Senior Management

· As head of a sales team be responsible for devising/ updating the sales models in collaboration with regional Business heads

· Meeting and exceeding set sales targets while adhering to FSS's sales rules of engagement

· Managing, controlling, coaching and evaluating the staff, in order to give the necessary support and to guide the employee towards optimum performance

· Cooperating with the other divisions of FSS, e.g. marketing / delivery / support ... to succeed in working out the daily operations for the region
· Identifying and active searching for new prospects, analyzing sales potential and work out sales activities. Attending and participating in sales meetings, product seminars and trade shows.

· Making prospecting a part of the regular routine ensuring that new prospects are added to the pipeline on a consistent basis, by collaborating with Business Heads

· Managing a enterprise solutions/ products sale with a stipulated purchasing cycle

· Moving the sale through the entire sales process ending after the transition to an Account Manager. This includes taking an active role in the RFP process.

· As head of sales, accounts are visited together with Business Heads, Account managers and sales Managers, or - for specific accounts (segments, major accounts) - by the head of sales himself.
· Forecasting on regular basis, (and quarterly review towards the executive team)Qualify business opportunities thoroughly and manage the pipeline

· The head of sales will close contracts with clients in agreement with the FSS contractual conditions

· Together with the product management/ Business Heads, he will work out business cases (projections of income)

· Detect and analyze information regarding FSS customers and its market, in order to improve knowledge of the environment and to apply it in the form of new or modified products and service

Ø Competitive analysis, communication strategy, advertisement policy.

· The head of sales will be responsible in his region for the sales revenue thru achieving targets, for the sales & marketing costs

· These figures are worked out - together with the executive team - as part of the annual business plan

· Quarterly the achievements and progress of plan realization will be discussed with the executive team
· The head of sales will be the direct manager of the regional sales staff. He will organize and chair meetings, work out budgets, hold goal settings and performance appraisals.