Basic Information
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Description and Requirements
Regional Sales Manager - Germany
The primary responsibility of the Sales Manager is to effectively develop and manage a high- performance, cohesive sales team that properly represents BMC's solutions to our customers; resulting in the revenue attainment and customer satisfaction desired by the business.
Main Responsibilities:
- Act as a mentor to develop and coach top performing sales representatives.
- Own quota for the entire territory and attain top performance for yourself and the whole team
- Develop Quarterly/Yearly Business Forecast and provide accurate and dependable revenue projections to the senior management.
- Run 1:1/Team calls to ensure forecast delivery, forecast accuracy, new pipe-line generation, existing pipe progression and timely closures
- Run regular business analysis to evaluate what is working and what is not working. Take decisions that would help strengthen the business and the team
- Identify the right markets and sales strategies that would help ensure consistent business growth
- Effectively communicate and set performance expectations to your team and hold them accountable for their performance.
- Lead by example with the highest integrity and ethics.
- Be a coach and run regular Sales Enablement for your team to hone their selling skills and turn them into A-Players
- Effectively communicate to your team a vision aligned with BMC’s mission, strategy and direction.
- Driving regular meetings with each of your team members, performance management reviews and development sessions
- Being Proactive in developing a retention strategy for your team members
- Being actively involved in recruitment and talent attraction to BMC
- Take an active role in developing strong relationships with your ecosystem (peer Managers, Solutions Engineering Managers, corporate functions.
- Build and maintain a network to executives in your territory
- Provide consolidated feedback to the Business Units on client needs and marketplace conditions.
- Engage in all major transactions ensuring the value is optimized and knowledge is transferred to the account manager.
- Ensure customer satisfaction remains high and develop referenceable clients’ interaction.
- Effectively communicate BMC's business value to internal and external clients.
- Develop and implement a strategy based on your customer set, your team's skill set, competition and BMC's business value to achieve desired revenue objectives.
- Provide feedback to senior management on customer issues, market trend, and business challenges.
- Plan and run Marketing Campaigns in your territory in association with the Marketing Team and ecosystem
The Experience You’ll Bring
- You will have a minimum of 10 years of sales experience, out of which, 3 years should be sales management experience
- You will have excellent people management skill thereby ensuring a motivated team that helps you drive business outcomes
- You will have a proven sales track record in selling software solutions in growth markets
- You will have in-depth experience managing complex environments and are skilled at forecasting and territory planning
- Ideally you will have formal sales training (MEDDIC, Miller-Heiman, Sandler, Solution Selling etc.)
- Excellent organisational, analytical, financial skills and business acumen
Experience we offer
- We want our people to be the best in their fields, and we offer unbeatable training and growth opportunities
- We’re a meritocracy, and we offer promotion opportunities based on performance, not politics.
- We hire the best performers in every area, people who are the perfect blend of competitive and supportive to help you succeed in your career
- We have a commission scheme designed for high performers, with all the perks you’d expect and some that will surprise you
- We offer uncapped earnings and our quotas are challenging but realistic
- We’ll make you a part of an invigorating sales process to ensure repeatable success