JOB DESCRIPTION: Regional Head of Sales

1 GENERAL DETAILS
Regional Head of Sales Chief Sales Officer, Executive Team SALES SCIA 3

JOB TITLE: REPORTING TO: DEPARTMENT: COMPANY: REVISIONNUMBER:

JOB PURPOSE contribution to the SCIA objectives

Leading a sales team for a specific region, coaching of junior sales engineers, coaching of agents & sales partners, setting-up and executing a sales & marketing activity plan. Analyzing customer needs, advising customers and answering their questions, in order to achieve the commercial objectives and optimize the relationship with SCIA. Registration of customer needs and proposals, in order to provide correct and timely information for the planning of the SCIA product development. Following up the sales proposals and activities of his team and deliver monthly a precise and up to date sales forecast.

CONTEXT environment

The SCIA sales division is divided in several regions (i.e. Northern Europe, Central Europe, Eastern Europe, etc.). Each regional head of sales has the revenue responsibility for one region. It requires frequent travelling, interactions with clients and with sales partners. It may also impose to be stationed in the region itself, away from headquarters. The product offer being technical (Building Information Modelling), the job demands a combination of technical and entrepreneurial skills, with due respect of the company values relationship driven, commitment, creativity and reliability.

ACCOUNTABILITIES OF THE JOB expected output, field of activity

4.1 Sales team management

Coordinating, following up and reviewing the implementation of the sales and marketing plan. As head of a sales team be responsible for carrying out the plan, in order to achieve the agreed objectives in the short term and to ensure that the business strategy is achieved in the medium term. Managing, controlling, coaching and evaluating the staff, in order to give the necessary support and to guide the employee towards optimum performance. In the case of external partners (e.g. agents) the role, as line manager is less applicable and replaced by the role of coordination, motivation and supporting. This is to assure that each external salespartner achieves his goals, sends his reports towards SCIA and that SCIA gives sufficient attention to localisation for each market. The head of sales organizes required trainings (external / internal) for his staff or partners. Cooperating with the other divisions of SCIA, e.g. marketing / delivery / support to succeed in working out the daily operations for the region. Together with the sales teams defining the SCIA strategy and translating it into a definite sales strategy and objectives, in order to set the direction that the sales business will take.

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4.2 Account Management - Prospection

Contacting and informing existing customers and new prospects, in order to keep the market up to date about the SCIA product portfolio & services. Expanding the SCIA customer base in the region, to contribute to the revenue target. Identifying and active searching for new prospects, analyzing sales potential and work out sales activities. As regional head of sales, accounts are visited together with sales engineers / sales partners, or for specific accounts (segments, major accounts) by the head of sales himself.

4.3 Proposals, forecast, contracts, market

The regional head of sales is mastering the sales process of his staff or sales partners. He is monitoring the process through: Solution selling (vision lock) methodology Telemarketing, call centre activities to fill up the prospect funnel Forecasting on regular basis (and quarterly review towards the executive team) Reporting sales results and any market information relevant to the SCIA organisation The regional head of sales has the authority to close contracts with clients in agreement with the SCIA contractual conditions. For exceptions to the standard contractual arrangements and for commitments on deliveries for non-standart software or services, he will respect the valid procedures. He is also providing input for the planning of the development of standard software, in order to make possible efficient follow-up of its possible development and incorporation in the activities as a whole, for customers and the SCIA organization alike. Detecting and analysing information regarding SCIA customers and its market, in order to improve knowledge of the environment and to apply it in the form of new or modified products and service. Competitive analysis, communication strategy, advertisement policy.

4.4 Database management Product input

Keeping the customer database up to date, in order to keep the information generated from the sales activities in a structured manner, to ensure its integrity and to use it for approaching the market in a professional manner. It will require: entering data on a timely basis correctly and according the prescriptions. The head of sales has the authority to submit demands for product development, following the procedures & processes available within SCIA. The goal is the expansion of the sales results in the region under his authority. Together with the product management, he will work out business cases (projections of income).

4.5 Product knowledge

Gaining expertise of the functioning and advantages of the SCIA products in order to have the ability to integrate this product knowledge in the sales process and position the sales team as specialists. The activities include: Participating in product info sessions Continuously increasing own expertise conc. our value proposition The regional head of sales has the authority to decide on trainings and actions to achieve the product know-how.

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5 QUANTITATIVE ASPECTS The regional head of sales will be responsible in his region for the sales revenue, for the sales & marketing costs. These figures are worked out together with the executive team as part of the annual business plan. Quarterly the achievements and progress of plan realisation will be discussed with the executive team. 6 LINE MANAGEMENT The regional head of sales will be the direct manager of the regional sales staff (own employees, sales partners). He will organize and chair meetings, work out budgets, hold goal settings and performance appraisals. For the various detailed responsibilities & authorities the SCIA Quality Manual and Quality procedures (ISO 9001) is to be consulted. For HR issues the SCIA employee guideline is outlining the details. 7 MOST IMPORTANT CONTACTS Frequency 1/month 1/quarter 1/week Role inform/report evaluation follow up activites related to sales Purpose monitoring of results marketing & sales activities follow business plan achieve goals, focus sales & info

Who CSO Exec.Team Sales team Clients 8

REQUESTED PROFILE FOR THE JOB

Educational level & general experience Structural engineer (MSc) Sales & marketing experience (> 3 years) Management experience. Technical knowledge Understanding & being able to discuss with structural engineers, consultants Language skills: german, english Competencies Mastering the sales process (incl. major accounts) Track record in developing business Personality Sales drive, committed, entrepreneurial, relationship driven, inventive, reliable, pro-active

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