The Regional Sales Head is a strategic leadership role responsible for driving revenue growth and EBITDA growth and market expansion across the assigned geographical region. This position manages a distributed team of Sales Managers from multiple locations, ensuring alignment with IDIADA's global objectives while delivering sustained business growth and operational excellence.
KEY RESPONSIBILITIES
Account Management
- Identify opportunities for account growth and cross-selling in the region
- Oversee the team of sales managers & Senior sales managers, ensuring strong relationships with customers and understanding business needs
- Support Senior Sales Managers in conducting strategic client's meetings and executive-level engagement activities
- Ensure consistent account management and best practice sharing across the regional
Sales Planning & Execution
- Develop and implement regional strategies to achieve revenue and EBITDA targets
- Guide the team in the implementation of the regional commercial strategy
- Ensure correct pricing, margin management, and operational efficiency
Pipeline Management & Sales Operations
- Lead regional sales planning meetings
- Analyze regional sales performance metrics and implement action plans
- Ensure CRM discipline and supervise account management activities across the region in line with the defined operating rhythm, ensuring consistent execution of customer engagement, follow-ups, pipeline reviews, and account planning
Cross-Functional Collaboration
- Work closely with Product Heads, BU Directors and Regional Sales Managers to align solutions with customer needs.
- Collaborate with marketing on regional campaigns, events, and lead generation activities
- Close contact with Sales Operations to ensure regional EBITDA targets are met
Essential:
- 6+ years of sales experience in B2B environments, preferably in automotive or technical services
- 3+ years in leadership roles managing distributed teams
- Technical background in automotive engineering or related field
- MBA or equivalent advanced business degree
- Experience managing large strategic accounts and negotiations in global organizations
- Excellent meeting facilitation and leadership skills
- SalesForce CRM proficiency and data-driven decision-making capabilities
- Fluency in English; additional languages based on regional requirements will be highly value
- Availability to travel 50%
- Permanent EU or UK work authorization is an absolute requirement for this position
KEY PERFORMANCE INDICATORS
EBITDA contribution
- Client revenue and EBITDA achievement of the team
- Year to year growth of the team’s accounts
- Quote win rates in the region
Operational Rhythm discipline
- Team and client meetings
- CRM discipline
- Data quality standards
- Regional team adherence to operational rhythm and CRM discipline
Applus IDIADA is committed to equality, diversity and inclusion. We don’t put limits on you, so don’t put limits on yourself either. There is a place for everyone.