Role Purpose
The mission of the head of sales is to assist transition of the regional sales organization from a product-centric model to a world-class, customer-centric solution provider . This leader will drive change management across people, processes, and digital tools to ensure sustainable growth and value-based selling.
Key Responsibilities
1. Strategic Sales Excellence (GSE) Roadmap
- Execute the regional GSE strategy to align with global vision of becoming a leading Solution Provider.
- Lead the shift toward Value-Based Selling, ensuring sales teams can articulate complex system-level value propositions rather than just component specifications.
- Develop and monitor Key Performance Indicators (KPIs) that reflect solution-selling success, such as cross-BU synergy and key account penetration.
2. Sales Process Standardization & Optimization
- Streamline regional sales policy and workflows to ensure consistency with global standards, reducing friction in the Lead-to-Cash cycle.
- Implement strategic account management (SAM) frameworks for high-value clients to foster long-term partnerships.
- Collaborate with BG/BU to optimize regional pricing strategies and contract management.
3. Digital Transformation & Sales Enablement
- Drive the adoption and optimization of digital sales tools (e.g., Salesforce CRM, data analytics dashboards) to enable data-driven decision-making.
- Utilize advanced analytics to identify regional market trends, white spaces, and customer pain points.
- Ensure the regional sales force is equipped with modern digital collateral and configuration tools.
4. Talent Development & Change Management
- Lead the cultural transformation toward a Customer-Centric mindset across all sales and support functions.
- Design and oversee sales training programs focused on consultative selling, negotiation, and industry-specific insights.
- Align regional incentive structures with strategic transformation goals.
5. Executive Stakeholder Alignment
- Act as the primary bridge between Regional Sales, Global Operations, and the Corporate GBO office.
- Advise regional executive leadership on investment priorities for sales infrastructure and talent.
Candidate Requirements
- Experience: 15+ years of P& L leadership experience in Global Sales, Sales Operations, or Business Transformation within the ICT technology or industrial sectors (e.g., Energy, Power Electronics, Industrial Automation, or ICT). Solid experience in working with different regional sales offices.
- Transformation Track Record: Proven experience leading large-scale sales transformation projects or organizational restructuring in a multi-national environment.
- Educational Background: MBA or Master's degree in Engineering, Business Administration, or a related field.
- Leadership Style: A Change Agent with high emotional intelligence (EQ) and the ability to influence cross-regional and cross -functional teams without direct authority.
- Communication: Exceptional executive presence; fluent in English (additional regional languages are a plus).
Preferred Qualifications
- Regional/Global role experience preferred.
- Deep understanding of the Solution Selling lifecycle in B2B industrial markets.
