Country Manager Germany

Requisition Number: 202521

External Description:

Country Manager Germany (m/w)

Location: Munich, Duesseldorf, Frankfurt

Reporting to:  Area Sales VP

Position Summary 

Teradata (TD) is investing in Germany, as one of the key geographic areas to build growth for the country. A newly appointed Country Manager will need to be able to have the current German TD organization re-shaped. 

The Country Manager is a key member in the Solution Sales team as the person is ultimately responsible for the growth and development of both the organization’s people resources, sales and marketing strategies as well as its financial well-being.  This individual is also responsible for establishing and developing a high performing team in Germany which consists of sales, presales, professional services, and support services. The incumbent is responsible for casting and refining the vision, direction, and strategy of the German organization, and is responsible for providing executive-level sales leadership, developing and executing winning sales strategies, and assisting efforts to close business. As a coach, the Solution Team Leader is expected to motivate the sales people to succeed to their fullest potential and to direct their selling efforts throughout their customer accounts. 

The incumbent holding this position is expected to manage sales and business results in the territory as if operating his/her own business while acting in the best interest of the TD Corporation at large. This means continually growing the district’s business within the Corporation, while helping the sales representatives to solidify, elevate and nurture relationships within key customer accounts and all members of support groups internal to TD. The Country Manager also serves as a liaison between members of upper management, internal sales support teams and the sales team. The manager is involved in upper management decisions and key face-to-face interaction with customers 


Key Areas of Responsibility 

Managing Sales and Business Results:

The ability to effectively manage order/revenue generation and business profitability while meeting strategic business objectives. This includes territory design, funnel management, forecasting, resource planning, asset management, and pricing decisions. This also includes an understanding of the meaning and implications of key financial levers that impact overall business performance

• Manage the sales funnel and the line of sight. Accurately forecast business results/outlook. 
• Assign territories and accounts to sales specialists. 
• Manage budget and practice expense controls. 
• Relationship Management (external): Establish and nurture the professional business relationship between a customer and TD at various levels of the client's organization. Possess excellent knowledge of the client's industry and specific business, strategic thinking and
  interpersonal sensitivity all founded in trust.  
• Relationship management (internal): maintain and influence relationships with internal partners and resources across Automotive, Manufacturing and Retail Solutions and TD. 

Leadership:

The ability to motivate and empower the sales & services team in Germany to achieve a common goal. This includes providing a shared vision, modeling the way, and challenging the status quo to champion new initiatives. This competency involves providing clear direction, championing change, influencing others, and creating an environment that fosters professional and personal success. 
• Maximize sales across targeted industries leveraging various channels of distribution, 
  both direct and indirect as appropriate.
• Develop and/or capitalize on industry knowledge and contacts to uncover business opportunities. Advise, counsel and recommend solutions to sales specialists for presentation to customers on how to meet or address needs.
• Rely on excellent leadership and interpersonal skills to initiate and maintain executive-level interaction and customer satisfaction.
• Drive development of new business opportunities and closure of new account business.
• Close profitable Financial, Retail, Telco & Cross sector Solution business incorporating hardware, software, professional services, and customer services. 

Sales Coaching and Development:

The ability to individually coach, mentor and develop sales associates to enhance their performance.  This includes coaching both sales skills and sales strategy that are situationally driven in the field. This also includes evaluating performance and providing individual mentoring and development plans.

• Utilize team members including post-sale delivery professionals, pre-sale technical & application professionals and management, to achieve business objectives. 
• Recognize wins and celebrate successes to build team morale 
• Pursue professional development opportunities to enhance the skills of sales specialists; prioritize and schedule training/developmental activities for the sales team. 

Development of Solution Selling Skills and Capabilities: 

The development of solution selling skills and capabilities within the sales team includes:  ability to understand the industry and our solution portfolio, complete a thorough analysis of the customer’s business problem/need and articulate how our solution will address the business problem/need with a significant return-on-investment for our customer.

• Ensure the sales team has researched the customer environment to be able to populate the business impact model. 
• Demonstrate understanding of and the ability to articulate the value of Automotive & Manufacturing Solutions in terms which will significantly impact the customer’s business results. 
• Ensure that the Solution Sales Specialists and others involved in consultative selling are able to articulate the solution in terms of Return-on-Investment (ROI) to the customer. 
• Lead a Solution Sales Specialist to effectively advise and influence customers through consultative selling techniques. The incumbent effectively advises, intervenes, influences or brings professional or technical expertise to bear on a customer or client group, situation, 
  or organization over which they have no direct authority. The incumbent in this role is expected to maintain a high level, executive relationship with the customer and provide a strong level of industry knowledge. 


Scope 

• Driving the development and execution of sales and services account/opportunity planning 
• Penetrate competitive sales and services accounts, while maintaining existing TD business 
• Maximize sales and services revenue and margin volume 
• Ensure people resources understand the Financial & Telco industry and articulate the 
  business value of TD’s Financial & Telco solutions, including services, to business users 
• Building strategic relationships with key current users, as well as competitive accounts
• Effectively coordinates and manages resources to ensure all current accounts and competitive accounts are being handled effectively 

Work Environment 

• Fast-paced, multi-functional tasking 
• Internal and External meetings and conference calls 
• Making tough decisions about business, strategies and people 
• Counseling, coaching, training and managing people resources 
• Ability to positively react and implement change 
• Drive execution within the organization 
• Forecasting & Analysis 
• Drive and work in a teaming environment 
• Partner with Finance & Accounting, Human Resources, Learning, Marketing/Communications and Operations Managers/Consultants

 
Education and Background

• BS/BA degree in a business-related field 
• Experience in selling software/applications 
• Experience in selling and articulating the value of TD Services to customers a benefit 
• Strong record of customer satisfaction 
• Minimum of 10-15 years’ experience in selling solutions/services 
• Demonstrated success in sales coupled with the demonstrated initiative towards advanced training related to management skills
• Preferably in-depth knowledge of the Automotive & Manufacturing industry and TD solutions is critical, especially on the German market. Industry Knowledge pertains to ones’ ability to understand the industry 
• Good network and wide contacts in the Automotive, Retail, Manufacturing & Cross sector industry, especially on the German market.

CountryEEOText_Description:

City: Muenchen

State: Bavaria

Community / Marketing Title: Country Manager Germany

Job Category: Sales

Company Profile:

Our Company

At Teradata, we believe that people thrive when empowered with better information. That’s why we built the most complete cloud analytics and data platform for AI. By delivering harmonized data, trusted AI, and faster innovation, we uplift and empower our customers—and our customers’ customers—to make better, more confident decisions. The world’s top companies across every major industry trust Teradata to improve business performance, enrich customer experiences, and fully integrate data across the enterprise.

LinkedIn Remote:

Location_formattedLocationLong: Muenchen, Bavaria DE