Regional Sales Director (DACH)
Core Mission
The Regional Sales Director is responsible for driving profitable growth, margin expansion, and market share within the assigned region by building and leading a high-performing sales organization.
The role ensures consistent delivery of results through strong performance management, accurate forecasting, and disciplined execution. A key focus is developing people, fostering a winning and accountable culture, and translating strategy into measurable outcomes.
Key Responsibilities:
1. Regional Performance Ownership
Own overall regional performance (revenue, margin, growth, market share)
Deliver against annual operating plan and strategic objectives
Ensure consistent execution of sales processes across the region
2. Performance Management & Accountability
Establish clear targets, KPIs, and expectations for all team members
Drive a high-performance culture with strong accountability for results
Monitor performance through regular reviews (weekly, monthly, quarterly)
Identify performance gaps early and implement concrete gap-closing actions
Ensure consistent use of CRM, data, dashboards, and KPIs to manage the business
3. Sales Team Leadership & Development
Lead, coach, and develop a team of sales professionals
Build individual development plans and actively grow capabilities
Provide ongoing coaching on sales skills, opportunity management, and customer engagement
Actively manage underperformance and recognize high performance
Develop future leaders and ensure strong succession pipeline
4. Sales Execution & Daily Management
Ensure strong execution of daily sales activities by local sales teams
Monitor pipeline health, activity levels, and opportunity progression
Drive disciplined use of CRM and sales tools
Ensure alignment between strategic priorities and field execution
5. Forecasting & Performance Management
Own regional forecast accuracy and predictability
Provide weekly forecast (pulse) updates with clear visibility on risks and opportunities
Ensure forecasts are data driven, realistic and consistently improved
Drive accountability within the team to deliver forecast commitments
6. Pipeline & Opportunity Management
Ensure a robust and healthy pipeline across the region
Support and challenge teams on key opportunities and win strategies
Drive pipeline coverage and conversion to meet growth targets
7. Market & Customer Development
Drive market share growth within key segments and geographies
Ensure strong customer engagement and coverage across the region
Support development of key and strategic accounts in collaboration with SAMs
Identify market trends, risks, and growth opportunities
8. Cross Functional Collaboration
Collaborate with Strategic Account Managers / TracLoc / Large Projects / Cold Scope, Marketing, Product Management, and other functions
Ensure alignment between regional execution and broader business strategy
Act as the voice of the region in cross-functional initiatives
Key Performance Indicators (KPIs)
Revenue and margin growth (region)
Market share development
Forecast accuracy and predictability
Pipeline coverage, quality, and conversion
Sales team performance and productivity
Effectiveness of potential gap-closing actions
Employee development and engagement
Core Competencies
Strong sales leadership and team development
Performance management and accountability
Forecasting and business planning
Strategic thinking with operational execution focus
Coaching and talent development
Data-driven decision making
Talent development and succession planning
Typical Profile
10–15+ years in B2B sales and sales leadership
Strong written and verbal communication skills in both German and English
Bachelor's degree in Electrical Engineering required ( Master's degree preferred) or MBA
Experience managing customer relationships and driving business growth within the shipyard and semiconductor industries
Proven experience managing and developing sales teams
Strong track record in delivering growth and managing forecasts
Experience in complex, multi-channel or regional sales environments