Sales Manager MBS-CPC-SP LATAM North & C

Basic Function

Define and implement the sales strategy for the assigned region through effective leadership and management of the department. Set the path and organize the necessary approach to accomplish the Sales Budget.  Manage growth opportunities in the region through the use of Salesforce.

Roles & Responsibilities

General
•Regional Sales Strategy:
Define and implementation of the regional sales strategy and yearly plan to accomplish the Sales volume and CM1 assigned by the BU in line with the LATAM commercial strategy. Ensure cross functional alignment, in order to provide the team with the clear direction and objectives.
Example activities:
•    Contribute to the sales strategy by providing input to the corresponding BU.
•    Translate the sales and product family strategies into a yearly sales plan for the assigned region.
•    Align plans according to customer needs and industry trends.
•    Review, consolidate and approve sales plans defined by sales managers & account managers.

•Department management:
Plan, organize and manage the Sales team in terms of staffing as well as processes in order to ensure efficient and effective realization of departmental results within an optimal organizational structure and working climate.
Example activities:
•    Define country regions assignation to sales managers and AM in line with the plan.
•    Define and follow KPI’s for the team (i.e. budgeted sales volume, CM1 and salesforce opportunities
•    Ensure follow-up on departmental budget.

•Relationship management:
Built, maintain and expand a network of internal (e.g. Bu’s, Finance, Supply Chain, HR etc.) and external relationships (Key Accounts, key players, etc.) in order to ensure optimal collaboration with all stakeholders, including BU teams.
Example activities:
•    Represent the regional sales organization inside and outside LYB.
•    Contribute to the transmission of the desired image of LYB towards the customers.
•    Cultivate relationships with customer key decision makers.
•    Engage in events, fairs, seminars, and networking activities.

•Market and business intelligence:
Contribute on the  opportunities identification trough salesforce tool in order to contribute to the growth funnel of the region.
Example activities:
•    Monitor competition activity on the market and ensure appropriate response.
•    Collect figures and insights on industry developments and translate these for own area of expertise.
•    Share relevant customer/market information with product families as input for the formulation of their strategy.

•People management:
Attract, lead, motivate, develop, coach, appraise, and evaluate team members, ensure optimal staffing and stimulate talent (management) in line with HP processes, in order to create an environment where employees are empowered and engaged to achieve their objectives.
Example activities:
•    Empower people and drive accountability within the sales organization.
•    Ensure optimal succession planning, leadership career development.
•    Drive and motivate team with continuous feedback and empowerment.
•    Ensure personal development by identifying training needs.
•    Conduct performance reviews and year-end appraisals.
 

Min. Qualifications

Education
•    University degree in Engineering , Sales, Business Management (or any other relevant field), or equivalent through experience.

Work Experience 
•    5 to 8 years of sales manager experience, including some international and/or strategic accounts.
•    strong industry and people management experience. 

Languages
Proficiency in English.
Any other additional language is considered a plus.
 

Preferred Qualifications

Area of Expertise, Requirements
•    Context:
Leads country regional sales managers and account managers 
Knowledge and expertise used in the job:
•    Knowledge of the market, products (across all product lines), industry trends, financial impact and customer needs.
•    End-to-end process experience with a strong helicopter view.
•    Considerable experience and knowledge in leadership/people management.
•    Problem Solving: 
•    Strategic vision and thinking. Strong analytical skills.
•    Problem solving: Anticipates on potential development opportunities, translates functional strategies into priorities and objectives for own domain of responsibility taking external circumstances. Takes timely decisions in challenging problematic situations.
•    Guidance and Leadership: (Extent of people management (allocation of work, motivation, coaching, development, performance evaluation). Extent to technical leadership, project management, …)
•    Sets SMART targets and KPI’s to measure and motivate team members’ performance.
Develops skills, motivation and talent in the team.
Gives open and honest feedback and stimulates ownership.
•    Excellent interpersonal skills with all levels internally within the sales organization and product families.
•    Leadership: Demonstrated ability to lead, take charge, offer opinions and directions, and get results through others, with the ability to lead effective teams.
•    The incumbent must respect and ensure that the organization respects code of conduct, internal controls and other guidelines including local legislations and other commitments (i.e. QM).
•    Human Relations skills and communication: (Frequency and complexity of information exchange type of interaction with individuals and groups including need to negotiate and influence inside and outside of the organization).
•    Significant interpersonal communication and influencing skills: ability to communicate professionally and influence people at all levels within and outside the organization.
•    Fosters a collaborative working environment.
•    Strong commercial and negotiation skills, “ambassador role.
•    Multicultural mindset (able to adapt oneself to different cultures and practices).
 

Competencies