• Develop and implement strategic sales plans and forecasts to achieve corporate objectives. • Establish and manage strategic relationships with key chain accounts and their industrial/distribution partners to drive sales growth. • Create new sales opportunities by leveraging customer insights to connect product capabilities with unmet customer needs. • Work with our Marketing and Culinary teams to develop opportunities for engagement with clients, ensuring budgets and targets are met. • Oversee, develop, and execute sales of our multi-brand product line. • Dedicated time in the field working with and training distributor reps, end users & manufacturing customers as needed. • Negotiate and implement sales and marketing programs with customers. • Prepare regular sales pipeline reports showing volume, potential sales and areas of proposed growth. • Utilize CRM system to keep accurate records of potential customers & track follow up on all potential new leads and manage pipeline. • Continuous analysis, planning and forecasting of territory sales & opportunities. • Account analysis and management of territory expenses. • Lead internal cross-functional alignment to support customer relationships, partnering with multiple departments to drive execution and customer satisfaction. • Regular reporting on sales activities and opportunities to VP of Sales. • Support and encourage a positive team approach with fellow sales reps and internal support staff.

• Build and develop your own customer base in the Rhein-Main focus region • Guide prospects from the initial meeting through to contract signing • Represent LAVA ENERGY at trade fairs, industry events and within your network • Work closely with technical sales support, project management and executive management to turn ideas into practical solutions

• Identification of off-market properties (Google Maps, public registers, owner letters, etc.). • Cold outreach (phone, email, LinkedIn, letters) — professional and direct. • Lead qualification, conducting preliminary conversations, building trust. • Negotiations with sellers, supporting the process through LOI / notary phase. • Potential support with property viewings.

Role Description What you get to do in this role: - Lead of Sales Leaders and direct Sales Executives to drive rapid new business sales growth in the region. - Drive sales strategy for the region in alignment with the plan and in coordination with Sales Operations to effectively Go-To-Market including understanding the competitive landscape, presence and strength within the region. - Actively engage in territory planning, relationship development and opportunity development and driving revenue by supporting and assisting Field Sales Teams in closing opportunities. - Recruit, coach and mentor team members to drive excellence. - Development of territories and quota for the sales team and effectively communicate to set performance expectations within the team. - Manage and report accurate forecast and pipeline to the business. - Achievement of annual sales goals on a quarterly and annual basis is required. - Engage and align effectively in C-level meetings in order to properly understand customer business requirements. - Build effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, our Partner community and the ServiceNow executive team. - Manage indirectly our Digital Sales Team, including Sales Development and Inside Sales teams. - Retain and grow existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experience. - Demonstrate operational cadence to drive the Commercial team to be the engine for new logo and new business. - Advocate and drive early in careers team, helping develop and progress our talent through our extended Commercial Organisation. - Collaborate with the broader, regional Senior Leadership team to drive culture and sales success – contribute to strategy, planning and business decisions. Qualifications - Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. - Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level. - Strong success in recruiting, coaching and managing an exceptional sales team. - Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals. - Ownership of accurate CRM reports including current and future quarterly forecasts and opportunity inspection. - Experienced in driving sales process and drive effective working relationships with Sales Operations. - Ability to understand the 'bigger picture' and business drivers around IT. - Ability to build long term strategic and senior level relationships. - Ability to adapt and work effectively within a rapidly changing and growing environment. - Demonstrates strong business and financial acumen. - Built self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement. - Champions and promotes top performers, constantly develops and coaches the team and themselves, and top grades appropriately. - Proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem. - Ownership of driving successful pipeline generation activities developed by marketing or the partner community. Company Description It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started. Join us to put AI to work for people.