- Company Name
- Detandt-Simon SA
- Job Title
- Responsable commercial/Responsable commerciale
- Job Description
-
**Job title**
Commercial Manager / Sales Manager
**Role Summary**
Lead and coordinate a multi‑channel B2B sales organization across Belgium and France, driving revenue growth, process optimisation, and performance measurement.
**Expectations**
- Deliver consistent sales results and meet/exceed revenue targets.
- Demonstrate strategic thinking, analytical rigor, and a proactive approach to market development.
- Foster a high‑performance culture, ensuring accountability and continuous improvement.
**Key Responsibilities**
- Manage and mentor a diverse sales team comprising on‑ground sales staff, tele‑sales, field technicians, and retail outlets.
- Design and implement structured sales processes, including agenda management, visit schedules, prospecting plans, and quotation follow‑up.
- Track and improve key performance indicators: turnover, gross margin, quotation conversion rate, channel performance, and pipeline depth.
- Identify and close return‑to‑lost or declining‑revenue accounts, and develop targeted recovery initiatives.
- Build and maintain a robust commercial pipeline through proactive prospecting and lead generation.
- Collaborate cross‑functionally with marketing, logistics, and senior management to align strategy and operations.
- Produce regular, clear reporting to senior leadership on sales activity, KPI progress, and strategic recommendations.
**Required Skills**
- Minimum 5 years of progressive sales leadership experience in a B2B environment.
- Proven competency in multi‑channel sales management (field, tele‑sales, e‑commerce, retail).
- Strong analytical skills with proficiency in KPI tracking, forecasting, and reporting.
- Excellent communication, negotiation, and influencing abilities.
- Demonstrated ability to motivate, coach, and develop high‑performing teams.
- Experience within the HVAC or building services sector is an advantage.
**Required Education & Certifications**
- Bachelor’s degree in Business, Marketing, Engineering, or a related discipline.
- Professional certifications in sales management or related fields are desirable but not mandatory.