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Our client is a fast-growing IT services company specialized in SAP, IT, and Digital solutions, structured around two Business Units. The company enjoys strong brand recognition, a solid enterprise client base, and aims to further accelerate its commercial performance. The Sales Manager leads the entire commercial function; from strategy and business development to team leadership and performance management. He/she is directly responsible for achieving revenue, margin, and delivery quality objectives. 1. Leadership & Organization: - Manage, coach, and develop a commercial team composed of salespeople and sourcers. - Establish structured rituals: daily/weekly meetings, pipeline reviews, forecasts, and individual objectives. - Instill a performance-driven culture focused on metrics, accountability, and consistent reporting. 2. Business Development: - Define and execute the go-to-market strategy for each Business Unit (Cybersecurity / IT). - Grow and retain a portfolio of enterprise and mid-market clients. - Open new accounts and negotiate framework agreements. - Strengthen the company's positioning in the Luxembourg and cross-border markets. 3. Profitability Management: - Set and monitor targets for daily margin, utilization rate, and turnover. - Optimize the mix between subcontractors and internal consultants. - Challenge and support the teams during commercial negotiations to maximize profitability. 4. Client Relations & Influence: - Maintain regular contact with strategic clients and decision-makers. - Represent the company with IT, Procurement, and C-level stakeholders. - Act as a brand ambassador, promoting the company's image and service offerings.
- Proven experience in sales management within an ESN / IT consulting firm (small to mid-sized, not staffing or large corporations), ideally in Luxembourg or the Greater Region. - Strong track record in key account management and new business acquisition. - Solid grasp of commercial performance metrics: pipeline management, closing, forecasting, and KPIs. - Ability to coach, engage, and develop a high-performing sales team. - Comfortable operating in dual-speed environments (mature BU vs. growth BU). - Recognized leadership, high standards, and a hands-on, results-oriented mindsetit
