RSM

-Promotes and sells a dedicated portfolio for potential opportunities
-Takes in orders (sales function), through actions ranging from pre-sales in cooperation with the KAMs/CDs and Business Development teams, up to the end stages of sales finalization;
-In charge of summarizing and monitoring sales forecasts;
-Promotes and sells a dedicated portfolio. Manages the overall sale process including, change requests and partners;
-Runs sales teams and ensures that the necessary interaction takes place with the Countries, in particular through Opportunity pipeline Reviews, Sitcom meetings and Business Forums;
-Supports the definition of the sales strategy for a project or, more broadly speaking, the sales approach in relation to a specific customer, working in conjunction with the KAM or CD;
-Ensures customer satisfaction in cooperation with the KAM, through appropriate initiatives, addressing problems and complaints on a case-by-case basis;
-Captures information on aspects such as risks & opportunities, marketing and sales to share in the Unit ( incl. with Bid/project teams), develops awareness of customer environment
-Manages the team including the ability to anticipate forecast .
-Able to successfully negotiate the terms of an agreement and close sales in line with expectations

DECISIONS OWNED / KEY DELIVERABLES
-Mandate of the gate (=head of sales, decision co-owned)
-OI target proposal
-Gate 1 (When no CL)
-Executive Summary
-Commercial strategy

KEY INTERACTIONS
-Account Team
-Bids and Capture teams
-Sales Operations

-Finance
-Quality & Customer Satisfaction
-Legal
-BL Stakeholders

SKILLS & EXPERIENCE REQUIRED
-Listening, empathy
-Ability to adapt the offer to customer needs
-Resilience
-Negotiation
-Closing skills

KPIs
-OI
-GMOI & AGM
-Pipeline accuracy
-Pipeline growth on sales perimeter (BD KPI as well)