SLS.SALES MANAGEMENT - MANAGER

Gère une organisation commerciale et est en charge de l’activité et des opérations commerciales pour un segment de l’entreprise de moyenne à grande taille (c.-à-d. territoire, gamme de produits, segment de marché). Obtient des résultats en exécutant la stratégie par l’intermédiaire de son personnel pour obtenir de la valeur pour les clients.

Manages a sales organization and responsible for sales activity and operations for a medium to large business segment (i.e. territory, product line, market segment). Achieves results by executing the strategy through their people to achieve customer value.

primary location is Quimper, France. Secondary is Rumst, Belgium.

Responsibilities

Oversees that the salesforce is working safely and that the Atmus Culture of Safety is present and strong within the sales force.

Consistently delivers profitable growth by working with and through the entire sales force to provide customers with valued Atmus solutions.

Sets and achieves sales goals associated with revenue and profit targets. Drives sales by planning, controlling, and directing activities of the sales force. Collaborates with HR to recruit and hire as appropriate.

Sets/Implements the strategic approach to sales for a medium to large business segment. Approves development and implementation of sales objectives, strategies, and promotional programs; manages territory and resource allocation. Holds direct and dotted line teams accountable for execution.

Sets/Implements the strategic approach to identify and pursue growth opportunities for a medium to large business segment. Holds direct and dotted line teams accountable for execution.

Coaches, develops, and motivates sales staff. For direct reports, sets goals for their training and development, performance, and career planning. Monitors, coaches and manages performance on a regular basis. Delegates work assignments considering employee skills and development needs; provides guidance and direction on problems and issues.

Engages with leadership as well as direct and dotted line teams to support and manage change. Identifies function/department issues and opportunities to support continuous process improvement. Manages development of methods, processes, and procedures to resolve issues.

Drives utilization of Atmus tools and processes, for example the Atmus Sales Process, Customer Relationship Management (CRM).

Provides accurate reporting and forecasting of sales demand to the entity leadership team and to regional and/or global sales leadership, for example through Strategic Business Reviews, using Atmus tools and processes (e.g., Atmus Sales Process, CRM systems).

Builds and maintains outstanding relationships with key customer and business leaders by maintaining quarterly face-to-face contact with key customer management.

Develops and manages sales (revenue and prime margin metrics at a minimum), financial controls, and risk, ensuring operations are executed efficiently and within established budgets.

Represents emerging customer needs, preferences, and market trends to New Product Development.

Assures good communication and coordination across the sales function to attain goals of the sales strategy and culture, management of customers, sales talent management and sales operations.

Manages activity based sales management (ABSM), including establishing activity based sales metrics, coaching sellers in ABSM and driving activity based sales results.

Models and mentors/coaches Atmus leadership behaviors.

Continually evaluates sales force effectiveness and provides input to strategies for improvement, e.g., recruiting/hiring, training, and/or territory and resource reallocation.

EMEA specific needs:

• In conjunction with AM Regional FE leader, the EU On-Highway strategy leader: define area aggressive growth strategies and priorities to propose to EMEA Sr leader

• From defined strategies & priorities here-above, ensure cross functional coordination aiming at an efficient execution of the assigned area and key accounts aggressive growth plans, as well as how to achieve a superior customers’ satisfaction level, especially acting as an internal champion on this critical mindset needs.

• Consistently look for efficiency and productivity gains in order to maximize value creation from Sales function

• Foster an innovative, entrepreneurial and aggressive growth mindset within supervised team, and its stakeholders when needed

Qualifications

Required: University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience.

This position may require licensing for compliance with export controls or sanctions regulations.

Significant level of relevant work experience required. Experience as a sales representative and other sales support function desirable. Experience in strategy, management/budget holding, product, technical roles, and/or CRM systems and tools is beneficial.