Head of Sales chez Eppendorf

Your challenges

The Head of Sales is a leadership role responsible for driving the sales strategy, managing the direct sales teams and dealer sales partners, and achieving the company’s revenue goals. This individual will play a pivotal role in defining the direction of sales efforts, identifying growth opportunities, and ensuring that sales targets are met. The role will support and nurture a team of sales professionals and channel partners to implement the sales strategy. The Head of Sales will form part of the leadership team and will be responsible for working with other senior leaders to set and implement the Go-To-Market Strategy of the Australian and New Zealand markets.

Strategic focus:

• Develop GTM Sales strategy (as part of country region strategy) to achieve market share gains and secure long-term profitability and sustainable growth.

• Identify market opportunities and target segments for business growth.

• Drive revenue growth by identifying new business opportunities and optimizing existing client and partnership relationships.

• Develop, implement and monitor sales effectiveness programs across all sales channels to ensure we have a high-performance sales team.

Sales focus:

• Deliver and meet strategic and operational objectives for the continued growth and success of Eppendorf, consistent with Eppendorf’s global strategies and initiatives.

• Develop sales strategies to ensure continued improvement in the volume of sales per customer segment, and work with internal and external teams to implement.

• Achieve Budget levels of sales and operating margins within expenses agreed.

• Provide regular reports to the business on sales activities and outcomes, including but not limited to weekly sales forecasts.

• Develop loyalty, enthusiasm, belief and confidence in our staff and implement programs for their development and identify opportunities for their advancement.

• Build and maintain strong relationships with key clients and partners through the understanding of customer needs, ensuring high levels of customer satisfaction and retention.

• Work closely with other departments, such as Marketing, Service and Customer Care, to ensure that we deliver a first-in-class customer and user experience.

• Support all sales budgeting processes with a bottom-up sales approach to ensure accurate and achievable budgets.

• Manage all sales expenses within budget, ensuring investment in the correct area to maximise our sales returns.

• Act always in a professional manner and in accordance with our code of conduct.

• Ensure we comply with all relevant laws and regulations that apply in markets you look after and assist the Sales Director for Asia Pacific as requested.

Market Awareness and Sales monitoring:

• Monitor market and competition in order to recommend course correction as needed to achieve goals and targets.

• Analyse market trends and consumer behavior to identify opportunities for growth

• Provide market data information and reports to relevant people and sections within the regional and global teams.

• Develop and utilize analytics tools to track and report on sales performance. This shall include but not limited to pipeline/opportunity tracking and performance, forecast accuracy, sales campaign performance, CRM usage and activities and lead management.

Key Tasks:

• Establish metrics and KPIs to measure and monitor success.

• Establish processes for measuring all KPIs across all channels and territories.

• Establish individual goals and expected levels of performance.

• Participate in developing compensation plans in-line with the company strategy.

• Lead assigned dealers/salesperson to achieve the strategic and financial goals of the assigned areas.

• Conduct regular performance reviews and provide feedback and coaching for dealers/salesperson. 

• Supervise assigned salespersons, evaluate performance, provide training-related sales techniques and time/territory management whenever needed and maintain coaching plans where needed.

• Provide sales forecast as required.

• Handle escalated customer issues and ensure timely resolution.

• Support all Human Resources processes and procedures to ensure compliant and engaged regions.

• Ensure that all sales activities in the country are supervised, including the proper use of all sales tools.

Special Projects:

• Assist with special projects from time-to-time where your expertise and knowledge are valuable for the development of the business.