Head of Sales
2 settimane fa
talent.com
Our client is one of the Energy Multiutilities major players in Italy and a world-leading privately owned distribution grid operator. They aim to deliver a new era of sustainable and reliable smart grids - upgrading grid users' experience through cutting-edge sustainable solutions for the digitalization of electricity distribution networks, accelerating our electric future. We are looking for the Director / Head of Sales who will be working closely with global business leaders to develop plans and programs to achieve sales, revenue, and profit goals that support Client's business objectives in the smart grid sector worldwide.
Main Functions of the Role
- Strategic Functional Leadership - Ensures effective management of customer relationships. Maintains high-level relationships with key customers and stays current on customers' business strategies. Engages with executives at key customer accounts to strengthen existing relationships and/or develop new business with new customers. Frequently engages and collaborates with other senior Client leaders to provide strategic advice and to facilitate meetings with top-level executives at key customers. Facilitates or intervenes as needed in high-level contract negotiations for global and/or strategic key accounts. Stays abreast of global industry trends and customer needs and plans; provides advice and leadership in terms of changes to Client's product sales and pricing strategies. Interfaces regularly with senior leaders to ensure strong integration between the businesses and the commercial/sales organization. Key participant in Client's long-range planning process providing input to the establishment of sales goals and strategies.
- Global Coordination - Supports the scouting, origination, and deal management of commercial partnerships to facilitate the successful implementation of the go-to-market strategy. Coordinates and manages global activities across multiple businesses. Ensures global synthesis of customer input to validate the effectiveness of business strategies. Ensures collaboration among sales, business marketing, applications, and product development groups to ensure sharing of timely and accurate information that is critical to the execution of effective sales strategies.
- Execution of Strategic Plans - Deploys the sales and go-to-market plan, ensuring its effective execution across all relevant markets and regions. Manages the sales and tender processes, including overseeing bidding activities, technical sales, offer arrangement, and tender technical qualification. Monitors customer satisfaction levels and identifies areas for improvement, taking necessary actions to enhance customer experience and strengthen relationships. Works through Regional Sales Directors in the execution of product sales and profit margin strategies, goals, and plans. Oversees the monitoring of sales programs and activities to measure their effectiveness against plans. Assimilates and provides leadership to cross-functional resources as needed to achieve sales and support Client's customers.
- Solution Marketing - Supports the definition of a comprehensive marketing strategy, including positioning and go-to-market plans. Fosters the development and launch of innovative and sustainable solutions that meet customer needs. Evaluates target costs and pricing to ensure competitive offerings while maintaining profitability. Leads the development of commercial offers, including pricing strategies and profitability analysis. Conducts thorough business case evaluations to assess the performance of products and services, providing insights to enhance or phase out specific solutions. Defines a detailed configuration of each Value Proposition for different customer targets.
- Resource & Administrative Management - Provides leadership to the global sales organization, ensuring adherence to Client's ethical standards and compliance with laws and regulations. Guides the Regional Sales Directors to ensure the optimum organizational structure. Ensures adequate staffing levels, development of staff, and management of overall resources. Leads the development of programs to motivate and drive sales goals. Effectively practices Performance-Based Management by coaching and developing employees, direct and matrix reports, and assuring effective alignment with matrix functions. Oversees establishment and monitoring of account budgets, sales forecasts, and pricing strategies.
Location: Milan or Rome
Candidates of both sexes, after reading the obligatory information regarding privacy on the site, are requested to send their CV in Word format, as well as their consent to the processing of personal data pursuant to Legislative Decree no. 196/03. Aut Min N. 13/I/0007145/03.04 April 1, 2008 #942057 - Edoardo Testa
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