Regional Sales Director CEU

The Regional Director of Service Provider and Key Accounts for CEU region is responsible for growing the business with the Service Providers in the target areas of DACH, CZ, PL, Greece. The aim of the position is to manage all sales and business development activities for Service Providers and Key Accounts in the territories.  By cooperating with the EMEA team, ensure the unified corporate strategy to be used in customer approach and development, while reflecting individual specifics of the local markets in order to achieve given business goals.  This role is mission critical for the company and demands a seasoned sales & business manager who can drive both new and existing customer relationships.

•Actively seek opportunities to develop and grow effective relationships with the Service Providers in the DACH,CZ, PL, Greece, markets to name a few using the entire portfolio range.

•Build and develop the required infrastructure as the opportunity grows.

•Demonstrate a clear understanding of client requirements, barriers, organizational political boundaries, decision-making processes, and technical influencing processes.

•Develop and grow revenue streams through existing and new accounts.

•Ensure that the company is included on all relevant RFI’s and ensure that responses to RFI’s are managed and submitted in time.

•Develop and execute the business plan strategy and activities for the team, ensuring long-term growth.

•Periodically review the sales strategy execution and implement corrective changes where needed.

•Apply both tactical and strategic models, to ensure consistent both in short term and long-term results.

•Constantly seek sales opportunities in all accounts through a solid understanding of customer challenges and issues.

•Analyse market potential in the territory and develop fast response to competitors' strategies.

•Increase the value of the brand name in improving brand awareness and positive perceptions of the product attributes and professionalism that customer contacts associate with the brand.

•Manage country P+L based on agreed budget and targets - various sign off authorities.

•Manage country & regional P+L based on agreed budget and targets - various signoff authorities.

•Oversee and ensure your team(s) maintain a sales opportunity pipeline and CRM database for your regions.

•Manage and motivate the SP&KA team to achieve set targets within the region.

•Provide guidance, support and training to the local SP&KA team and other colleagues as needed.

•Coach and share knowledge with other colleagues within the SP&KA team and wider company team.

•Develop your own levels of expertise both technically and commercially and maintain abroad understanding of competitive products.

•Understand the HQ’s requirement and expectations for business in EMEA.

•Any other ad-hoc duties as required.

•Significant and demonstrable experience in Communications/Telco industry, specifically with ISP’s and Telco’s in region.

•Technical proficiency in broadband and networking products is desirable.

•Excellent understanding of the SBU products set, both from technical point as well as from different channels and routes to market.

•Necessary acumen to understand both the end users requirements as well as the partner's requirement from business perspective.

•Knowledge of the competitive environment within the marketplace and be able to proactively build that into the business and products plans.

•Ability to build long term SP account strategy and drive implementation.

•Strong presenter with proven negotiation skills

•Results orientated, motivated by success, and achievement and able to execute on multiple projects simultaneously.

•Team player and an enthusiastic and innovative leader.

•Able to work under pressure and be prepared to work in a fast moving and aggressive environment where key objectives need to be met in pre-agreed time scales.