Takes ownership of his/her results by ensuring that the investment in and allocation of
human and other resources and equipment allows he/she make the required benefits.
He/she can then proactively set actions into motion when needed, in order to ensure
that his/her country targets and budgets are met at all times.
Works in close collaboration with his/her finance manager/controller to understand the
key profit drivers, performance and budget variances. Develops and implements
corrective measures when needed.
Is responsible for managing the major profit drivers by setting and (regularly) reviewing
equipment pricing levels (and discounts), by managing equipment occupation, by
controlling external and cash-out costs, and by keeping working capital levels low.
Reports regularly and accurately, in accordance with Group standards, in order to keep
the Regional Director and his/her management team informed on the country’s
performance, and uses this information to manage and improve business results.
Is responsible for developing a pipeline of new business coming into the company,
based on a thorough knowledge of: the market (customers and business trends), the
solutions and services the company can provide, and of the company's competitors.
Maintains and builds positive relationships with potential clients, business partners, the
political world, local authorities, financial institutions, etc. to create awareness and
goodwill towards Sarens, and to ultimately sign major contracts in heavy lifting and
Is responsible for identifying and evaluating strategic market opportunities.
Detects strategic and important projects within his/her country, and is responsible for
setting up commercial and operational teams, in collaboration with company Projects, to
maximize chances of winning.
Proactively works together with his/her team to secure future revenues.
Ensures the implementation of Group sales guidelines, consisting of:
1. Market segmentation
2. Client identification
3. Revenue analysis
4. Key account allocation
5. Target setting
6. Bonus system implementation
7. Reporting; incl. Call & Visit Reports
8. Pipeline & Quotation management
9. Idle equipment follow-up
10. Price list
Ensures that his/her country develops and executes a professional sales plan to reach
the main objectives.
Ensures that his/her country develops and manages a well-functioning sales team, in
order to reduce the risk of idle equipment, maximize sales revenues, and meet the
Is responsible for keeping the equipment in good operational condition, both technically
and aesthetically, to make sure that it is fully and safely deployable at all times.
Ensures that the service team has the right tools and equipment to execute their job
safely and efficiently.
Ensures that his/her direct reports follow up on and execute the Group’s policies and
instructions on Maintenance, and consequently makes reports.
Uses the MIP KPI’s to control the maintenance results of the Fleet Managers and
makes adjustments as required (DOO, Delayed tasks list performance, on/off hire
reports, oil sampling, on-time A/B/C preventive maintenance, black boxes instructions,
and yearly inspection of all cranes).