Senior Sales Manager & Country Host DACH

The Senior Sales Manager owns and facilitates relationships with strategic customers, leading a team of account managers in DACH region who are focused on building trusted relationships across customers while contributing to long-term and impactful partnerships.

Also, as Country Host for Germany and Switzerland represents International at relevant in country Forums & Influencing events & key customers; ensures strong engagement plans to create best colleague experience and ensures relevant governance is met in association with leadership team.

What I’ll be doing – your accountabilities

• Revenue & Pipeline Management : Leads and supervises the quality, efficiency and effectiveness of sales activities focused around selling strategic products and / or services, developing new accounts and / or expanding existing accounts.
• Manages resources in a cost-effective, innovative manner including assisting sales executives in the effective use of resources and tools.
• Participates in establishing financial goals, objectives and measurements to meet growth targets within the sales specialism.
• Leads the identification of critical market segments through market research and competitor analyses and recommends sales strategies for improvement.
• Oversees the preparation of sales production reports for senior management.
• Ensures continuous feedback from key customers through driving NPS and the analysis of results to ensure positive client relationships and satisfaction.
• Cross-functional collaboration : work closely with marketing, product development, and customer service teams
• Partners with top sales executives in overseeing the implementation of sales plans, goals, strategies and objectives to achieve team goals and revenue objectives plans to create and close product / service opportunities.
• Mentors, coaches, and manages a team of account managers to develop current and future team capabilities and monitor performanceand working with human resources on employee-related issues.
• Leads the implementation of continuous improvement opportunities
• Sales strategy development & execution : To develop a comprehensive account plan focused on expanding our existing customer base, alongside a targeted sales strategy aimed at acquiring new clients selectively and strategically

Country Host

• in-country legal entity board director
• Member of the wider regional LT
• Key contributor to regional strategy & support regional leadership
• Engage with relevant ROM’s on operational issues, risk , governance & compliance
• Represent International at industry events, public meetings and analyst conferences. Including media activity where necessary. Attend conferences and customer / supplier meetings as required
• Collaborative interaction with workers councils / unions where relevant
• For clarity, there is no P&L ownership

Skills required for the job

• Drives & motivates team to deliver targets & goals. With specific focus on growth.
• Insight and business development driven – building the need in the customer through tech trends, industry and customer insight
• Able to explain the benefits of BT’s standard products and repeatable solutions in a compelling way for the customer
• Manages team sales performance and strategic growth of group of accounts through the team.
• Depending on the needs of the individual account – there will be a need to coaching in
• Farming’ capability i.e. the ability to land and expand in a client account to find opportunities based on strong relationship management
• Hunting’ capability i.e. the ability to open new doors in terms of account acquisition or product introduction
• Brings to life the BT strategy & vision and values for the team and BT customers.
• Manages the customer End to End driving customer satisfaction and profitable growth through sales team.
• Leverages relationships with Strategy, Portfolio and Marketing teams to ensure greater knowledge of the BT Brand pull-through and product proposition
• Promotes diversity and creates an inclusive working environment
• German / English language is an essential requirement

Country Host

• Demonstrable leadership skills &team management
• Knowledge of the market in your country / Region
• Passionate about creating a great place to work
• Passionate about delighting customers
• Strategic thinking and vision
• Ability to take people on the journey with you.
• Strong story teller / communicator
• Collaborative leadership style

Connected leaders behaviours

• Customer Champion – Establishes customer needs, uses operational and technical expertise to deliver brilliant experiences.
• Solution focussed achiever – Identifies and implements plans to overcome obstacles and achieve ambitious goals.
• Collaborative partner – Maintains internal and external relationships, collaborating both operationally and technically to deliver business results.
• Commercial Thinker – Uses understanding of internal commercial insight and latest external thinkingto develop, and implement ideas that benefit BT

Experience you would be expected to have

• Track record of successfully growing large accounts in terms of revenue growth, product penetration and customer satisfaction (i.e. NPS or other equivalent measure) and / or evidence of acquiring new customer accounts.
• Extensive and varied global business experience, possibly with an MBA or similar post-graduate qualification.

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