Partner Sales Manager

**Role: Partner Sales Manager -** **Spain (Continental Europe Team)**

**Location: Madrid or other major Spanish cities - You will be based at your Home office with regular travel within the country and occasionally internationally.**

We are looking for a Partner Sales Manager to help increase Helvar sales revenue through proactive development of the local market & region. This includes developing Helvar project specifications, enhancement of existing Partner relationships, recruitment, training, and onboarding of new Partners and by influencing specifiers, consultants, and end-users to choose Helvar products and solutions. This is a commercially focused role that blends new business sales, key account management, business development and relationship management, however, a credible level of technical understanding is also required to engage with various parts of the project sales community. You will act as a consultant and trusted advisor to your Partners and customers, helping to grow not just Helvar’s business, but their business as well, helping them to generate more business and to bid for and close high value projects.

**Key areas of responsibility and key actions**
- Take full ownership of Helvar business relationships and revenue growth with locally assigned Partner(s)
- Proactively hunt for and develop new business opportunities together with regional Partners, managing and negotiating project deals and pricing where appropriate, being mindful of Helvar margin requirements.
- Ensure significant market activity by Helvar and Helvar Partners including sales, marketing and local events to drive market demand generation
- Provide timely and accurate monthly and tertial revenue forecasts to Helvar Channel Management
- Proactively work with Partners to design, develop, and execute growth-focused business and activity plans, agreeing on mutual performance objectives, financial targets, and associated critical milestones.
- Constantly search the local market for new Partnering acquisition opportunities where appropriate.
- Manage the recruitment and onboarding of new Partners to deliver high speed to ‘revenue ready’ state
- Ensure Partners have an in-depth knowledge of Helvar solutions (both sales and technical) to enable them to independently build consistent monthly revenues and guarantee end user satisfaction.
- Share Helvar best practices in managing project & specification sales including project cluster management.
- Coordinate the involvement of required Helvar resources including product management, marketing, logistics and technical support where required to deliver a best-in-class Partner experience.
- Demonstrate methodical and precise usage of Helvar’s CRM system (Salesforce) to constantly build a growing sales pipeline of projects with Partners and to enable accurate sales forecasting.
- Deeply understand the local competitor landscape. Analyse and define relevant Helvar advantages and competitor disadvantages to Partners, specifiers, consultants, end users etc.
- Be the voice of the Partner for new requirements and product development.

**Core competencies, knowledge and skills required**
- Experience in working in an indirect sales function, managing Channel Partners and Channel sales programs including developing local markets and distribution sales strategies
- Procedural driven approach to allow effective streamlining of repetitive processes
- Understanding of the end-to-end project sales process from the initial specification phase to project delivery
- Collaborative approach with awareness of the distinct differences in working practices and expectations of different project stakeholders e.g. contractors, installers, specifiers, lighting designers, tenants, investors.
- Innovative approach to commercial negotiations relative to regional cultural diversity and business practices
- Confident in delivering product sales training to Partners sales teams with compelling sales arguments
- Able to provide basic pre-and post-sales support to Partners, escalating problems accordingly
- Proven and demonstratable track record of sales success in a Channel and/or Partner environment
- Experience of working in a regional position.
- Excellent written and verbal communication skills in both the local territory language(s) and English

**What you'll bring to Helvar**
- Strong interpersonal and leadership skills, and demonstrated capability to operate in a consultative selling environment with excellent listening ability
- Strong analytical, assessment and decision-making skills
- Outstanding ability to influence others and negotiate effectively
- Excellent communication skills
- Able to communicate effectively in a commercial manner
- Customer centric attitude and approach
- Attention to detail to ensure customer satisfaction
- Highly organised and able to prioritise tasks effectively when dealing with multiple stakeholders
- Ability to work collaboratively, make decisions independently and