Responsibilities
- Define and implement the sales strategy and targets
- Lead and develop the sales and account management team
- Manage the sales pipeline and forecast revenue
- Review and approve offers and contract terms
- Develop new markets, clients, and partnerships
- Ensure client requirements are captured and handed over to delivery
- Monitor client satisfaction and sales performance indicators
- Report on sales results and risks to the CEO
Authorities
| Decision / Action | Scope or limit | Escalate to |
|---|---|---|
| Approve client discounts | Up to 15% of the offer value | CEO |
| Approve offers and contracts | Up to 100,000 EUR | CEO |
| Set individual sales targets | Sales team | CEO |
| Approve client entertainment and marketing expenses | Up to 5,000 EUR | CEO |
Competencies
| Competency | Required level | Evidence (training, certificate, experience) |
|---|---|---|
| Sales management | Expert | Degree or equivalent; 7+ years of sales experience |
| Negotiation | Expert | Documented deal history; negotiation training |
| CRM and pipeline management | Advanced | CRM training |
| Leadership and coaching | Advanced | Leadership training |
