The Organization
Our client manages and integrates the complexity of international communications, freeing their customers to focus on the strategic initiatives that drive their business. Cloud solutions, transformation in the digital domain and further IT solutions are provided to a variety of global enterprise clients. The company’s extensive experience and knowledge in global ICT solutions, together with their understanding of multinational business and local support in 166 countries and territories, ensure that their customers receive a consistent, global solution wherever they do business.
The Position
People management
- Direct responsibility over a Sales Team
- Ensuring optimum allocation of resources, utilizing appropriate qualification sales tools and processes
- Ensuring individual sales targets are set, in agreement with functional reporting lines
- Together with Finance and Business Ops, ensuring accurate and timely pay-out of Sales commissions as per the Sales Compensation Plan rules, guidelines and processes
Key customer relationship
- Meeting key clients & prospects, assisting Sales and Business Development staff with development. Maintain relationships and contribute to the negotiation and closure of major sales opportunities. Having and building a strong network into the BeNeLux target market and customers
- Monitoring sales cycles from Contract signature to accounts receivable
- Ensuring the successful implementation of the Customer Satisfaction Program and the resolution of associated customer problems identified, particularly from major accounts
- Proactively initiating relevant actions to improve customer satisfaction
- Visiting major customers on a regular and planned basis with the Account Managers, building relationships, marketing capabilities, and identifying / creating / closing sales opportunities
- Providing feedback on identified customer needs for future service / product development
- Liaising with functional management when appropriate
- Ensuring the delivery of the Company Employee Promise through implementation and follow-up of all relevant actions in the areas of employee induction, performance management, internal communications, training and development, work environment, management quality, local policies and career development
- Ensuring the appropriate control of headcount and personnel related expenses
- Ensuring full local compliance with global and regional people management policies
- Establishing and achieving of measurable service goals and milestones
The Candidate
- Having had 5+ years sales management responsibility in previous role, inspiring, coaching, supporting and motivating team members to optimize business success. Displaying a compelling and proven track record as a sales manager
- Having an understanding of the multinational business landscape in the Netherlands with an established contact network within these businesses
- Hands on experience and in depth understanding of how to develop a service business aimed at large accounts and hi-end, multinational
- Proven and compelling experience in setting up a product and services offering and in developing the appropriate benelux market strategies
- Industry Expert, displaying seasoned, strategic and hands-on knowledge of the ICT industry
- As a sales- and customer-centric leader he/she has the ability to generate revenue streams, with a strong understanding of what it takes to conduct business successfully in the marketplace
- Ability to develop and implement sales campaigns across the country, helping his team to achieve and overachieve their revenue goals
- Experience of negotiating complex large value contracts
- Focuses on profit opportunities – able to walk away from a “bad deal”.
- Ability to propose, explain, justify and implement commercial principles to other communities of interest
- A leader, with the ability to develop and motivate people. It includes selecting, giving feedback and providing appropriate rewards
- Ability to attract and retain the talent required to implement and drive forward ambitious plans
- Ability to provide visible and charismatic leadership in order to link the team vision and mission of Orange Business Services
- Proven track-record of being able to manage conflicts within a team
- Ability to carry out constructive performance appraisals including agreement on future expectations. Prepares plans to help team members to achieve goals
- Supports non-performers in a professional manner
- Ability to push self/others to meet challenging deadlines; consistently demonstrates sense of urgency towards achievement of results
- Ability to set and promote superior performance against stretched targets
- Ability to measure and track key business results and processes against set targets and against the competition
- A hunter and passionate individual, with a strong drive
- Constantly demonstrating a sense of urgency and ability to adapt to a changing environment
- Displaying leadership based on expertise and commitment, not on status
- Learning from own mistakes and bounces back after problems
- Working with colleagues internally and externally in a collaborative way for mutual benefit
- Transmitting his/her energy and enthusiasm to others
- Displaying a strong integrity and loyalty
- Good sense of humour
- Fluent in English and Dutch