Head of Sales
hace 17 días
Mieres del Camino
Role Purpose ¿Todo listo para enviar su solicitud? Asegúrese de comprender todas las responsabilidades y tareas asociadas a este puesto antes de continuar. Lead and coordinate the regional sales team across Europe, Africa and Latin America, ensuring the achievement of annual order intake targets across the company's product portfolio. The role is responsible for commercial planning, management and reporting of the order intake forecast throughout the fiscal year, direction of team activities, and the authorization or escalation of operations that exceed the company's defined approval thresholds. Key Responsibilities Achievement of Order Intake Targets Ensure the annual order intake target is met by region (Europe, Africa and Latin America) and by product line as defined by the company. Define and deploy the regional commercial plan (pipeline, priorities, target accounts, product/segment strategy). Oversee the full sales cycle: prospecting, qualification, proposal, negotiation, award and handover to project teams, ensuring alignment with internal policies. Drive growth and market penetration initiatives (cross-sell/up-sell, framework agreements, local partnerships, etc.) in coordination with Project Managers, Engineering, Production and Operations. Order Intake Forecast & Reporting Prepare, consolidate and report the order intake forecast on a periodic basis (monthly/weekly as per policy), broken down by region, product, client and probability. Maintain pipeline quality in the CRM: consistency of stages, probabilities, estimated close dates, values and assumptions. Identify deviations against plan (gap analysis) and activate mitigation plans (opportunity prioritisation, resource allocation, key account actions). Present executive reports to management covering actual order intake vs. target, updated forecast, key risks and opportunities, and corrective actions with owners and deadlines. People Management Take full responsibility for managing direct reports, including typical leadership responsibilities. Set individual objectives and monitor performance (KPIs, coaching, continuous feedback). Organise work: priorities, territorial coverage, account allocation, cross‑country coordination and transversal support. Develop capability: training, joint client visits, improvement of negotiation and account management skills. Manage resources and wellbeing: travel planning, workload management, coordination with HR for structural needs. Participate in recruitment, onboarding, performance reviews and, where applicable, disciplinary decisions in accordance with internal policy. Governance & Authorization of Operations Above Approval Limits Review and authorise operations (proposals/bids/contracts) within defined approval limits, and escape those above the company's established thresholds. Ensure compliance with internal policies regarding minimum margins, commercial terms, discounts, Incoterms, contractual risks, warranties, penalties, etc. Ensure required internal validations are completed (legal, finance, compliance, risk, insurance, credit). Chair or participate in internal approval committees (e.g. bid/no‑bid, tender board, pricing committee), providing commercial recommendations and risk analysis. What We’re Looking For Proven experience leading international commercial teams in complex B2B / project sales environments. Demonstrated capability in forecasting and pipeline management. Strong competence in contractual negotiation and commercial risk management. Availability to travel across the region. Languages: Spanish and English required; French, Portuguese or German a strong advantage. Methodical and structured thinker, highly organised, with a strong planning discipline and a proactive eye for new business opportunities. What We Offer Hybrid working model. Secure job and salary – permanent contract in a technically exciting, stable, and sustainable industry with an attractive compensation package. Social benefits. Teamwork & safety – an open, transparent, and value‑oriented culture. xcskxlj Frequent feedback, continuous training and space to contribute ideas. #J-18808-Ljbffr
