Regional Sales Director BPM

Drive the strategic growth of the BPM region within Europe by executing a 5-year business plan, building a strong Business Partner network, and expanding market presence in NB and LCS. Strengthen partner performance through targeted development, joint sales activities, and close collaboration with internal BPM teams.

Your tasks

Sales Responsibilities

• Develop and execute 5-year business plan in the sub-region (NB & LCS), incl. gradually building up a team of Business Partner Managers

• Grow and manage (indirect) Business Partner/ distributor network

• Grow Business Partners, focusing on market potential of our offerings and appropriate territory (re)allocation to Business Partners

• Enhance trust and communication with Business Partners

• Evaluate existing and potential new Business Partners

• Develop Business Partners (training, sales and marketing tools, etc.)

• Sell, sell, sell: Drive Business Partners in growing Kardex Remstar business, joint meetings with end clients, field visits, fairs, etc.

• Establish business development action plan per Business Partner

• Generate sufficient leads and opportunities through local marketing strategies in collaboration with Business Partners and BPM MarCom

• Manage (accurate) sales pipeline/ funnel of Business Partners

• Support adherence to global sales methodology and sales processes

• Monitor market potential, competition, trends, and developments

• Liaise with central BPM functions, MarCom NB, LCS, F&A, HR in support to achieve above – We are one BPM team!

Accountability

• Bookings and sold gross profit (GP

• P&L responsibility for the sub-region from Bookings to “Functional Contribution"

• Strategy and business development of top line (NB & LCS)

• Yearly budget setting and rolling forecast

• Responsible for employees/ Business Partner Managers (BPMs) in the sub-region

• People Development

• Health & Safety 

• Create community & team spirit 

• Target setting/ cascading and monitoring to sub-regional BPMs

Reporting Line/Reports

• Reporting directly to Head of Region BPM EMEA

• Peers:

• Other (Sub-Regional) Directors BPM

• Direct Reports:

• Team of BPMs (depending on business size)

Main KPIs

• Sub-region bookings NB & LCS

• Sold GP

• Sub-region functional contribution, i.e. region profitability

• Personal Objectives

Your profile

Qualifications

• Experienced and hungry intralogistics sales manager

• Professional skills to aggressively grow the sales volume

– Several years of BD and Sales experience in the region

– Experience in B2B Channel Mgmt. and Marketing

– Experience of Intra-Logistics and Materials Handling

– Strong data analytics e.g. regarding market potential

– Experience in multi-cultural business environment

• Mature leadership personality that Kardex can rely to deliver the growth ambition in the sub-region

– Live the Kardex Guiding Principles every day

– Deliver sales according to accountability and deadlines

– Open, direct and honest communication and stakeholder management

– Lead by example to the business partners and their sales teams (role model sales manager)

– Share best practices and support to succeed

– Networking skills at all org. levels and across borders

– Excellent communication presentation, and negotiation

- Mgmt-level reporting w/ fact-based and clear messaging

• Languages: English, languages of sub-region is a plus