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Regional Sales Director

Location: Berlin, Germany
Your purpose in the role:
 
At Insights we have ambitious growth plans and at the same time we are seeking to create a consistent sales and delivery experience for our customers across the globe.  In this leadership role your primary focus will be to lead the regional direct sales for our businesses in Germany to ensure that Insights is recognised as a people development partner of choice in the region.  It is anticipated that this role will be based in our Berlin office with frequent travel to our office in Wiesbaden and across Europe as required. 
 
In addition, you will have Operational Management responsibility/ overview for the offices within the Region ensuring that that the employees based in Germany have a connection to the insights community within their base country as well as on a functional basis.  As required you will also have the role as key signatory for all geographic compliance activity. 
 
As part of the European Leadership team you will actively support the deployment of Global Sales Strategy across Europe and in the countries that you are responsible for, integrating the recently acquired co-owned businesses into our new Global Sales and Delivery matrix model, championing the success of the cross regional business units Enterprise Clients, Global Clients, Inside Sales, Partner Channel and Delivery Excellence. You will be accountable for sales, revenue, financial, and delivery metrics for Germany, the execution of the Insights Global Sales Model, customer happiness and sales team engagement.
 
What you’ll do to succeed:
              
Direct Regional Sales:
 
- Build, communicate and deploy a clear Regional Sales Strategy for Germany
- Achieve agreed revenue, customer, and product targets for the direct channel of the business across the Region
- Working cross-functionally, achieve and monitor key business metrics in areas such as:
- Marketing
- Sales process and best practice
- Customer Happiness
- Regional account penetration
- Delivery
- Select financial and people measures
- Lead cohesive, motivated and high performing sales teams across the Region, recognised as a people development partner by our clients
- Liaise with Marketing to build brand equity, awareness and create solutions business development opportunities
- Drive front-end improvements as part of the customer happiness/customer voice programme in partnership with operational colleagues
- Build and develop our talent pipeline within the Region, providing opportunities for growth and development across the team
- Accountable for the budgeting process for regional direct sales aligned to global strategy and relevant business plans and focus on deploying proper sales operational processes and reporting
- Forge strong partnerships across the Insights network and take a proactive approach to sharing best practice
 
Strategy and Integration:
 
- Working in partnership with colleagues in the Global Sales and Delivery Leadership team to partner in the deployment of the Global Sales Strategy:
- Deploy the Global Sales Process in the Region promoting best practise CRM and advising the Operating Model on business requirements for our supply and demand chain
- In partnership with the ELT, serve as the senior leader in the Region for all country sales, strategy deployment, business intelligence, and region strategy.
- Partner with business partners in Finance and Human Resources to align best practice processes for the Region that are globally consistent and aligned with the Insights Global Business
 
- Deploy the Global Sales Model in Region and act as a champion and advocate to ensure the successful set up of the 6 global business channels as appropriate within Germany:
- Enterprise Clients
- Global Clients
- Regional Accounts
- Inside Sales Channel
- Partner Channel
- Delivery Excellence
 
- Serve as the Germany lead for the country specific ‘One Insights’ implementation plans:
- Setting the culture and climate for all our teams who are located in the Region is an essential part of this role. This critical leadership responsibility will ensure that our teams, outside of our international headquarters, have a consistent leadership presence as we continue to grow the business as One Insights.
 
How you’ll do this: 

- Cultivate a culture of high performance focused on delivering a legendary customer experience
- Demonstrate a capability of leading and developing high performing cross functional teams in the global learning and development sector
- Knowledge of the Global/European learning & development marketplace and experience of L&D and/or consulting related industries
- Inspirational leadership of self and others in a global matrix environment
- Inspired by our purpose and values and brand
- Bring a global mind set and drive for consistent customer experience across the Insights sales and delivery process
- Role-model a collaborative approach to achieving results through the effective leadership of internal stakeholders
- Demonstrate a capability to contribute and drive the execution of strategy and ability to engage executive and senior leaders across different business units and functions
- A credible, confident, caring and engaging demeanour
 
What you’re great at:
 
- Strong sales background and track record of delivering results & commercial judgement
- Leadership role model: global mind-set, matrix management, collaboration and servant leadership
- Demonstrable experience and capability in implementing global strategy from a local level
- Strong leadership, strategic thinking, operational management, influencing and negotiation skills
- Collaborating and partnering with stakeholders in other countries/ regions and functions, representing voice of customers and commercial judgement
- Self-aware and committed to personal development & development of others
- Rigorous critical thinking and ensuring empowerment and accountability is in place
- Well-developed numeracy and literacy skills
- Execution and delivery against stretching strategic and financial objectives
- Driving a consistent global customer experience through an effective sales operations model
- Working with English as a business language, whilst also fluent in German
 
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