Head Manager Small Medium Business

Head Sales LOB Small & Medium Business ABC XY

The Head of Sales will have the responsibility for the direction and implementation of sales and marketing strategies for the SMB Line of Business (retail sales, mid-sized companies, distributors, Servers & Solutions) for Computer Systems on the German and Austrian market.

Strategic direction and planning will be performed in coordination with Strategic business Development and the General Manager.

Derived there from, will he maintain the definition of measurable quality criteria (CTQ) and based thereupon, the development of business plans. He will ensure that the sales and marketing activities will lead to the greatest possible economic success on a short-term basis, and maintain and expand market position long-term.

He will have the responsibility for the creation of necessary structures and processes needed for the implementation of the sales strategy, meaning: for the preparation and implementation of the sales contracts, determination and implementation of discount and price policies, design of guidelines for the sales area and the sales partners, planning of sales promotions, incentives, trade fairs and events.

He will maintain optimal exploitation of market potential through applying planning, monitoring and control of field sales activities. Furthermore, his area of responsibility will include, based on LOB-specific focus, product management, planning and implementation of marketing activities, order processing and customer support through the Back-Office.

Staff reporting to him will be managed based on objectives, and he will maintain their systematic further professional development.

The position holder will demonstrate a high degree of self-organization and sound knowledge of the markets. He will be managed by his superior based on objectives. Company strategies and goals will be coordinated and decided upon periodically together with his superior.

His activity and decisions will have strategic influence on the company's sales policies and will signpost the division's direction of development.


A university or college degree in business administration or in a technical field of study.


More that 8 years in an international sales organization of High Tech industry.


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Les Brown

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