About this role
Commercial direction
• Develop and implement sales and marketing strategies to reach internal targets (Sales, Margin, NWC, CM) and external principal targets in line with the EMEA segment strategy • Evaluate business growth potential (through market analysis and statistics) • Steer the identification, development and conversion of new opportunities
• Define price and margin policies • Ensure best-in-class customer engagement through optimal usage of the CRM system (Dynamics 365) and the integration of the different IT systems (Outlook, CRM, Team. Advocate the use of the Customer Portal and the e-Lab (if applicable) • Maintain, develop and manage a relationship network with key customers and Principals • Ensure and foster positive business communication and reporting with Principals
• Coordinate and supervise the preparation of local sales materials, exhibitions and promotion programs • Fulfills GPM Role for one or more key principals Business effectiveness
• Steer and ensure the implementation of group/EMEA initiatives regarding the harmonization of business processes and best practices across the relevant local Market Segment
• Analyze and evaluate the effectiveness of sales, costs and results and make adaptations if needed • Draw up budget, monitor performance and take corrective actions • Establish performance goals and KPIs for the sales organizations and monitor performance • Responsibility for all A/R and A/P and Inventories People Management
• Line management of the team including a structured regular sales management review process • Ensure Sales Managers to follow EMEA guidelines regarding Sales Excellence (use of CRM and other tools). • Coach the team and stimulate high quality performance of team members • Identify training needs with the team to ensure Business Unit objectives • Responsible for retention, recruiting, training, rewarding, etc. Sustainability
• Translate the Group’s Sustainability Strategy into concrete job-related action items and contribute actively and timely to the implementation of the sustainability KPIs