Head of Sales – Nordic & Baltics

Full Time
  • Working place Copenhagen
Job Description

As Head of Sales – Nordic & Baltics, this person will play a pivotal role in the commercial execution in the region. They are responsible for the budget (P&L) for the region, and for ensuring that the sales organization is aligned with and supports the global business strategy.

It is the responsibility of the role to collaborate with the VP EMEA to interpret and define the sales strategy. Given the huge growth potential, a vital part of the job is to identify the market opportunities, develop and manage the channel, ensure the authorized distribution model is implemented and monitored to deliver expected results.

They are actively involved in the execution (For example by being responsible for a key account) setting an example to their respective teams.

Ideally the candidate is fluent in Swedish and lives in the Stockholm, Gothenburg or Malmö areas, with the ability to work from our Copenhagen based office 1 week per month.

The role requires 50-75 days of travel per year.

Scope and Responsibilities

  • Develop and implement sales strategies/plans to achieve sales and profit according to the targets for the region.
  • Work closely with VP EMEA in developing and executing against a clear channel strategy in the region.
  • Build strong, precise, and ambitious account plans with all defined “Key Accounts” in the region, always with the focus of driving the accounts in line with SteelSeries EMEA strategies of building a healthy and sell-out driven business, growing in-house share with key customers.
  • Implement and drive 3-6 month rolling promotional sales and marketing activity plans with all Key Accounts
  • Build the right team of sales individuals responsible for sales performance to meet sales KPIs.
  • Ensure that the sales organization has the right capabilities and skills regarding sales, products, and market understanding.
  • Show strong leadership towards the team to ensure high motivation and strong performance across the team
  • Build strong relationships with channel partners (retailers, E-tailers, and distribution).
  • Analyse and forecast sales, including accurate forecasts of projected sales and growth covering monthly, quarterly, and yearly numbers to ensure sales and profit goals are met.
  • Stay up to date with competitive activity and organize sales response to market changes.
  • Develop a strong relationship with the Marketing Services Team to ensure the coordination and implementation of local/regional marketing activities. Ensure marketing support for local/regional execution of product marketing activities and local brand and marketing activities.
  • Provide market feedback on trends, opportunities, products, sales, and other relevant developments.
  • Ability to travel to regularly meet with dealers, key accounts, sales team, and to attend key tradeshows, fairs, and events.
  • Improve the understanding of the customers’ needs and bring this knowledge to the management team at headquarters.
  • The work consists of primarily tactical and operational responsibilities within channel management. However, the Head of Sales is expected to possess the strategic understanding of the market and how to develop it, also by having relevant account strategies in place.
  • Administrative responsibilities to ensure achievement of sales revenue targets and high levels of customer satisfaction.

Key Selection Criteria

  • International minded Consumer Electronics or related industries sales leader- with a passion for gaming
  • Leader – charisma and personal energy to build and lead a world class team and channel relationships.
  • Playing Coach- takes pride to lead by example and able to drive results through hands on approach.
  • Entrepreneur – makes things happen regardless of resource constraints, roadblocks, or complexity.
  • Integrity – run an operation that is honest, transparent, and accountable.
  • Brand advocate – personal qualities match the brand mission “For Glory”.
  • Customer affinity – can learn to deeply understand the target gamer including the role gaming plays in his life.
  • Cultural fit – open, decisive, ambitious, self-driven, healthy impatience, celebrates success, fun, brings out the best in people and smart.
  • At least 5 years in sales management.
  • Proven track record with a global, multi-national company showing the ability to effectively work within a U.S./European corporate culture.
  • Ability to plan and execute at both the strategic and operational levels.
  • Established consumer electronics (example gaming) contacts and relationships within the region like Elkjöp Nordic, Komplett, Webhallen, Coolshop, Inet, Verkkokauppa, Sandmani, Prisma etc.
  • Directly manage the authorized distributors in the region
  • Ability to work collaboratively with colleagues and staff to create a results-driven and team-oriented environment.
  • Preferably Swedish living in in the Stockholm, Gothenburg or Malmö area, with the ability to work from our Copenhagen based office 1 week per month.
  • Native Swedish speaking, and fluent in English.

Critical Competencies/Critical Success Factors

Technical and Functional

  • Track record of building and managing a strong selective distribution model within the Nordics.
  • Hands on style and results driven.
  • Combination of multinational and small company experience.
  • Entrepreneurial with strong tracking record of building or growing a business – step-up candidate or current Head of Sales.
  • Coach and mentor to a small team
  • Peripherals and/or electronics background; passion for gaming essential.
  • Experienced sales and marketing leader.
  • Demonstrated sell-out marketing.
  • Strong in-demand generation.
  • Deep understanding of omni channel with relationships and track record with relevant distribution channels.
  • Understanding of direct and distributor model.
  • Brand advocate.

Leadership

  • Builds and Manages Successful Teams: Demonstrates interest, skill, and success in getting groups to learn to work together to achieve a common goal
  • Change – Leading & Managing: Initiates and implements support for innovation and for changes needed to improve efficiency/effectiveness; helps others move from a current to desired state.
  • Manages Complexity: Integrates complex information to identify strategies and solutions, learning new concepts quickly, demonstrating keen insights on situations, assimilating large amounts of information, and narrowing it down to and articulating the core idea or issue.