Job expirat
Our Client is one of top ten power groups in Europe and it\'s new on the Romanian market. In addition to the core business of electricity generation, purchase, sale and distribution, our Client is also involved in providing ancillary services, heat generation, distribution and sale, mining of raw materials, etc. The key objective of the group is to become the leader in the electricity markets of Central and Southeastern Europe.
Establishing and managing Individual Sales function in the Company.
¿ Running and managing a highly productive organisation of top sales professionals, initially protecting and later expanding the base of top clients both inside and outside the Company franchise region and (over)achieve revenue/margin targets.
¿ Co-manage and supervise the ¿Individual Sales¿ project launched to take the Individual Sales function off ground in 2005.
¿ Developing sales strategies for individual customer segments, which will include recruiting people, and strengthening the business as a whole in Eastern Europe.
REPORTS TO: Executive Director of Sales and Trade
KEY TASKS:
¿ Design a key account strategy encompassing vertical segmentation model, internal process map of key activities and establish regular tracking/continuous improvement environment that will lead to high customer stickiness yet produce expected/better than expected sales results, achieve margin objectives and significantly improve customer payment morale.
¿ Recruit, develop, implement and launch individual sales team organization in order to become a strong player in the market in Romania.
¿ Assemble the strongest team possible with emphasis on business-to-business direct sales and strong focus field marketing.
¿ Build, maintain and strengthen relationships with key clients, and market the company in order to make it highly visible and reputable in this fast-paced dynamic market.
¿ Responsible for (over)achieving Key Performance Objectives in the area of individual account sales and management, particularly volume of energy sold and margin, accuracy of customer forecasts and Days Sales Outstanding.
¿ Based on best practice instill rigorous business discipline in all activites, from customer data collection to reporting, analyzing and continuous improvement
¿ Help the management to articulate unique business value proposition to top accounts of the Company to differentiate the company from the competition.
Lead and motivate a young team (to recruit by the end of 2005). Supervise, train, coach and counsel the team to ensure a high standard of quality service.
PREVIOUS EXPERIENCE:
¿ A minimum of 5 - 7 years of business experience within a fast speed business, preferably in an international company, expertise in energy sector or in High Tech at a national or international level would be an advantage.
¿ Sales management experience, proven track record in client negotiations.
¿ Proven success in developing a business-to-business direct sales force organisation and achieving/exceeding revenue/margin targets.
¿ Strategic understanding of energy sector drivers, in-depth affinity for professional sales behaviour, appreciation of the importance of balance between customer focus and accomplishing company financial objectives, sound understanding of Key Account Management, practical experience in developing and delivering on Account plans.
¿ Good knowledge of Romanian business environment and broad network of contacts, ideal candidate is well connecetd to key decision makers/opinion influencers in the industry
PERSONAL CHARACTERISTICS:
¿ Self-starter with plenty of initiative - entrepreneurial, comfortable with uncertainty and risk, must be empathetic to situation in region and at national level and people.
¿ Confident and effective manager with the leadership and motivational skills to build, energise and unify a strong team.
¿ Strong planning and organisation skills in managing tasks simultaneously.
¿ Good negotiator and communicator with well developed interpersonal skills; ability to act with ease, confidence and credibility at all levels within and outside the organisation.
¿ Self-motivated and driven. Results orientated and persistent with a long-term commitment to business achievements and success.
¿ Flexible and energetic, revising plans based on external, as well as internal, feedback as appropriate.
¿ High level of initiative, creativity and flexibility, quickly adapting to new environment.
¿ Well - developed business and commercial awareness, analytical skills.
¿ Comfortable with a \"start-up\" situation, seeking innovation, new business opportunities and calculated \"risk-taking\" with a strong focus on realisation in order to challenge competitors
