Strategic Head of Field Sales (w/m/d)

Stellenbeschreibung:

BERNER Pushing The Limits – For Those Who Dare More

Making a choice about your career and your employer is a choice about your future – a future where you will invest your passion and a large portion of your time, energy, and capacity.

We are the leading B2B specialist and innovative manufacturer of chemical products. Furthermore, we deliver over 100,000 premium products for repair, care and maintenance to our customers in the mobility, construction and industrial sectors to keep their business winning and running. In addition, with our strong brands BERNER, BTI by BERNER and CCS, we offer industry‑leading services that enable our customers to focus on their business and drive it forward.

YOUR TASKS

Drive the strategic professionalization and harmonization of our field sales organization across all subsidiaries
Define, formalize, and communicate global standards and frameworks for field sales tasks, such as customer visit preparation, negotiation, objection handling, and visit reporting (e.g. standard operating procedures, trainings)
Establish leadership frameworks and standards for field sales, including co-drives, performance reviews, and coaching to ensure consistent leadership quality
Conceptualize and drive strategic productivity improvement initiatives to enhance field sales efficiency (e.g. IT tooling landscape, standard operating procedures, trainings)
Collaborate with HR to define role profiles, training requirements, and career paths in field sales, supporting long‑term talent development
Collaborate with local Heads of Division/Sales, and support management by developing and regularly reviewing KPIs in cooperation with HR and Controlling
Create frameworks for customer feedback and sales quality control, in partnership with global inside sales strategists to ensure customer‑centric excellence
Lead and/or contribute to global sales projects and initiatives, working closely with local and global sales teams
Design and align global sales incentives, in collaboration with local sales and segment/channel managers to drive motivation and performance
Develop strategic concepts and enablement approaches to empower our 4,500 field sales entrepreneurs across subsidiaries, ensuring they have the frameworks, tools, and strategic direction needed to succeed in the market

YOUR PROFILE

University degree in Business Administration, Sales Strategy with a commercial focus, or a comparable field
Proven experience in B2B sales environments, ideally with a global or regional scope
Strong understanding of the realities and challenges of field sales, ideally gained through hands‑on experience in sales or close collaboration with field sales organizations
Experience in developing and implementing sales strategies and performance frameworks (e.g. in management consultancy or a strategy department)
Experience in field sales operations and process optimization
Strong leadership and interpersonal skills, with the ability to influence and inspire cross‑functional teams
Assertive and confident communicator with strong stakeholder management capabilities
Excellent negotiation skills in both German and English (business fluent)
Strong customer focus and interpersonal sensitivity
Comfortable working in matrix organizations and contributing to global initiatives
Strategic thinker with hands‑on execution capabilities
Strong analytical skills and a KPI‑driven mindset
Experience in field sales operations and process optimization
Collaborative and inclusive leadership style