As the Sales and Market Development Manager, you are responsible for identifying strategic accounts and developing ambitious sales plans to expand AFL's market presence and drive revenue in the target region, in alignment with AFL's EMEA Data Centre strategy. Leveraging your skills as an influencer and communicator, you will build strong relationships across your account ecosystem, develop project pipelines to secure new business, and support product development. Internally, you will develop and manage the Account Manager, be recognised as the regional market expert and provide regular reports to the Sales Director EMEA.
Sales Strategy and Target Account Management:
Define and implement the regional sales strategies in alignment with the company's goals. Identify and prioritize target accounts for the region to drive business growth. Develop and maintain comprehensive account plans for each target account. Regularly engage with key stakeholders, decision-makers, and influencers within the client ecosystem. Revenue & Growth Planning:
Own and manage the regional revenue and customer relationships. Set clear revenue targets for each account, ensuring alignment with overall business objectives. Track performance against revenue goals and adjust strategies as needed to meet financial targets. Support the Account Manager in developing and executing revenue plans for their accounts. Project Pipeline Development:
Build and manage a detailed project pipeline for each account, tracking potential and ongoing projects from initiation to completion. Monitor project progression through each stage of the sales cycle, ensuring timely execution and delivery. Collaborate with internal teams to prioritize projects based on strategic value and revenue potential. Ensure that sales teams follow a structured process, from lead generation to deal closure, using CRM (Salesforce). Ecosystem Mapping:
Map the full ecosystem of each account, identifying key stakeholders, partners, and decision-makers. Build strong relationships within the ecosystem to create opportunities for new projects and business development. Team Development & Collaboration:
Lead and develop a high-performing team, fostering a collaborative and growth-oriented environment. Mentor and coach team members to enhance their skills in account management and sales strategy, focusing on continuous learning and development. Encourage cross-functional collaboration between sales, product, and support teams to ensure successful project delivery and account satisfaction. Preferred Qualifications & Experience:
5+ years’ sales and business development experience in regional target market, preferably in Data Center or Structured Cabling Market. Existing personal network in the regional data center market. Strong hunter mentality – proven track record of developing new business. Strong in selling value propositions and sustainable business development. 3+ years’ experience in managing local sales teams. Required Qualifications:
3+ years experience in managing local sales teams. 5+ years sales and business development experience in regional target market, preferably in Data Center or Structured Cabling Market.
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Define and implement the regional sales strategies in alignment with the company's goals. Identify and prioritize target accounts for the region to drive business growth. Develop and maintain comprehensive account plans for each target account. Regularly engage with key stakeholders, decision-makers, and influencers within the client ecosystem. Revenue & Growth Planning:
Own and manage the regional revenue and customer relationships. Set clear revenue targets for each account, ensuring alignment with overall business objectives. Track performance against revenue goals and adjust strategies as needed to meet financial targets. Support the Account Manager in developing and executing revenue plans for their accounts. Project Pipeline Development:
Build and manage a detailed project pipeline for each account, tracking potential and ongoing projects from initiation to completion. Monitor project progression through each stage of the sales cycle, ensuring timely execution and delivery. Collaborate with internal teams to prioritize projects based on strategic value and revenue potential. Ensure that sales teams follow a structured process, from lead generation to deal closure, using CRM (Salesforce). Ecosystem Mapping:
Map the full ecosystem of each account, identifying key stakeholders, partners, and decision-makers. Build strong relationships within the ecosystem to create opportunities for new projects and business development. Team Development & Collaboration:
Lead and develop a high-performing team, fostering a collaborative and growth-oriented environment. Mentor and coach team members to enhance their skills in account management and sales strategy, focusing on continuous learning and development. Encourage cross-functional collaboration between sales, product, and support teams to ensure successful project delivery and account satisfaction. Preferred Qualifications & Experience:
5+ years’ sales and business development experience in regional target market, preferably in Data Center or Structured Cabling Market. Existing personal network in the regional data center market. Strong hunter mentality – proven track record of developing new business. Strong in selling value propositions and sustainable business development. 3+ years’ experience in managing local sales teams. Required Qualifications:
3+ years experience in managing local sales teams. 5+ years sales and business development experience in regional target market, preferably in Data Center or Structured Cabling Market.
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