Head of Sales Strategy and Organization (m/f/d)

For all the customer touchpoints, and all the strategic customers, the purpose of this position is to define, to develop and to be the gate keeper of the sales targeting and the sales organization processes and to support their implementation in all the countries. The sales customer targeting here include all the very first part of the selling process which mean Customer Targeting, be able to design a seller coverage model that focuses each sales role on a targeted customer segment in a well-designed territory. And be able to build clear organization to put the right people, in front of the right customer or group of customers.Support a cluster of countries (4-6 countries) in the implementation of the entire selling process and support the implementation of the common practices that have been defined globally.FUNCTIONAL RESPONSIBILITIESCUSTOMER & PROSPECT CLASSIFICATION -Go to Market StrategyCTG prioritization process: Start with clearly prioritized CTG and even branches – Define CTG potential for growth on a country level.Work closely to the CRM / Controlling department to be able to provide a complete process to set a clear Customer & prospect list to targetCustomer Qualification – be able to provide Qualification and segmentation rules to target the right customer including Potential, life cycle, frequency or attributes data’s using a good mix of internal and externals sources.KEY ACCOUNT CUSTOMER IDENTIFICATIONDefine and set a complete process to identify Strategic Key Account Customers and to set the right organization to tackle these type of large customers – Including visitable or not visitable customers for the Sales ForceFSD CUSTOMER for SF & TelesalesDefine processes to assign FSD Customers to Sales Force and Telesales organisation – define frequency of visit / Call to be able to develop properly these customers according to their classification and qualificationCOMPETITIVE INTELLIGENCEDefine processes to enable countries or even regional / local organization to do competitive intelligence to steer competition to increase our efficiency on the field according to our competitive advantage.CUSTOMER ALLOCATION According to the customer classification and qualification, according to the key account weight and the FSD customer and even according to the competition landscape – define a end-to-end seller coverage model that focuses each Sales touchpoints (including Sales Force, Store, Telesales and KAM) and that will be apply in all the countries to increase our sales efficiencySALES PLANNING According to this allocation of different responsibilities for different customer segment – Define with Controlling Department a complete framework to assign sales target to all the customer touchpoint and to build a complete and consistent approach of yearly sales planning.SALES ORGANISATIONSALES TOUCHPOINT ROLESupport the building of a consistent organisation (different role) to develop the sales growth within an ideal seamless customer experience by working closely with HR Department on job description, hiring profile, Onboarding process to fit the customer targeting needs. COUNTRY CLUSTER RESPONSIBILITIES  This position will report to the Sales Excellence organisation but will be seated in the countries to support the implementation of the entire sales process – therefore he/she will have to work closely with the entire sales excellence team and will have to know the entire sales blueprint and its update to be the Single Point of Contact for the country responsible for