Operating Area Sales Lead

Otis Switzerland

Otis Switzerland

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Infos sur l'emploi

Objectives of this role

  • 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.

Responsibilities

  • 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.

Profile

  • 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.

Contact

  • Antonio Magalhaes contact avatar
    Antonio Magalhaes
  • Otis Switzerland

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