Sales Director - Engineering Services

About

The Sales Director/AVP Sales is responsible for delivering revenue and profits by developing and nurturing Key account/s in Germany. Reporting to the regional head, they are responsible for developing new opportunities within the geography and within existing account/s while working collaboratively with delivery engagement/program managers. The portfolio should have a good balance of staffing and project business engagements across all services.

Broad Areas Covered by the Job

I. Business Development for a Specific Key Account

• Identify and develop viable prospects creating new business relationships.
• Work with Marketing and Strategic Demand / Lead generation teams, lead “show and tell” campaigns to promote TTL’s services and maximize the funnel of prospective business opportunities.
• Identify new and mature existing partnerships to enhance our service offerings.
• Identify case studies and solutions from other account managers, COE, Practice teams, that are relevant to key accounts and identify opportunities to consider them in company’s propositions.

II. Key Account Management

• Develop knowledge about client’s strategy, their key priorities and organisation structure.

• Develop stakeholder mapping, build awareness of the company’s services and bring alignment between client’s strategy and our service offerings.

• Penetrate new areas of business by understanding current engagements and leveraging internal relationships, and learnings of the key programmes.

• Build & enhance relationships with key stakeholders, assess competition and analyse their relationships, strengths and weaknesses.

• Get a good understanding of company’s Share of Wallet (SOW) in the key accounts and carry out comparison with competition’s SOW.

• Lead RFP submissions and their commercials.

• Prepare and give executive pitches in RFP presentations and own the follow-up actions for winning the RFPs.

• Where possible, use relationships to avoid RFPs.

• Must perform at least one weekly sales pipeline review with their Manager.

  • Weekly Sales Pipeline Review includes:
    • Quarter to Date sales results
    • Progress towards monthly and annual goals
    • Previous week’s activities
    • Pipeline Management
    • Weekly activity report
    • Corrective plan for inadequate results

III. Execution of CRM Processes

• Complete required activities and verifiable outcomes/actions for each stage of the sales process in a timely manner.
• Execute towards closures, tracking & reporting in the CRM system and follow the Deal to Delivery process.

IV. Probe

• Ability to uncover pertinent information and underlying concerns and motivations in order to successfully position our service offerings.

V. Ability to Demonstrate Financial Acumen with Customer

• Analyze, use, and discuss financial business drivers and metrics to advance the sales cycle.
• Translate sales pursuit elements into financial terms is critical to successful.

Area of Responsibility

• Revenue growth within the account.
• Value creation in terms of acquiring new deals and the Customer Satisfaction score.
• All described sales activities must be documented daily in the corporate CRM system.
• Must continually monitor pipeline movement, add new opportunities to the pipeline and maintain the offshore opportunities at or above target level.
• Must maintain a Key Account Planning document with monthly updates. The development plan must be created and maintained within the corporate intranet.
• Greater than 95% adherence to forecasts.
• p360 Business review: Forecast, Financial results, Services, Resource Planning, Debt Review, and Action Plan.

Knowledge / Experience

• Hold experience in Technology Services ideally working with a multinational consultancy company.
• Strong expertise selling Engineering Services into OEM/Tier 1 organizations which demonstrably strong experience in at least one or more of Engineering & Design, Embedded Systems, Digital Solutions.
• Ideally experienced in the Automotive industry but consideration will be given from other Transportation Engineering areas.
• The candidate should ideally have a Bachelors degree in Engineering and potentially an MBA degree (ideally).
• Should be able to handle a sales portfolio of USD 10Mn plus in previous roles.
• Proven track record of building relationships with German clients.
• Selling offshore delivery experience is essential.