Regional Sales Director (DACH)

Core Mission

The Regional Sales Director is responsible for driving profitable growth, margin expansion, and market share within the assigned region by building and leading a high-performing sales organization.

The role ensures consistent delivery of results through strong performance management, accurate forecasting, and disciplined execution. A key focus is developing people, fostering a winning and accountable culture, and translating strategy into measurable outcomes.

Key Responsibilities:

1.Regional Performance Ownership

• Own overall regional performance (revenue, margin, growth, market share)
• Deliver against annual operating plan and strategic objectives
• Ensure consistent execution of sales processes across the region

2. Performance Management & Accountability

• Establish clear targets, KPIs, and expectations for all team members
• Drive a high-performance culture with strong accountability for results
• Monitor performance through regular reviews (weekly, monthly, quarterly)
• Identify performance gaps early and implement concrete gap-closing actions
• Ensure consistent use of CRM, data, dashboards, and KPIs to manage the business

3. Sales Team Leadership & Development

• Lead, coach, and develop a team of sales professionals
• Build individual development plans and actively grow capabilities
• Provide ongoing coaching on sales skills, opportunity management, and customer engagement
• Actively manage underperformance and recognize high performance
• Develop future leaders and ensure strong succession pipeline

4. Sales Execution & Daily Management

• Ensure strong execution of daily sales activities by local sales teams
• Monitor pipeline health, activity levels, and opportunity progression
• Drive disciplined use of CRM and sales tools
• Ensure alignment between strategic priorities and field execution

5. Forecasting & Performance Management

• Own regional forecast accuracy and predictability
• Provide weekly forecast (pulse) updates with clear visibility on risks and opportunities
• Ensure forecasts are data driven, realistic and consistently improved
• Drive accountability within the team to deliver forecast commitments

6. Pipeline & Opportunity Management

• Ensure a robust and healthy pipeline across the region
• Support and challenge teams on key opportunities and win strategies
• Drive pipeline coverage and conversion to meet growth targets

7. Market & Customer Development

• Drive market share growth within key segments and geographies
• Ensure strong customer engagement and coverage across the region
• Support development of key and strategic accounts in collaboration with SAMs
• Identify market trends, risks, and growth opportunities

8. Cross Functional Collaboration

• Collaborate with Strategic Account Managers / TracLoc / Large Projects / Cold Scope, Marketing, Product Management, and other functions
• Ensure alignment between regional execution and broader business strategy
• Act as the voice of the region in cross-functional initiatives

Key Performance Indicators (KPIs)

• Revenue and margin growth (region)
• Market share development
• Forecast accuracy and predictability
• Pipeline coverage, quality, and conversion
• Sales team performance and productivity
• Effectiveness of potential gap-closing actions
• Employee development and engagement

Core Competencies

• Strong sales leadership and team development
• Performance management and accountability
• Forecasting and business planning
• Strategic thinking with operational execution focus
• Coaching and talent development
• Data-driven decision making
• Talent development and succession planning

Typical Profile

• 10–15+ years in B2B sales and sales leadership
• Strong written and verbal communication skills in both German and English
• Bachelor's degree in Electrical Engineering required ( Master's degree preferred) or MBA 
• Experience managing customer relationships and driving business growth within the shipyard and semiconductor industries
• Proven experience managing and developing sales teams
• Strong track record in delivering growth and managing forecasts
• Experience in complex, multi-channel or regional sales environments