Operating Area Sales Lead
Achieve company objectives (share of segment, orders/margin growth) by analyzing market and trends, deploying and implementing sales strategies.
Functional leadership of the entire OA sales organization in alignment and close collaboration with Regional Management.
Develop market-oriented Sales strategy and drive Sales Excellence programs (sales tactics, sales tools, skills, trainings) to establish an effective and efficient sales organization meeting company sales objectives and priorities.
Hire, train, motivate, coach, advise and develop an effective team of sales managers and sales representatives,
Monitor and manage performance based on KPIs in collaboration with the Regional Managers and Branch Managers.
Development and execution of the OA sales business plan based on an informed assessment of the market, competition and Otis opportunities.
Planning and allocation of manpower (sales coverage) and other resources (e.g. training, tools, sales support) to facilitate accomplishment of objectives.
Create and execute the annual sales plan
Collect, maintain and analyze market data (incl. analyses of losses) and develop actions plans accordingly
Define, establish and ensure proper sales pipeline and FC review cadence on all levels (sales rep, sales manager, regional manager).
Track sales performance, coach and support sales representatives and sales managers.
Manage Pipeline activities proactively, conduct monthly forecast process, work on ongoing improvement of pipeline quality and forecast accuracy.
Manage the sales team including goals setting, performance evaluation, compensation program and employee development.
Meet with potential clients and grow long-lasting relationships that address their needs
Identify knowledge gaps within the team and develop plans for filling them
Manage the month-end and year-end close processes
Develop, communicate, evaluate and track IC scheme and monthly or quarterly sales contests to animate the sales force.
Promote a culture that reflects the organization's values and encourages good performance and rewards productivity
Review and control sales expense prioritizing expenditure according to market conditions and expected results.
Monitor collection of receivables and provide assistance as required on overdue accounts.
Organize a team selling approach as necessary on major projects using appropriate OTIS resources to interface on a timely basis with the different members of the customer’s decision-making team.
Plan personal participation in negotiations with the agreement of and consistent with the experience of the salesperson.
Perform “Selling the Company” activities with selected key customers and prospects.
Enforce all company procedures governing the selling process. Regularly audit the sales force for compliance and take corrective actions as necessary.
Providing Sales documents in order to sharpen Sales force´s profile towards customers.
Take responsibility in rolling-out corporate sales tools.
Represent local sales entity in international Sales meetings.
Ideally a minimum of 8 years of experience in progressively responsible roles in a Sales-dedicated capacity
Proven track record of delivering against sales targets, hitting profitability goals and demonstrating an ability to grow sales over multiple years
Strong analytical and persuasive presentation skills and the ability to interact effectively with all levels of employees and management
Hands-on mentality, flexibility, resilience personality
Willingness to travel across Switzerland
Fluent in English and in French or German. Knowledge of the other language is an asset
Strong project management capabilities
Experience in selling industrial products and working in a cross matrix organization are considered as a plus
Disclaimer - The above is not an exhaustive list of duties. Additional responsibilities may be assigned.
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Antonio Magalhaes
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