Head of Project Sales at GEA Group

Your responsibilities and tasks:

• Coordinate and drive LPT project sales centrally across regions, covering the entire LPT portfolio
• Achieve sales growth, expand market penetration and coverage
• Set and track sales targets, KPI’s, performance
• Determine and implement the go-to-market strategy, define sales channels according to regional / country requirements and resource availability
• Manage key and strategic accounts and build a global key account network
• Determine Order Intake, Sales and bottom-line Forecasts & Budgets, manage GM, EBITDA and ROCE for LPT.
• Manage the complete offer management process from definition of scope to technical detailing and solution pricing
• Lead the sales team to the achievement of set annual objectives (OI, Sales, GM, EBITDA and ROCE)
• Define pricing and discount policies and specific project related conditions, with responsibility on project profitability
• Support product development projects and contribute to define priorities with a product management role
• Take the lead on new market penetration and growth strategies.

Your profile and qualifications:

• Min 10 years’ relevant experience in Sales/Services and/or similar function
• Significant sales steering experience, incl. product management.
• Proven experience in leading a Sales team, within a product / service matrix
• Good understanding and appreciation of after-sales and the role this plays in successful and sustainable customer relationship development.
• Deep practical know-how of state-of-the-art sales process, organization methods and tools (e.g. ordering, pricing, CRM)  
• Change management experience
• Proven skills in international negotiation & contracting with customers in Africa
• Strong understanding of corporate finance and performance management principles