JOB DESCRIPTION: Regional Head of Sales

1 GENERAL DETAILS

JOB TITLE: Regional Head of Sales

REPORTING TO: Chief Sales Officer, Executive Team

DEPARTMENT: SALES
COMPANY: SCIA
REVISIONNUMBER: 3

2 JOB PURPOSE – contribution to the SCIA objectives

Leading a sales team for a specific region, coaching of junior sales engineers, coaching of agents &
sales partners, setting-up and executing a sales & marketing activity plan. Analyzing customer needs,
advising customers and answering their questions, in order to achieve the commercial objectives and
optimize the relationship with SCIA. Registration of customer needs and proposals, in order to provide
correct and timely information for the planning of the SCIA product development. Following up the sales
proposals and activities of his team and deliver monthly a precise and up to date sales forecast.

3 CONTEXT – environment

The SCIA sales division is divided in several regions (i.e. Northern Europe, Central Europe, Eastern
Europe, etc.). Each regional head of sales has the revenue responsibility for one region. It requires
frequent travelling, interactions with clients and with sales partners. It may also impose to be stationed in
the region itself, away from headquarters. The product offer being technical (Building Information
Modelling), the job demands a combination of technical and entrepreneurial skills, with due respect of
the company values “relationship driven”, “commitment”, “creativity” and “reliability”.

4 ACCOUNTABILITIES OF THE JOB – expected output, field of activity

4.1 Sales team management

Coordinating, following up and reviewing the implementation of the sales and marketing plan. As head of
a sales team be responsible for carrying out the plan, in order to achieve the agreed objectives in the
short term and to ensure that the business strategy is achieved in the medium term.

Managing, controlling, coaching and evaluating the staff, in order to give the necessary support and to
guide the employee towards optimum performance. In the case of external partners (e.g. agents) the
role, as line manager is less applicable and replaced by the role of coordination, motivation and
supporting. This is to assure that each external salespartner achieves his goals, sends his reports
towards SCIA and that SCIA gives sufficient attention to localisation for each market. The head of sales
organizes required trainings (external / internal) for his staff or partners.

Cooperating with the other divisions of SCIA, e.g. marketing / delivery / support … to succeed in working
out the daily operations for the region.

Together with the sales teams defining the SCIA strategy and translating it into a definite sales strategy
and objectives, in order to set the direction that the sales business will take.

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4.2 Account Management - Prospection

Contacting and informing existing customers and new prospects, in order to keep the market up to date
about the SCIA product portfolio & services. Expanding the SCIA customer base in the region, to
contribute to the revenue target. Identifying and active searching for new prospects, analyzing sales
potential and work out sales activities. As regional head of sales, accounts are visited together with sales
engineers / sales partners, or – for specific accounts (segments, major accounts) – by the head of sales
himself.

4.3 Proposals, forecast, contracts, market

The regional head of sales is mastering the sales process of his staff or sales partners. He is monitoring
the process through:
Solution selling (“vision lock”) methodology
Telemarketing, call centre activities to fill up the prospect “funnel”
Forecasting on regular basis (and quarterly review towards the executive team)
Reporting sales results and any market information relevant to the SCIA organisation

The regional head of sales has the authority to close contracts with clients in agreement with the SCIA
contractual conditions. For exceptions to the standard contractual arrangements and for commitments on
deliveries for non-standart software or services, he will respect the valid procedures.

He is also providing input for the planning of the development of standard software, in order to make
possible efficient follow-up of its possible development and incorporation in the activities as a whole, for
customers and the SCIA organization alike.

Detecting and analysing information regarding SCIA 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.
Competitive analysis, communication strategy, advertisement policy.

4.4 Database management – Product input

Keeping the customer database up to date, in order to keep the information generated from the sales
activities in a structured manner, to ensure its integrity and to use it for approaching the market in a
professional manner. It will require: entering data on a timely basis correctly and according the
prescriptions.

The head of sales has the authority to submit demands for product development, following the
procedures & processes available within SCIA. The goal is the expansion of the sales results in the
region under his authority. Together with the product management, he will work out business cases
(projections of income).

4.5 Product knowledge

Gaining expertise of the functioning and advantages of the SCIA products in order to have the ability to
integrate this product knowledge in the sales process and position the sales team as specialists.
The activities include:
Participating in product info sessions
Continuously increasing own expertise conc. our value proposition
The regional head of sales has the authority to decide on trainings and actions to achieve the product
know-how.

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5 QUANTITATIVE ASPECTS

The regional head of sales will be responsible in his region for the sales revenue, 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 realisation will
be discussed with the executive team.

6 LINE MANAGEMENT

The regional head of sales will be the direct manager of the regional sales staff (own
employees, sales partners). He will organize and chair meetings, work out budgets, hold goal
settings and performance appraisals.

For the various detailed responsibilities & authorities the SCIA Quality Manual and Quality
procedures (ISO 9001) is to be consulted. For HR issues the SCIA employee guideline is
outlining the details.

7 MOST IMPORTANT CONTACTS

Who Frequency Role Purpose

CSO 1/month inform/report monitoring of results
marketing & sales activities
Exec.Team 1/quarter evaluation follow business plan
Sales team 1/week follow up achieve goals, focus
Clients activites related to sales sales & info

8 REQUESTED PROFILE FOR THE JOB

Educational level & general experience

Structural engineer (MSc)
Sales & marketing experience (> 3 years)
Management experience.

Technical knowledge
Understanding & being able to discuss with structural engineers, consultants
Language skills: german, english

Competencies
Mastering the sales process (incl. major accounts)
Track record in developing business

Personality
Sales drive, committed, entrepreneurial, relationship driven, inventive, reliable, pro-active

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