Head of Sales (m/w/d) | SHK & Bauwirtschaft

This position is directed at candidates with residence in Southern Germany.

The Company

Our client is a highly specialized player in the construction industry – a market where projects run through architects, planners, wholesalers, and operators before a product is built. The company sits in Southwestern Germany, has been established in this segment for several decades, is mid-sized, and part of an international corporate group.

The company is in a phase of strategic further development and is reorganizing its sales organization – and is now looking for the person who will actively shape this turning point.

Aufgaben

The Goal.

Setting up the sales organization of this company sustainably for the next few years – not by optimizing what already exists, but by structural change. This means concretely: opening up new revenue streams, reducing dependence on individual channels and segments, and forming a team that actively shapes markets instead of managing them. Whoever fills this role successfully will hand over to the company a sales organization that it did not have before.

The Way There.

You take over the operational leadership of the external sales team and report directly to the management board. You analyze which segments, market accesses, and sales channels are systematically underutilized today – and open them up. Strategies you do not develop for the drawer, but set them in motion: from the first customer contact to the conclusion.

You lead a team that has found its rhythm – and must now change it. This succeeds not through pressure, but through orientation, role modeling, and the persuasive power of someone who knows where they're going.

You are not in a relationship with management as an executor, but as a sparring partner. You think with them, bring your own positions forward, and represent them. Decision-making space is not allocated, but actively occupied.

The Environment.

You will not be sent into the ring empty-handed. The company has an engaged marketing team and a product management that is waiting for strong sales leadership and is ready to move forward. Management has given permission for change – and means it seriously. The support of an international corporate group is present. What's missing is the person who brings everything together and drives towards the market.

Qualifikation

Your Profile.

You have led a sales team of five to fifteen people – in an organization with revenues between 10 and 40 million euros. You know the three-stage sales: manufacturer, wholesaler, or operator. You know how projects run when the decision-maker is not the buyer, and the buyer is not the one who writes the specification. And you know the reality when a market changes and an organization refuses to acknowledge it.

You have opened up new markets.

You have conceptualized and built new segments. Business Development means for you: hypothesis, market processing, result. Not: presentation, coordination round, re-submission.

You have moved a skeptical team without losing them.

You lead people who are good at finding reasons why something doesn't work. That doesn't scare you. You set direction, make it understandable, and hold course – even when the counterwind comes from your own team.

You have significantly increased sales as a sales leader over several years.

You are an ambitious person who sets goals for yourself. You have repeatedly proven in the past that you can significantly increase sales for your employers and are successful.

Patient – and still deliver.

Transformation takes time. You know that. But you also know when slowness has stopped being realism and become habit. You drive forward without burning out – yourself or the team.

You communicate in English – the corporate language – and directly and clearly in German.

Your English does not have to be perfect business English. However, remember: you must be able to present yourself adequately in English in a selection process.

Benefits

A Counterpart on Eye Level.

A management board that does not explain what you have to do – but thinks with you, asks for your assessments, and expects you to address things that others would rather keep quiet about.

Full Responsibility for Market Development.

No guidelines on which segments to work with. No strategy to inherit. You analyze, decide, and build. Business Development from the fullness, not as a small appendix to daily business.

Something to Look Back On in a Few Years.

Whoever turns an enterprise around in a difficult market phase, reorganizes an established team, and opens up new markets has done something that no favorable market and no tailwind can explain. That's not a self-starter – and exactly that counts. On the CV. In your own retrospect. And in every conversation where someone asks: What did you really move?

Integration into an International Corporate Context.

The company is part of an international corporate group. This means English-language coordination at corporate level, insight into international strategy processes, and a reporting line that goes beyond the local management board. For someone who consciously wants to develop their professional horizon, this is more than just a field in the job requirements profile.

This position will be exclusively filled by Schlotter HR.

Please send me a short message or leave your CV here. Please only apply if the above points apply to you. The rest we'll discuss personally.

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