About the Role:
The primary mission of this role is to develop the B2B and B2C Sales team. This position is fully focused on driving activity discipline, process compliance, and capability development to maximize the potential of our sales team and to build a consistent, high-quality sales pipeline.
Key Responsibilities
1. Sales Discipline and CRM Governance (Focus on immediate pain points)
- CRM Ownership: Serve as the primary owner of Salesforce data integrity and usage standards. Conduct regular audits to ensure full compliance in lead logging, activity tracking, and pipeline stage updates.
- Activity Monitoring: Monitor and report on daily and weekly activity KPIs, including outbound prospecting, meetings secured, and client engagements.
Forecasting: Consolidate and vet the team’s sales forecasts weekly, ensuring pipeline numbers are backed by documented CRM activities.
2. Training and Team Development
- Daily Coaching: Lead structured daily stand-up sessions focused on priorities, blockers, and product knowledge reinforcement.
- Certification & Roleplay: Implement and manage the Technogym Sales Certification program, including structured roleplay sessions on objection handling and value-based pitching.
- Brand Value Proposition Mastery: Ensure full team fluency in Technogym’s premium positioning.
3. Operational Support
- Onboarding Completion: Manage the final phase of onboarding, ensuring product knowledge validation and sales readiness certification before independent selling.
- Performance Management: Initiate structured performance conversations and disciplinary steps when consistent activity or compliance standards are not met.
4. Market Growth Strategy
- Market Penetration Planning: Develop actionable strategies to enter new segments and expand market presence.
- Territory Management: Establish territory mapping frameworks to ensure structured coverage and minimize opportunity gaps.
Success Metrics (KPIs):
This role will be evaluated based on team health and sales discipline as well as total team revenue achieved, not on individual revenue targets.
- Team sales target achievement
- CRM & Salesforce compliance score
- Team performance & development (skills and attitude)
- Sales pipeline health
- Market expansion for new target segments
Required Skills & Qualifications:
- Minimum 3 years of experience in a supervisory or coaching capacity within Sales, Business Development, or Sales Operations.
- Experience in premium or luxury sales environments is an advantage.
- Demonstrated success in driving CRM adoption and compliance (Salesforce experience highly preferred).
- A firm, professional, and structured leadership style focused on process and accountability.
- Must be a People Manager first, not an individual closer.
- The successful candidate should derive fulfillment from developing others and building systems — not from personal commission earnings.