Area Sales Manager

Industrial Services & Cybersecurity

At TÜV Rheinland, in the Industry Service & Cybersecurity business unit, we are looking for talents who are ready to help shape the future of the industry and accompany technological progress. Our focus is on digitalization and networking in the industry, as well as the further international expansion of our services in the field of renewable energy and support for major infrastructure projects.

This applies to the functional safety of industrial plants in an era of rapidly increasing interconnectivity of components and machines – the keyword being Operational Technology Security – as well as to energy generation, utilization, and distribution, infrastructure, and network expansion.

Our Core Areas:

• Pressure Equipment & Plant Engineering: Inspection, testing, and certification services focusing on pressure equipment such as pressure vessels, boilers, tanks, and piping systems.
• Elevators & Conveyor Technology: Inspection, testing, and certification services for elevators, conveyor belts, escalators, cranes, and machinery.
• Electrical & Building Technology: Evaluation, inspection, testing, and certification services for electrical, mechanical, and electronic systems.
• Industrial Inspection & Material Testing: Comprehensive inspection and testing services for industrial facilities and their materials.
• Infrastructure & Project Management: Project and construction supervision as well as integrated services for infrastructure projects.
• Energy & Environment: Technical support, certification, and testing for renewable energy and sustainable solutions.
• Cybersecurity & Functional Safety: Testing and certification services for industrial automation, IT, and OT security solutions.

Become part of a team that drives innovation and makes the world safer and more connected. With us, you can apply and expand your knowledge and actively shape the industry of the future – in an environment that fosters learning and diversity.

Job Description

• Accountable for achieving, measuring and monitoring the sales related BS-targets and KPIs within area of responsibility.
• Responsible for operative sales management within area of responsibility (team, country or cluster of countries).
• • Responsible for sales pipeline management in the respective area of responsibility. Addresses pipeline gaps and initiates countermeasures.
• Steers, coaches, trains and motivates frontline sales staff in their daily work, helps sellers identify and address performance gaps.
• Accompanies sales executives in customer visits (if required/demanded).
• Monitors and adjusts sales focus lists of field sales (sales strategy for territory of field sales).
• Sets yearly sales targets and defines sales plans and KPIs with Field / Inside sales executives according to agreed SLAs** and TR Guidelines.
• Responsible for sales strategy and strategic sales management within area.
• Responsible for setting individual sales targets within sales team and for steering the team towards targets (cascaded down from regional to area / team-level to individual level).
• Identifies bottom up sales opportunities and implements into area sales planning.
• For cross-BS collaboration: Responsible for steering Field / Inside Sales employees from different BSs; responsible for target setting with regard to cross-BS collaborations in his area of responsibility (i.e. for the area for which her / his sales organization has taken-over disciplinary and technical management from other BS).
• Accountable for implementing governance compliant (global) processes, policies, tools, concepts and projects in the respective area.
• Responsible for developing sales management routines according to TR guidelines.
• Responsible for the operative alignment with the Operations Managers in his / her area in terms of sales target setting and sales target adjustments in certain intervals (e.g. quarterly) if required by business needs (from own and other BS in case of X-BS collaboration).
• Reduces / optimizes internal sales cost in area of responsibility (e.g. personnel cost, travel cost, other expenses of area team; cost-output ratio).
• Supports in the cash collection of unpaid / overdue invoices for the customers for which his/her team is responsible.
• Aligns with Regional Sales Manager on how to optimally structure field sales, inside sales and sales support in the area of responsibility (i.e. team / country / cluster) in order to leverage synergies.
• Supports in organizing and tracking of sales campaigns with relevant stakeholders.
• [Depending on span of control: operative sales task possible].
• Fosters cross-BS / cross area collaboration, communication and best practice sharing to support cross-BS customer development.
• Drives Corporate and BS KAM (Key Account Management) and -Tender activities in the area and commits to BS contribution for globally defined sales and qualitative targets.
• “Area" here: area of responsibility - may consist of several countries / geographies acc. to TR nomenclature (e.g. Area Sales Manager “BF X / BS X / cluster XYZ”).

** "SLAs" here means bidirectional agreements between Sales and Business on collaboration and delivery, e.g. on capacity, volumes, prices.

Experience & Further Qualifications

• Languages: Fluent in English (B2 Upper intermediate), further language welcome but not required.
• User knowledge in MS Office, Salesforce.com, SAP CRM
• Expert in negotiation and consultative selling.
• Expert in sales planning, pipeline management and opportunity qualification.
• Expert in analysing information, problem-solving and decision taking.
• Awareness in interpreting profit & loss reports.
• Professional: 3-5 years of professional experience in related area.
• Leadership: At least 2 years of leadership experience as Manager for a medium-sized team of employees or multiple small Teams.
• Intercultural: At least 2 years of experience working in/ with intercultural Teams.

Diversity & Inclusion

Equal opportunities are particularly important to us at TÜV Rheinland. We are committed to breaking down barriers and creating an inclusive working environment characterised by respect, diversity and genuine participation. We therefore particularly welcome applications from people with severe disabilities.