Regional Sales Manager Crem Central Europe m/f/d in Herborn at Welbilt

Date Posted: 10/7/2019

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Job Description

Position Summary

This role will direct, organize, manage and execute all aspects of the Welbilt / Crem Sales and Distribution strategy in the designated area, including achieving the financial, product roll out and volume/market share objectives. Responsibilities include local team management, setting up the distribution and service channels in the assigned territory and cultivating relationships with existing and prospective dealers, distributors, consultants, franchisees, end users and FAS to generate sales leads.          


Major Accountability

  • Grow Welbilt’s / Crem’s position in the assigned territory as a strategic supply partner.

  • Ensure that regional market needs are fairly and accurately taken into account in product management strategy. workflow, training management in coordination with colleagues and providing optimization of service processes.

  • Meet agreed upon targets and service levels for Welbilt / Crem and each individual brand -scheduling and coordination of service processes

Key Tasks and Responsibilities

  • Execute annual territory sales plan for selected product lines within sales territory and achieve all budgeted sales and margin goals through appropriate management of sales activities. Participate in trust-building and selling activities with significant customers
  • Set up, manage and / or oversee management of sales channels to maximize performance with selected brands in the assigned territory, and take the lead in communication of initiatives and negotiations of agreements
  • Establish and implement the operational models, appropriate process management systems and measurements required to drive the performance of our dealers / distributors / FAS to manage their expectations of support.
  • Contribute to various projects that help to drive/secure future business with the customers; supervise test sites for Welbilt / Crem brands; ensure that sales/service/parts and training departments provide post implementation support to projects in area/country; prepare & conduct technical/product presentations/demonstrations; develop relationships with approved food suppliers to ensure equipment representation in food laboratories & production plants
  • Maintain an up-to-date file on major competitors in the markets (products, pricing, strategy, and trends), and keep  abreast of what is going on in the market in terms of product needs, customer needs, legal/environmental needs or regulatory changes, and eventual other attractive business opportunities
  • Propose annual business plans covering revenues, margins, expenses and action plans for all product portfolio sales in the assigned territory. Prepare periodic reports and regularly updates database showing sales volume, potential sales and status of active pursuits
  • Communicate compelling vision for the territory that clarifies priorities and engages, energizes, and aligns employees. Ensure that the responsibilities, authorities, and accountability of all direct or indirect subordinates are defined and understood
  • Attract, develop, engage and retain the best talent possible, train and coach them, define their objectives and evaluate them according to the company’s performance management system. Ensure leadership succession plans are in place
  • Support the Company in the prompt and effective resolution of legal, financial, human resources, and administrative issues in the assigned territory. Facilitates effective teamwork among managers
  • Insure the Company is fairly and appropriately represented at industry trade shows and exhibitions
  • Assist in conducting marketing surveys upon request
  • Document dealer/distributor/account/FAS management and all sales activities in the assigned territory           
  • Provide input on needs for sales channels training and selling tools       
  • Manage and control selling and marketing expenses to conform to budgetary requirements
  • Ensures that all organization activities, operations and procedures are carried out in compliance with Country/US regulations and laws and with Company policies governing business operations. Remain current on changes within the legal, regulatory, and economic and technology environments and enforce organizational standards and policies, ensuring ethical behavior

Job Requirements

Specialized Skills, Knowledge and Abilities

  • Bachelor’s Degree or equivalent experience or acquired by appropriate professional experience and with corresponding additional qualification

  • Results focus, particularly profit and business performance orientation and strong business acumen

  • Ability to manage multiple businesses / sub regions simultaneously

  • Ability to understand the needs and perspectives of differentiated customer segments and countries

  • Skilled at prioritizing among competing demands and make reasoned resource trade-offs

  • Ability to translate performance targets into actionable and quantitative plans/projects and keep teams focused on the most important metrics

  • Excellent communication skills - Ability to communicate with passion and intensity verbally and in writing with employees and customers at all levels in the organization and excellent ability to convince

  • High tolerance for ambiguity and change

  • High integrity, 'can-do' attitude, entrepreneurial drive, hands-on approach (as  needed to fit smoothly in our culture

  • Above average presentation skills

  • Strong organizational skills with the ability to prioritize

  • High affinity to technology and products and services which require more explanation

  • Solid personal values and strong structures, strong closing skills, strong customer and service oriented skills

  • Ability to be flexible, to work alone or in a team and to be a team player

  • Very good knowledge of MS Office

  • Knowledge of would be an asset


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