Head de negócios

Descrição

The Director of Sales — Brazil is a senior commercial leadership role responsible for driving revenue growth across both direct key accounts and the rep ecosystem in Brazil. This leader will serve as the primary commercial owner for Brazil, balancing a dual mandate: deepening and expanding strategic customer relationships while building and scaling a high-performing channel partner network. The ideal candidate is an experienced, relationship-driven sales leader with deep knowledge of the Brazilian market, strong executive presence, and a proven track record of delivering results in complex, matrixed environments.

Requisitos Obrigatórios

Key Responsibilities

Rep Management

• Own and execute the Rep strategy for Brazil — from design and implementation to ongoing optimization and performance management.

• Meet and exceed sales goals across all channel partners, identifying performance drivers to maximize partner productivity and growth.

• Forecast channel bookings monthly, quarterly, and annually, providing accurate and timely insights to support planning and execution.

• Coordinate internal and external resources to support partner enablement, growth, and long-term engagement.

• Collaborate with the Controlling team to develop and manage partner discount structures that meet gross margin goals while enabling partner profitability.

• Ensure key account programs and partner incentives are aligned with revenue and margin targets.

Key Account Management

• Develop and execute strategic account plans to grow revenue, retention, and share of wallet within Brazil’s most critical client relationships.

• Serve as the senior point of contact for high-value customers, managing executive relationships and resolving escalations aligned to long-term goals.

• Identify and act on opportunities to expand relationships, cross-sell additional brands and solutions, and penetrate new departments or geographies within key accounts.

• Create and present monthly, quarterly, and annual business reviews with key internal and external stakeholders.

• Monitor account health through KPIs including revenue growth, retention rates, customer satisfaction, and contract renewals.

• Negotiate contracts and pricing to ensure mutual value and long-term customer commitment.

Team Leadership & Talent Development

• Attract, hire, and develop a high-performing sales team supporting both channel and direct account initiatives in Brazil.

• Lead and mentor Account Managers and Channel Sales representatives, driving accountability and consistent execution aligned with KPIs.

• Foster a high-performance culture grounded in coaching, feedback, and professional development.

Strategic Planning & Cross-Functional Collaboration

• Partner with Marketing, Product, Finance, Operations, and Customer Experience teams to deliver unified partner and customer experiences.

• Analyze key account and channel performance using data from ERP, CRM, and BI systems to drive forecasting accuracy, pricing optimization, and inventory balance.

• Monitor market trends, competitor activity, and customer feedback to continuously refine strategy and maintain a competitive edge in Brazil.

• Operate within defined budget parameters, ensuring cost-effective resource allocation and strategic investment decisions.

Core Leadership Attributes

Visionary & Strategic Thinking

Defines a clear, Brazil-market sales strategy spanning channels and key accounts, aligned with corporate goals.

Customer & Partner-Centric

Prioritizes the success of both channel partners and direct customers; builds long-term, trusted relationships at all levels.

Executive Presence

Confident and credible communicator who engages and influences C-level executives, partners, and internal stakeholders.

Results-Oriented

Consistently meets or exceeds channel and direct revenue targets; leverages metrics and insights to drive performance.

Financial Literacy

Deep understanding of pricing, margin, discounting, rebate structures, and financial levers impacting partner and company profitability.

Talent Leadership

Attracts, develops, and retains top sales talent; creates accountability and a culture of continuous improvement.

Data-Driven Execution

Uses analytics, CRM, and BI tools to support decisions, measure performance, and adapt strategies in real time.

Cross-Functional Collaboration

Works seamlessly across Sales, Marketing, Finance, Operations, and Product to align on and execute shared goals.

Agility & Resilience

Thrives in dynamic, fast-paced environments; adapts quickly to market shifts, supply disruptions, and competitive changes.

Change Leader

Embraces transformation and guides teams and partners through evolving market conditions with clarity and confidence.

Qualifications

• Bachelor’s degree in Business, Economics, or a related field; MBA preferred.

• Extensive sales leadership experience encompassing channel/partner management and strategic key account management.

• Demonstrated track record of exceeding revenue targets in a complex, matrixed sales environment.

• Experience working in Process Control Industries, Automation & Control, Building Management Systems, Instrumentation, or Measurement fields strongly preferred.

• Fluency in Portuguese required; Spanish and English proficiency strongly preferred.

• Deep familiarity with the Brazilian commercial landscape, including regulatory, cultural, and market dynamics.

• Proven ability to lead, develop, and retain high-performing sales teams.

• Strong negotiation, contract management, and executive communication skills.

• Financial and analytical acumen, including experience with pricing strategy, margin management, and forecasting.

• Proficient in ERP, CRM (Salesforce), and analytics/BI platforms.

• Ability to travel up to 50% across Brazil and regionally as required.

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