Sales Manager/Director - job 1 of 2

As a Sales Manager/Director at this established European IT consulting firm, your core responsibilities will include leading the market entry strategy for Germany, focusing on the lucrative banking and insurance sectors. You'll be tasked with developing a comprehensive sales funnel, driving business development, and ensuring solid client engagement. Collaborating with technical consulting teams, managing service delivery quality, and directly reporting to the CEO are pivotal aspects of the role that will require your strategic insight and leadership.

To excel as a Sales Manager/Director in our German operations, candidates should ideally have 5-10 years of experience in IT market development and sales, specifically within the German landscape. A proven track record of business development within IT consulting—targeting the banking and insurance sectors—is crucial. Additionally, an entrepreneurial mindset, fluency in both German and English, and the ability to work independently in the local business environment are key qualifications.

The Sales Manager/Director plays a vital role in driving the company’s growth in Germany by spearheading the market entry strategy and identifying new business opportunities within the banking and insurance sectors. By building and managing a sales pipeline, establishing client relationships, and collaborating with technical teams, this role ensures that the company not only gains a foothold but also thrives in the competitive German market.

As the Sales Manager/Director, you will receive substantial support from the leadership team, including the CEO. The company values collaboration and will work alongside you to develop a localized business plan, strategize recruitment efforts, and share market insights. This supportive structure is designed to empower you in establishing a successful presence in Germany’s IT consulting landscape.

The Sales Manager/Director role is a unique blend of both independent work and teamwork. While you will have the autonomy to drive your market initiatives and strategies independently, collaboration with the CEO, technical consulting teams, and potential new hires is fundamental. This creates a synergistic environment where individual strengths can be leveraged for collective success.

When answering this question, illustrate specific examples of your past work in IT market development, focusing on measurable outcomes. Highlight how you've successfully navigated the challenges of building a client base in the IT consulting industry, ideally within the banking and insurance sectors.

Your response should include concrete strategies such as market research to identify specific needs within banking and insurance, establishing networks, and leveraging existing client relationships. Discuss how you'd customize your approach to resonate with the German business culture.

Share your systematic approach to developing a sales pipeline, from initial lead generation to nurturing potential clients. Mention tools or methodologies you utilize and how you measure success at different stages.

Discuss qualities such as leadership, communication skills, strategic thinking, and an entrepreneurial mindset. Provide examples of how you’ve demonstrated these qualities in your previous roles to successfully drive results.

Describe a step-by-step approach for analyzing the cause behind the decline, addressing client feedback, revisiting your sales strategy, and making necessary adjustments to course-correct. Emphasize your analytical skills and adaptability.

Pick a specific example that showcases your leadership abilities. Describe the situation, your approach to leading the team, and the positive outcomes achieved, highlighting how teamwork contributed to success.

Explain your experience in managing client relationships, focusing on techniques you've used to foster long-term partnerships. Share examples where your relationship-building skills have led to successful business outcomes.

Elaborate on the resources you use to keep abreast of industry trends, such as relevant publications, networking events, or professional organizations. Emphasize the importance of staying informed to remain competitive.

Outline your training approach, which could include onboarding processes, mentorship programs, and hands-on selling experiences. Highlight the importance of instilling the company’s values and client service principles.

Discuss how effective communication is fundamental in building trust, facilitating client interactions, and ensuring team alignment. Provide examples of how you've successfully used communication to drive sales initiatives.