Team Leader

Company Description ALSO Holding AG is Europe’s largest technology provider for the ICT industry, operating in 31 European countries and in additional markets worldwide through PaaS partners. The company’s ecosystem connects more than 140,000 resellers with hardware, software, and IT services from over 800 vendors across 1,680 product categories. In line with circular economy principles, ALSO offers end-to-end services from initial provision to remanufacturing. Its business activities span Supply (transactional hardware and software), Solutions (customized IT solutions), and Service (subscription-based cloud offerings and digital platforms for IoT, cybersecurity, virtualization, and AI). Team Leader Key Accounts (Field Sales) – ALSO Romania Role Purpose The Field Sales Team Leader is responsible for leading, coaching and developing the Field Sales team while driving profitable growth across ALSO Romania’s B2B reseller ecosystem. The role combines commercial ownership, people leadership and execution discipline, ensuring that the Field Sales team develops existing customers, recruits and activates new partners, identifies new business opportunities and translates ALSO’s vendor portfolio into sustainable customer growth.

Key Responsibilities
Sales Leadership & Performance
• Lead, coach and develop the Field Sales team and manage top tier accounts.
• Set clear individual and team objectives aligned with the commercial strategy of ALSO Romania.
• Monitor sales performance against Revenue, Gross Profit, customer activation and business development targets.
• Conduct regular individual performance and pipeline reviews.
• Identify performance gaps and define corrective actions.
• Build a strong culture of ownership, accountability and customer focus. Customer & Business Development
• Drive profitable growth within the existing reseller portfolio.
• Ensure systematic acquisition and activation of new B2B partners.
• Support the team in developing strategic and high-potential customers.
• Participate directly in important customer negotiations and business reviews.
• Ensure structured customer coverage and regular field activity.
• Identify cross-sell and upsell opportunities across the ALSO portfolio.
• Support recovery and reactivation of inactive or declining customers. Pipeline & Forecast Management
• Own the consolidated Field Sales pipeline.
• Ensure opportunities are properly maintained and followed through in CRM.
• Drive forecast accuracy and disciplined opportunity management.
• Review major opportunities, risks and next actions with individual sales representatives.
• Ensure sufficient pipeline coverage to support sales targets. Sales Execution & Field Management
• Establish clear customer segmentation and account coverage.
• Make sure field activity is focused on customers with measurable business potential.
• Review visit planning, meeting outcomes and follow-up actions.
• Join sales representatives on strategic customer visits when necessary.
• Ensure customer visits translate into opportunities, revenue and GP rather than only activity volume. Vendor & Internal Collaboration
• Work closely with Product Management, Presales and other commercial functions to develop customer opportunities.
• Translate vendor initiatives and campaigns into actionable Field Sales activities.
• Support sell-in and sell-out initiatives with the relevant teams.
• Drive cooperation between Field Sales and internal commercial teams. Key KPIs
• Revenue vs. target
• Gross Profit vs. target
• GP%
• Active customer development
• New reseller recruitment
• New reseller activation
• Reactivation of dormant customers
• Customer retention and development
• Pipeline value and quality
• Forecast accuracy
• Field activity / customer coverage
• Conversion of opportunities into business
• Team target achievement
• Candidate Profile Experience
• 5+ years of B2B sales experience, preferably in IT distribution, IT channel, vendors or related technology industries.
• Previous experience coordinating or leading a sales team strongly preferred.
• Strong understanding of the Romanian IT reseller/channel ecosystem.
• Demonstrated experience in account development, new customer acquisition and complex B2B sales.
• Experience with CRM-based pipeline and forecast management. Leadership Profile
• Strong people leadership and coaching skills.
• Hands-on commercial mindset.
• Comfortable setting expectations and holding people accountable for results.
• Strong analytical and decision-making capabilities.
• Able to balance short-term target delivery with long-term customer development.
• Strong communication, negotiation and stakeholder-management skills.