JOB TITLE: Team Lead Fluidtech - Germany
LOCATION: Bielefeld/Remotely
POSITION IN ORGANISATION
REPORTS TO: Managing Director - Germany
DIRECT REPORTS: Fluid Tech Team (5 Sales Development Manager)
JOB PURPOSE
To provide visible, hands-on leadership to the German Fluid Tech commercial team, building a disciplined, accountable and high-performing sales culture across Germany and German-led territories. The role will be responsible for implementing agreed commercial priorities, improving operational sales capability, developing individual team members and ensuring consistent execution through structured
CANDIDATE PROFILE
The successful candidate will be a commercially driven sales leader who enjoys building structure, improving team performance and creating momentum. This role requires someone who is comfortable being highly visible in the field, spending time with customers and team members, and setting clear standards for sales activity, planning, reporting and accountability. They will need to be resilient, hands-on and confident leading change across a team with varying levels of capability, motivation and willingness to adopt new ways of working.
POSITION KEY RESPONSIBILITIES
- Execute daily duties, internal and external stakeholder interactions inline with the SPIRIT Values.
- Adhere and embrace the four business culture values
- Establish a clear performance culture within the sales team, setting expectations for activity, customer engagement, pipeline development, forecasting accuracy and commercial accountability.
- Assess individual and team strengths, weaknesses and development needs, then implement practical coaching and improvement plans.
- Drive a shift towards proactive customer-facing activity, with emphasis on in-person visits, customer development and new opportunity creation.
- Implement and monitor individual and team KPIs, including customer visit frequency, forward visit planning, pipeline quality, opportunity progression, conversion rates and Salesforce completeness.
- Ensure Salesforce is used as the central tool for activity planning, customer records, pipeline management, forecasting and performance reporting.
- Develop a structured cadence for sales meetings, pipeline reviews, one-to-one reviews and territory planning.
- Lead the implementation of consistent sales processes across Germany and German-led territories, ensuring the team works to common standards and expectations.
- Build a regional new business development plan covering Germany, Netherlands, Scandinavia and other relevant territories, aligned to agreed Fluidtech growth priorities
- Identify underdeveloped markets, customer segments and product opportunities across the region and translate these into actionable sales plans.
- Challenge existing ways of working constructively and implement change where required to improve commercial effectiveness.
- Spend significant time in the field with individual sales team members, including joint customer visits, coaching sessions and structured performance reviews.
- Implement the Fluidtech growth strategy across all German-led territories at a macro and micro level
- Have a deep understanding of the OEM market in Germany, Scandinavia, Netherlands all other German-led sales areas
- To learn all technical aspects of the markets and products that are necessary to be successful in the growth of the business.
- Identify product and market synergies for new business development
- Create a sales target strategy within the agreed upon timescale
- Be able to work independently on target acquisition and completion
- Develop operational and time management plans on a 12-month, on-going cycle. Work autonomously to create an efficient sales plan to deliver the agreed upon sales and functional results
- Ensure knowledge of the market and technology advancements is always up to date
- Work with customers to develop NPD/NPI that will both deliver expected results and pass financial scrutiny
- Facilitate engagement with all key customer stakeholders and RWC, both technically and commercially
- Ensure strong productive relationships are developed and maintained with all key accounts at every level, including director level.
- Ensure strong relationships are developed and maintained with all indirect stakeholders
- Develop a strong value proposition and be prepared to present to new customers
- Strong presentation skills are required to present strategies and results to all senior internal stakeholders with confidence
- Identify and develop strong relationships with key strategic OEM distributors across the region
- Look to adopt a creative, innovative ‘Can do’ approach to customer and share acquisition
- Focus primarily on in-person customer acquisition and development across the region
- Be prepared to spend significant time with the sales team jointly working on target development
- Take personal ownership of a number of key accounts and lead target acquisition be example
- Achieve and exceed budgeted sales figures
- Keep Salesforce.com up to date with all activity, account and contact data both individually and as a team
- Ensure the team maintains administrative discipline
- Actively manage opportunity pipeline ensuring new opportunities are progressed to fruition efficiently
- Ensure all personal KPI’s are achieved and any development required to support these is requested
- Work with and encourage professional growth in peers and junior colleagues
- To complete all monthly reporting in a timely and complete manner
- To keep the business up to date with any market developments via the most appropriate method
- Use all IT and software provided to ensure the most efficient work practices.
- Be prepared to identify, communicate and implement process changes which may benefit the team and/or organisation
- Comply with all current work instructions within the organisation.
- Comply fully with all current health, safety & environmental regulations in operation within the company whilst carrying out your duties.
- ·Carry out any reasonable task which falls within your capabilities
KNOWLEDGE, SKILLS & EXPERTISE
· Essential to have a deep knowledge of the European OEM market
- Particular focus on Drinks Dispense, Marine & Leisure
- OEM Distribution
· Proven experience leading sales transformation or performance improvement within an established commercial team.
· Demonstrable ability to develop underperforming or inconsistent sales teams into disciplined, high-performing teams.
· Strong field sales leadership experience, including joint customer visits, coaching in live sales environments and territory reviews.
· Experience implementing sales KPIs, CRM discipline, pipeline governance and structured reporting.
· Strong understanding of how to build and execute new business development plans across multiple countries or regions.
· Able to balance strategic direction with hands-on operational execution.
· Comfortable challenging poor performance, inconsistent behaviours or resistance to change in a professional and constructive manner.
· Strong commercial judgement, with the ability to prioritise opportunities by value, probability, margin and strategic importance.
· High personal drive, resilience and accountability, with the ability to create momentum in a team undergoing change.
· Lead by example
REQUIRED/PREFERRED QUALIFICATIONS/EDUCATION
· Engineering qualifications are advantageous
· Leadership and coaching qualifications are advantageous
COMPETENCIES / BEHAVIOURS
· Drive to exceed performance expectations both individually and as a leader
· Visible, field-based leadership style.
· Strong change leadership capability.
· Confident setting clear expectations and holding people accountable.
· Coaching mindset with the ability to adapt style to different individuals.
· Resilient and persistent when faced with resistance or slow adoption of new ways of working.
· Data-led and disciplined in using CRM, KPIs and reporting to manage performance.
· Able to influence across cultures and countries.
· Relationship building internally and externally
· Strategic thinking
· Broad experience across both Key Account Management and New Business Development
· Good understanding of the OEM distribution market
Gehalt: 75.000,00€ - 85.000,00€ pro Jahr
Leistungen:
- Aktienoptionen
- Firmenhandy
- Firmenwagen
- Flexible Arbeitszeiten
- Mitarbeiter-Rabatt
Berufserfahrung:
- Leadership: 1 Jahr (Wünschenswert)
Sprache:
- Deutsch und Englisch, fließend in Wort und Schrift (Erforderlich)
Reisebereitschaft:
Arbeitsort: Zum Teil im Homeoffice in 33719 Bielefeld
