We are recruiting a Head of Sales Ibérica to manage, lead and develop the sales activities in Spain and Portugal.

Success in this role means:

• Establishment & maintenance of a sustainable leads, opportunities and projects pipeline to achieve the business plan; Order intake, sales revenue & EBIT
• Development & maintenance of the existing & future key account businesses.

Main Responsibilities

Sales activities

• Development and execution of the sales strategy
• In conjunction with the company’s overall sales strategy, design of a country sales plan with specific target accounts and sales objectives.
• Develop and maintain the relation with customers and Key Accounts
• Coordinate the development of concept studies and technical solutions on customer requests
• Manage the preparation of offer and contractual documents respecting the customer and internal quality requirements
• Lead contract negotiations and attend client meeting

Sales process & reporting

• Ensure that all sales activities are run in accordance with the company methodology and processes

• Review each lead, opportunity and project at least monthly to assess our opportunity to win at an acceptable margin and timeline
• Ensure that the CRM tool is used and maintained to provide the required level of accuracy to be used in the forecasting and resourcing of the business
• Lead the improvement of the sales processes and tools, and implementation of new ones in coordination with the group sales responsible.

Management of the sales organization and resources

• Act upon the company values and follow the company leadership principles

• Drive sales team’s capacity and motivation. Be a motor for success.
• Lead by coaching and delegating to constantly elevate sales department performance and create sustaining positive customer experience.
• Manage the planning and assignment of resources to the different sales activities
• Establish & maintain the sales team personnel and selling activity to address the potential business available.

About You

• Master of Science Engineering or Economy (MBA is a plus)
• At least 10 years of experience in sales of complex turnkey projects
• Experience in sales in automated material handling, industrial automation or electromechanical systems
• Experience in managing the sales activity for large projects with a contract volume above 50 MEUR.
• Management of sales teams working on complex projects with multi-cultural teams
• Understanding of Total Cost of Ownership and Return Of Investment calculations
• Spanish and English mandatory, Catalan is a plus

We Offer

• An appreciative working environment motivated team and an open feedback culture
• Flexible working hours and a generous home office model
• Cooperation across departments in international teams
• Responsibility in a successful international company with a strong focus on culture and values
• A reliable and stable employer based on the philosophy “Focusing on People – Learning and Growing”
• Collaboration in a committed team, individual opportunities to contribute, clear goals and an open feedback culture