B2B Sales Manager

This is a fully remote position, open to applicants in Brazil.

📋 Description

• Oversee, guide, and enhance the performance of the commercial team, which includes presales specialists and closers;

• Establish strategies, objectives, and action plans aimed at increasing sales;

• Convert company goals into specific individual and team targets;

• Daily oversight of the pipeline, negotiation opportunities, and closing forecasts;

• Ensure the team utilizes and updates the CRM effectively;

• Track commercial KPIs, pinpointing bottlenecks and identifying areas for improvement;

• Facilitate follow-up meetings, results alignment sessions, and pipeline assessments;

• Provide personalized feedback (one-on-one) and conduct performance evaluations;

• Design and implement sales training focused on negotiation, consultative selling, and overcoming objections;

• Assist the team in navigating strategic and complex negotiations;

• Engage in commercial meetings with major or strategically significant clients;

• Organize and refine processes, methodologies, playbooks, scripts, and commercial rhythms;

• Collaborate with marketing to establish campaigns, target demographics, and lead generation strategies;

• Coordinate with product, technology, customer support, and implementation teams to address demands identified during the sales process;

• Ensure a seamless transition of new clients to the teams responsible for implementation and ongoing support;

• Develop strategies to enhance average deal size, recurring sales, upselling, and cross-selling;

• Monitor performance across products, segments, channels, regions, and individual contributors;

• Prepare management reports and present departmental results to executive leadership;

• Generate sales forecasts and assist in the development of commercial and budget planning;

• Participate in the hiring, onboarding, and development processes for new team members;

• Stay informed about trends in the automotive, technology, and digital marketing sectors;

• Represent Alpes One at meetings, events, trade shows, and strategic industry gatherings;

⛳️ Requirements

• Demonstrated experience in leading commercial/sales teams;

• Proficient in B2B consultative selling;

• Proven track record in defining and tracking sales targets;

• Experience in managing sales pipelines, forecasts, and metrics;

• Capability to transform commercial data into actionable strategies;

• Understanding of presales, qualification, negotiation, and closing processes;

• Experience managing SDRs, BDRs, sales executives, or closers;

• Exceptional verbal and written communication skills;

• Strong negotiation and influencing abilities;

• Analytical, strategic, and results-driven mindset;

• Proven ability to lead, motivate, and develop professionals while holding them accountable;

• Strong organizational, disciplinary, and prioritization skills;

• Confidence in engaging with business owners, managers, and directors;

• Knowledge and experience with CRM software;

• Ability to comprehend technological products and articulate their commercial advantages;

• Willingness to attend meetings, travel, and participate in events as required;

• Bachelor’s degree in Business Administration, Sales Management, Marketing, Communication, Economics, or related disciplines.

• **Preferred qualifications:**

• Experience in technology firms, SaaS, software, martech, digital agencies, or recurring-revenue businesses;

• Familiarity with the automotive industry;

• Commercial experience with dealerships, automotive groups, OEMs, or brand associations;

• Knowledge of websites, landing pages, cookie policies, preference management, artificial intelligence, CRM, marketing automation, and lead generation;

• Experience selling tailored projects and recurring contracts;

• Experience managing medium to long-term sales cycles;

• Proficiency with tools such as Exact Sales, RD Station, HubSpot, Salesforce, Pipedrive, or RD Station;

• Familiarity with methodologies like SPIN Selling, Challenger Sale, BANT, GPCT, and Predictable Revenue;

• Experience creating playbooks, commercial policies, and commission structures;

• Understanding of metrics such as conversion rate, average deal size, CAC, LTV, sales cycle, recurring revenue, and churn;

• Experience in structuring or scaling sales teams;

• Postgraduate degree or MBA in Sales Management, Business, Leadership, or related fields.

🏝️ Benefits

• Engaged as an independent contractor (PJ) with the flexibility of 100% remote work.