Mission
Responsible for sector market sales development and customer needs analysis with the aim to support Sector Leader in the definition of sector business strategy and contribute to identify the technical product development.
Manage the deployments of sector strategies coordinating sales activities in different regions for the development of a specific market, in line with Sector
Main Responsibilities
SALES INTELLIGENCE
- Provide a depth understanding of the target market trends and future developments in order to offer a competitor/market intelligence and identify the areas of improvement
- Identify and propose new opportunities as new geographical markets for the specific sector, or new applications o new key accounts in order to guarantee a commercial development
SALES PLANNING
- Manage the planning and coordination of global sales activities and supervise the achievement of results (revenues and market share) collaborating with Sales Development (By Area) and Local Sales
- Ensure the achievement of sales targets for the sector/account with a structured follow up process across Regions and Countries.
SALES PROCESSES & TOOLS
- Provide a gap analysis about global sales processes in order to identify improvements opportunities
- Collaborates with Legal, Sales Development (By Area) & Local Sales to creates a coordinated sales approach through the definition of a sales model (e.g. frame agreements, …) and of a platform for the documentation management that contain all local needs
- Ensure know-how/best practices sharing and cross-collaboration between regions through the definition of a add value commercial approaches, also collaborating with Sales Engineers
- Support Local Sales to define appropriate technical and financial aspects of offers, including prices and trading conditions, also collaborating with sales engineers
- Analyze, in collaboration with Product Marketing, technical requirements related sales area in order to propose new tools to enhance sales processes and improve market intelligence
- Monitors the compliance of the Local Sales Teams with required standards for maintaining data in the sales tools.
GO TO MARKET
- Provide a depth understanding of products and applications for the specific sector becoming the commercial reference for the sales teams and for its specific applications
- Manage, in collaboration with Sales Development (By Area) and Local Sales, the development of sales strategies for the key accounts participating during the technical proposal towards the customer and selecting the best technical solutions that the customer need and also defining the feasibility of some requests
- Identify and propose new product development, reveal in advance the market demands and trends in collaboration with Product Marketing
- Ensure the maximum portfolio is offered according to local market needs and according to the agreed sector approach.
- Guarantee the technical proposal towards the customer, offering a co-engineering in collaboration with R&D (for Tier 1 and Tier 2 projects) and selecting the best technical solutions that the customer need and also defining the feasibility of some requests
MARKETING
- Collaborate with Produtct Marketing to identify communication, promotion and training to customers and executes those activities that require HQ participation
