Head of Sales - Building Technologies



Job ID - 281558

Location - Tehran, Iran.

Division - Building Technologies

Mission of Function:

The CPS Zone Head has the business responsibility (together with the CPS Zone BA) for all business activities within the Business Unit CPS in  the respective Zone. He/she ensures that all sales targets, strategic implementation and commercial aspects are considered in entrepreneurial decisions in the Areas (resp. Countries) comprising the Zone. He/she leads the organization and ensures sustainable achievement of best financial results (Net Sales, Opex, Price Quality), and processes by means of an optimal organizational structure and regional presence. He/she is responsible for aggressively pushing sales, strategy implementation, target setting for the Areas, performance measurement, early warning & risk management, and forecasting & reporting to the BT CPS Regional Management. He/She supports and coaches the area/country CPS Heads to ensure the achievement of business targets and drives business development and controlling on Area/Country Business Unit level with focus on growing the business in MA. He/she supports and delivers transparency for portfolio management and Channel Management decisions.

 Dimensions of function:

Responsibility for the performance of the Zone with focus on profitable growth and gaining market share, strategy implementation, and the proper tracking, steering and controlling of zonal initiatives.

 Contacts  (internal / external):

Large Key Account Customers in the Zone, BT Region CPS Management and BA, CPS BU Management (HQ), CPS Area Sales Heads, CPS Channel Sales Managers in the Zone, CPS HQ (Channel Marketing, Business Segments, Business Unit Controlling)

 Areas of Responsibility / Tasks

  • Implements the CPS strategy in the Zone with the goal to maximize market penetration and market share for CPS products / systems sales. Is driving and responsible for capital-efficient, sustainable, profitable growth resulting from sales effectiveness & efficiency.  Establishes, steers and monitors area business plans. Ensures optimal pricing levels across and within markets,
  • Is responsible for  the planning (business target agreement BTA, budgets, top+ programs & actions) and review process  as well as controlling of financial and non-financial performance on Zone and Area level for CPS.  Implements effective management controls including branch level bench-marking, risk & opportunity assessment, wall-to-wall profitability analysis and pricing controls.
  • Appoints & develops direct reports (CPS Area Sales Heads, Zone level CPS Channel Sales Managers, Zone Head CPS PM/Promoter) and supports the development of key sales people, and the development of sales competencies and skills in the Area sales persons.
  • Functionally leads the regional CPS Sales Heads. Drives and leads the regional CPS organization and defines, monitors and oversees structure, cost and process improvements with commercial and business sense. 
  • Supports the respective areas and ensures the achievement of short, mid and long-term economic success. This includes activities such as:
     - hands-on support to improve effectiveness & efficiency in marketing & sales
     - facilitation of best practice sharing in sales and marketing processes between areas and branches

What do I need to qualify for this job?

  • Mechanical or Electrical Engineer - Diploma "Fachhochschule" / University - advanced: diploma mechanical or electrical engineer - expert: advanced with an independent education in HVAC, BMS  and/or Fire Safety
  • Knowledge of the buildings market - At least 5 years track record in running a sales organisation in the buildings market.
  • Additional language: English - advanced / business level ie mother language or diploma e.g. English First Certificate or having worked in a country of this language or daily practice
    basic: school level
  • HVAC , BMS and Fire Safety application know-how - basic application know-how
    - advanced: in depth know-how of some product lines / in some applications
    - expert: in depth know-how & experience; can conduct trainings
  • HVAC , BMS and Fire Safety product portfolio know-how -  basic product know-how preferably Siemens Products
    - advanced: in depth know-how of some product lines / in some applications
    - expert: in depth know-how & experience; can conduct trainings
  • MS Office applications - is used to work with Word, Excel, Powerpoint, Outlook


  • Marketing and Sales in product business - has worked in marketing or sales in a product business company / organisation preferrably in our industry or a similar industry.
  • Experience in communication and co-operation with senior management and peers in other organization.
  • Managing a marketing & sales organization - Sales Manager, RDH, Branchmanager, (Head of Marketing)
  • Business and organisational development - experience as project manager
  • Work experience in an International, multi cultural environment - having worked in different countries / cultures or in HQ in an international function



Requisition ID: 281558
Organization: Building Technologies
Career Level: Experienced Professional
Full time only

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Confirmed 11 hours ago. Posted 30+ days ago.

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