HR for structural needs.
Participation in recruitment, onboarding, performance reviews and, where applicable, disciplinary decisions in accordance with internal policy.
Governance & Authorisation of Operations Above Approval Limits
Review and authorise operations (proposals/bids/contracts) within defined approval limits, and escape those above the company's established thresholds.
Ensure compliance with internal policies regarding: minimum margins, commercial terms, discounts, Incoterms, contractual risks, warranties, penalties, etc.
Ensure required internal validations are completed (legal, finance, compliance, risk, insurance, credit).
Chair or participate in internal approval committees (e.g. bid/no-bid, tender board, pricing committee), providing commercial recommendations and risk analysis.
QUALIFICATIONS
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 required: Methodical and structured thinker, highly organised, with a strong planning discipline and a proactive eye for new business opportunities. xcskxlj
BENEFITS
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
TKE is a company with an open, transparent culture that focuses on the people who make it up. At TKE you will receive frequent feedback, continuous training and space to contribute your ideas.
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