Head of Sales Specialists

**About the role**:
In this role you will aim to position Orange Business Services Germany as the clear leader for German multinational customers/prospects. You will implement agreed strategies and objectives to meet agreed order, strategic order, revenue, margin and cash targets. You will be responsible for recruiting, retaining, motivating and maintaining an effective sales force.
A key task will be to develop and drive the sales approach to ensure that Customer satisfaction is championed and that Orange Business Services is shaping or responding to identified customer needs by driving necessary improvement programmes, with an ensuing improvement of the recurrent revenue stream.
This exciting new role will have the following responsabilities:
Sales Management
- set targets and ensure growth at a level above local market growth rate
- ensure optimum allocation of resorces to existing and newly targeted customers, utilising appropriate qualification sales tools and processes
- direct forecasting and pipeline activities in line with corporate reporting standards
- ensure individual sales targets are set, in agreement with functional reporting lines
- monitor and support individuals in their creation of sales plans and activities
- provide assistance and guidance with regard to the development of a pipeline of customer suspects and prospects
- review and approve all proposals made by Account Managers in line with Delegation of Authority levels and the win Business Methodology within the channel
- meet with key clients, assist Sales and Business Development staff with development and maintenance of relationships and contribute to the negotiation and closure of major sales opportunities. Have and build a strong network into the key customer segments
- monitor sales cycles from Contract signature to DSO's (Debt outstanding)
- run regular pipeline, qualification and account reviews with all sales staff
- together with local Finance, ensure accurate and timely pay-out of Sales commissions as per the Sales Compensation Plan rules, guidelines and processes
- interface with other Heads of Sales in Europe or globally when it comes to Global Teaming agreements and execution of multinational customer contracts

Account Management
- ensure that each Account Manager develops and implements written strategic account development plans (ADP's)
- ensure the successful implementation of the Customer Satisfaction Programme and the resolution of associated customer problems identified, phem to optimiarticularly from major accounts
- proactively initiate relevant actions to improve customer satisfaction
- visit major customers on a regular and planned basis with the Account Manager's, building relationships, marketing capabilities, and identifying / creating / closing sales opportunities.
- provide feedback on identified customer needs to Line of Business Marketing for future service / product development

People Management
- sales management responsibility for sales employees in the country, inspiring, coaching, supporting and motivating them to optimise business success
- ensure the delivery of the Company Employee Promise through implementation and follow-up of all relevant actions in the areas of employee induction, performance management, internal communications, training and development, work environment, management quality, local policies and career development
- ensure the appropriate control of headcount and personnel related expenses
- ensure full local compliance with global and regional people management policies
- liaise with functional management when appropriate

Customer Satisfaction
- key responsibility for management of customer satisfaction for all clients
- liaise with all functional divisions to enhance the quality of all customer-facing activities
- set up and maintain measurement tools to ensure customersatisfaction is under constant review

Financial Responsibilities
- recommend and implement the approved annual budget
- management of the customer P&L ensuring the effective management of budgeted revenue and gross margins on a quarterly and annual basis
- provide timely and accurate monthly business forecasts
- ensure compliance to agreed authority levels and financial processes
- support efficiency ratios in terms of pipeline ratios, strategic order level, bad debt, sales cost ratios

Relationship with group
- permanent liaising with Regional Management team
- permanent liaising with and support to Matrix Functions as required
- In this role you will aim to position Orange Business Services Germany as the clear leader for German multinational customers/prospects. You will implement agreed strategies and objectives to meet agreed order, strategic order, revenue, margin and cash targets. You will be responsible for recruiting, retaining, motivating and maintaining an effective sales force.
A key task will be to develop and drive the sales approach to ensure that Customer satisfaction is championed and that