Sales Manager - LATAM
Madrid
Madrid, Community of Madrid, ES
About the Company: DCDAcademy, a business division of DataCenterDynamics, delivers a diverse portfolio of data center learning and development and certifications to corporate and individual clients globally. Our solutions include the most important trends and technologies relevant in the industry today and are available in a variety of modes that include e-learning, virtual and classroom formats.
About the Role: As the Sales Manager - LATAM, you will be responsible for managing all targeted account and new business development sales (selling exclusively on Iberia's accounts) activity within the LATAM region. You will lead the sales team to achieve and exceed the overall revenue target for digital and Instructor Led solutions, working closely with the LATAM Director and Academy Management Team to ensure that DCD’s business objectives are met.
Key Activities:
1. Consistent delivery and achievement of the monthly and annual LATAM sales targets.
2. Leadership and management of the team with a clear focus on coaching and performance management.
3. Development of the team: identifying development needs and working with the team on individual and group basis, ensuring both product and industry knowledge are addressed as well as sales and account management skills.
4. Setting out the objectives and KPIs for the sales team and actively managing the team against these via weekly catch-ups.
5. Maintain personal sales responsibility for key accounts and territory.
6. Ensure effective sales pipeline management, providing accurate sales forecasts and appropriate performance data to the Senior Management Team.
7. Highlight any risks or variances in forecasts along with proposed plans to correct underperformance and capitalize on opportunities.
8. Actively involved in the sales team’s activity – sales planning, prospecting, sales calls, meetings, customer service, etc.
9. Work with Marketing, EMEA, NAM and APAC regions, Product, Client Success and Operations to maximize all commercial opportunities.
10. Strong client retention and management skills to service the needs of, and enhance revenue from, key global accounts.
11. Drive new business campaigns with the aim of winning new clients and improving market penetration.
12. Provide direction to your department in line with business priorities, preparing annual sales plans and forecasts for board approval.
13. Integrate and align sales plans with available processes, IT systems, talent and other areas to increase the capability and success of the sales group.
14. Manage a consistent focus on performance management – ensuring appropriate job descriptions are maintained, objectives are set, training needs are assessed, and appraisals are conducted.
15. Promote knowledge sharing and teamwork as the best way to achieve our sales goals.
Person Specification:
1. Fluency in English, Spanish, and Portuguese.
2. Excellent sales and negotiation skills, with significant B2B experience.
3. Experience in selling and managing teams from the Learning Development Sector.
4. Proven ability to inspire, motivate, and lead a team.
5. Proven experience in coaching and developing sales teams (group training sessions, individual coaching, etc).
6. Excellent communication and interpersonal skills.
7. Ability to work in a fast-changing and challenging environment.
8. Proven ability to interact effectively with Senior Executives.
9. Experience developing effective sales strategies, tactics, and techniques based on customer feedback and market environment.
10. Ability to effectively manage remote teams.
11. Experience in developing sales objectives and performance metrics aligned to strategy and targets.
12. Good IT skills (MS Office, SalesForce, etc) and social media savvy.
13. Accurate budget and report writing skills.
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