Indirect Domestic Sales Manager

We are supporting a leading international industrial group active in technical equipment and solutions for professional installers and distribution networks.

The Belgian entity manages a domestic indirect business of approximately €40M, operating through wholesalers, key accounts, and installers.

Over the past two years, sales performance has declined. The business now requires strong commercial leadership to:

• Reignite growth
• Modernize sales execution
• Reposition the commercial model
• Lead a cultural shift within the sales team

This is not a maintenance role.

This is a transformation role.

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As Indirect Domestic Sales Manager, you will be a key member of the Belgian Leadership Team, fully responsible for restoring sustainable, profitable growth within the indirect domestic channel.

You combine strategic clarity with operational intensity.

You are not only defining the direction — you are ensuring daily execution.

Your mandate includes:

• Rebuilding commercial momentum
• Leading and transforming a 10-person sales organization
• Strengthening relationships with key national accounts
• Accelerating the shift toward installer-driven demand
• Embedding discipline, accountability, and data-driven performance

Scope of Responsibility

1. Commercial Leadership & Growth

• Own and deliver revenue and margin growth in the indirect domestic channel
• Drive value over volume strategy
• Identify and activate new growth segments
• Develop installer-centric demand generation
• Lead national key accounts directly (major wholesalers and distributors)
• Structure regional key account management

2. Sales Team Transformation (10 FTE)

• Lead, coach, and challenge a team of approximately 10 sales professionals
• Shift mindset from reactive “farmer” behavior to proactive “hunter” approach
• Implement clear KPIs, performance tracking, and accountability
• Strengthen field presence and commercial intensity
• Develop successors and raise the overall level of commercial maturity

The organization requires a leader who can both inspire and demand.

3. Operational Sales Excellence

• Translate strategy into structured action plans
• Ensure disciplined execution in the field
• Implement structured pipeline management and forecast accuracy
• Optimize pricing, margins, and commercial processes
• Drive full CRM adoption and digital tool integration
• Use data and analytics to guide decisions

This role demands structured execution, not theoretical reporting.

4. Change Management

The company is evolving:

• From product-driven to demand-driven
• From technical selling to structured commercial leadership
• From installer-following to installer-demand creation

You must be comfortable leading through resistance and ambiguity.

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Experience

• 5–15 years of commercial experience in B2B technical distribution
• Strong experience in indirect channels and key account management
• Proven track record in operational sales leadership
• Experience managing field sales teams
• Solid financial acumen (P&L, margins, pricing, forecasting)
• CRM and data-driven sales management experience

Experience in HVAC, technical installation, or building solutions is a strong asset.

Capabilities

• Translate strategy into measurable execution
• Lead and structure high-performing teams
• Conduct senior-level negotiations
• Drive forecast accuracy and pipeline discipline
• Implement change effectively
• Combine field presence with structured reporting

Leadership Style

We are looking for:

• A credible and inspiring leader
• A hands-on commercial driver
• A structured operator
• A decisive and courageous decision-maker
• A bridge-builder across departments
• A leader who believes: people first, tools second

This role requires both authority and humility.

Success Indicators

• Revenue growth recovery
• Margin improvement
• Market share development
• Key account retention and expansion
• Team performance and engagement
• CRM adoption and forecast reliability
• Strong cross-functional alignment

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This is not a traditional “sales manager” position.

It is a commercial rebuilding mission inside a solid international group.

You will:

• Lead a €40M domestic business
• Drive cultural transformation
• Sit at the Leadership Team table
• Influence long-term strategic direction
• Leave a visible footprint on performance

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