VP​/Head of Industry Line Chemistry-Pharma-Energy-Utilities; CPEU

Executive Search - Head of Industry Line Chemistry-Pharma-Energy-Utilities (CPEU)

The Head of Industry Line CPEU is responsible for managing all Key Accounts and the respective New Logo Hunting Territory CPEU. He/She is in charge for the Vertical G2M, the Account Strategy, the Hunting/Sales Strategy and the full set of commercial KPI, reaching from Order Entry and Pipeline all the way down to Account Results and Customer Satisfaction.

• Definition and realization of the industry strategy as well as customer development in the respective vertical. Planning of measures for strategic customer development (portfolio, order entry, revenue and result) as well as efficient customer relationship management including escalation management and representation of the company and its IT solutions on all organizational levels on customer side. Steering of customer and market information into customer relationship management, sales and selling team planning.
  
  Definition of operational goals and alignment of measures for goal achievement with Finance and Controlling. Steering of sales processes and management of the selling team.
• Overall responsibility for order entry, revenue, customer result and selling expenses.
• Review and manage the performance of the vertical sales team.
• Define, drive and execute initiatives with strong value creation.
• Define, drive and deliver complex and challenging projects and programs.
• Recruit and develop talent to build high performance sales teams.
• Manage as part of an international matrix organization.
• Engage actively with customers, specifically on Senior Management and Top Management level. Conduct business in the following language:
  English and German.
• Achieve high business impact by overcoming barriers, employing strong negotiation skills, as well as sound diplomatic skills.
• Combine your strong business orientation with a multi-national understanding of how to translate business solutions and opportunities into business strategies and actions.

• University degree, ideally in business administration, business information systems, economics or similar qualification.
• At least 7-10 years of relevant job experience with the following responsibilities:
  Profit- and-loss responsibility for global and / or key customer accounts, including account planning, account strategy, strategic customer development, customer relationship management and steering of sales processes.
• Several years of management experience.
• Strong capability reviewing and managing sales opportunities.
• Deep and proven Industry expertise in one or more of these verticals:
  Chemistry, Pharma, Utilities, Energy Production and/or Distribution
• Extensive experience as project / program manager.
• Experience in managing sales teams of at least 10-20 employees.
• Strong ability to manage performance of employees.
• Extensive experience managing as part of an international matrix organization.
• Successful engagement with customers, specifically on Senior Management and Top Management level.
• Strategic, high-level business orientation with a multi-national understanding of how to translate business solutions and opportunities into business strategies and actions.
• Overcoming barriers – track record as a leader with high business impact, strong negotiation skills, as well as sound diplomatic skills.
• The position requires regular travel.
• Business negotiation level required for English and German

We are an equal opportunities employer and welcome applications from all qualified candidates.