Director, Sales Support & Partner Management

Your mission

The role is responsible for driving global spare parts sales growth and profitability through close collaboration with Product Management, regional sales organisations, and key channel stakeholders. The position owns the service sales methodology, global partner network governance, and the business development relationship with the Hiab Importer team.

The function ensures consistency, discipline, and effectiveness in how spare parts revenue is developed and grown across indirect and importer channels globally. By setting clear commercial frameworks, strengthening partner performance, and aligning regional execution with global priorities, the role plays a critical part in accelerating service revenue growth and improving channel profitability.

Key responsibilities

• Sales methodology: Owns the methodology, playbooks and tools used by sales. Sets common standards for installed based activation, opportunity sizing, contract negotiation with partners, sets and kits positioning, and capture rate analytics.
• Partner channel: Owns the partner network governance, including a tiering model, partner contracts, onboarding and offboarding processes, dispute, conflict and escalation framework.
• Importer channel: Owns the business development relationship with the Importer team. Translates BU commercial propositions into importer-relevant programmes, including analytics and playbooks, ensuring the importer channel contributes to the spare parts growth plan.
• Collaboration with other functions: Works with Product Management to translate new propositions into commercial programmes. Coordinates with Pricing, Supply Chain, Digital, Marketing & Brand, Finance and Legal to support market programmes and partner network development.
• Collaboration with sales regions: Coordinates with regional sales leaders on commercial execution. Resolves partner conflicts, pricing exceptions and account assignments. Represents the indirect channel and importer channel agendas in the Business Unit and Services leadership forums.
• Team leadership: Leads, coaches and develops the direct reports. Builds a high-performing sales support function and runs performance cadence for continuous improvement and growth. 

What we are looking for

Required Education & Certifications

• Academic degree in Business, Engineering, Industrial Management or related field
• MBA or commercial post-graduate qualification is an advantage.

Professional Experience

• Min 10 years of B2B commercial experience in OEM aftermarket or services with at least 5 years leading sales, sales operations or partner management teams.
• Demonstrated track record of business development in the indirect channel (importers, dealers, service partners) at global or multi-region scale
• Direct experience operating a matrix interface with regional or country sales organisations. Fluent English is required; a second European language is an advantage.

Core Competencies & Technical Skills

• Strong commercial leadership: pipeline discipline, partner network design, methodology setting.
• Skilled in installed base, capture rate and partner performance analytics.
• Proven ability to influence and align large country sales organisations without direct authority.
• Excellent stakeholder management at senior level across regional sales, product management and
  corporate functions. Proven coach and people leader.
• Fluent in CRM (Salesforce).
  
  

What we offer

We offer you a position in a global organisation where you are challenged with interesting and diverse tasks. These tasks will provide a great opportunity for you to grow professionally.

Ready to apply?

If you're interested in this opportunity, please submit your application and CV.