Sales Supervisor (PI)

Job Description

The Sales Supervisor is responsible for coordinating and monitoring the commercial performance of one or more specific Anton Paar product lines, ensuring the achievement of sales targets, the health of the pipeline, the strategic monitoring of opportunities, and direct support to the sales team.

They act as a liaison between the sales team, clients, internal areas, and headquarters, contributing to strategic decisions, relevant negotiations, KPI monitoring, sales forecasting, and the development of actions necessary for the sustainable growth of the product line under their responsibility.

Main Responsibilities and Activities

Product line management under your responsibility

• Monitor the monthly commercial performance of the line, tracking sales results, revenue projections, open opportunities, and progress towards the annual target.
• Analyze the health of the pipeline for the line under your responsibility, evaluating the volume of opportunities, stage of the sales funnel, chance of success, projected closing times, and risks related to achieving targets.
• Conduct monthly individual follow-ups with the salespeople responsible for opportunities in the line, reviewing KPIs, negotiation status, funnel quality, commercial priorities, and next steps.
• Support the definition of commercial strategies to ensure the achievement of the line's targets, considering the market, strategic clients, active portfolio, ongoing opportunities, and actions necessary for the development of new business.

Sales monitoring, forecast, and KPIs

• Monitor the monthly sales figures for the line, as well as the sales projection until the end of the year, anticipating possible deviations and proposing corrective actions.
• Monitor sales indicators, such as open opportunities, progress in the sales funnel, probability of closing, volume of proposals, discounts applied, forecast, opportunity conversion, and adherence to goals.
• Ensure that information related to opportunities is up-to-date in the CRM, allowing for reliable analysis of pipeline, forecast, and line performance.
• Evaluate strategic opportunities with the sales team, supporting the prioritization of clients, negotiations, and commercial actions with the greatest impact.

Support to the sales team

• Provide direct support to the sales team in relevant negotiations, strategic visits, definition of commercial approach, and monitoring of critical opportunities.
• Participate in client visits with salespeople when necessary, especially in strategic opportunities, complex negotiations, or accounts of greater relevance to the line.
• Support the sales team in analyzing and granting discounts, considering sales strategy, opportunity relevance, competitiveness, client relationship, and impact on the line's results.
• Guide the sales team regarding line priorities, helping in decision-making about which opportunities should receive greater focus and monitoring.
• Support specific commercial processes, including bidding, import requests, technical and commercial alignments, whenever related to the product lines under your responsibility.

Relationship with clients, internal areas and headquarters

• Maintain good relationships with strategic clients, acting as support to the sales team in negotiations, visits and commercial or technical discussions when necessary.
• Work together with internal areas involved in the commercial process, such as logistics, import, finance, service, applications, marketing and other support areas.
• Communicate with the headquarters team when necessary, including requests for technical support, alignment of global strategies, monitoring of imports, prioritization of demands or presentation of the results of the product line in Brazil.
• Share information with headquarters about commercial performance, pipeline, forecast, market challenges and strategies applied locally.
• Seek understanding of global strategies for the product line and evaluate, together with the local team, how to apply them to the Brazilian market.

Strategic Responsibilities

• Contribute to the construction and execution of the commercial strategy for the product line under your responsibility.
• Identify risks and opportunities related to achieving sales targets.
• Support the sales team's decision-making based on data, indicators, opportunity history, and market analysis.
• Act proactively to identify bottlenecks in the pipeline, stalled negotiations, opportunities with a low chance of closing, or the need for additional support.
• Promote constant alignment between salespeople, sales management, and headquarters regarding priorities, results, and necessary actions.

Qualifications

Required Technical Skills

• Knowledge of sales management, sales pipeline, forecasting, and KPI analysis.
• Experience with technical, consultative, or equipment/instrumentation sales.
• Knowledge of sales funnel, opportunity management, and monitoring of complex negotiations.
• Ability to analyze commercial data and interpret performance indicators.
• Knowledge of commercial processes involving proposals, discounts, tenders, import, and technical/commercial support.
• Proficiency in CRM tools and the Office suite, especially Excel and indicator tracking tools.
• Advanced or fluent English, necessary for communication with headquarters, participation in global alignments, presentation of results, request for technical support, and monitoring of international strategies.

Soft Skills / Behavioral Competencies

• Leadership profile, with the ability to guide, influence, and support the sales team.
• Good interpersonal skills, both with the internal team and with clients and headquarters.
• Clear, objective, and collaborative communication.
• Empathy to understand the needs of the team, clients, and areas involved.
• Organization to monitor multiple opportunities, indicators, demands, and priorities simultaneously.
• Resilience to deal with problems, pressure for results, changing scenarios, and commercial challenges.
• Ability to make strategic decisions, considering data, priorities, risks, and impact on the line's results.
• Sense of priority to direct efforts to opportunities and actions with the greatest relevance to achieving goals.
• Analytical and strategic vision to evaluate pipeline, forecast, line performance, and opportunities for improvement.
• Proactivity to anticipate problems, propose solutions, and seek internal or headquarters support when necessary.
• Collaborative attitude, acting as a link between salespeople, clients, internal areas, and headquarters.

Additional Information

The Sales Supervisor prioritizes sales opportunities, guides the sales team, and recommends strategies to achieve line targets.

They also participate in discount analysis, strategic negotiations, the need for support from headquarters, defining commercial actions, and monitoring critical opportunities, always aligned with company guidelines and sales management.