Strategic Head of Field Sales (w/m/d)

DE11 Berner Omnichannel Trading Holding SE; Köln; Hybrid; EUR 90,000 - 130,000; Full time

Job summary

BERNER is seeking a strategic leader to harmonize and professionalize its global field sales organization. You will define standards for field sales tasks, lead development initiatives, and collaborate with HR to shape career paths across subsidiaries.

The role requires proven B2B sales experience, strong leadership, and fluency in German and English. You will drive KPI-based performance improvements and work in a matrix, globally across divisions.

Qualifications

• University degree in Business Administration, Sales Strategy with a commercial focus, or a comparable field.
• Proven experience in B2B sales environments, ideally with a global or regional scope.
• Experience in developing and implementing sales strategies and performance frameworks (e.g. in management consultancy or a strategy department).
• Experience in field sales operations and process optimization.
• Strong leadership and interpersonal skills, with the ability to influence and inspire cross-functional teams.
• Excellent negotiation skills in both German and English (business fluent).
• Strategic thinker with hands-on execution capabilities.

Responsibilities

• Drive the professionalization and harmonization of field sales across subsidiaries.
• Define global standards and frameworks for field sales tasks (SOPs, trainings).
• Establish leadership standards for field sales, including reviews and coaching.
• Drive productivity improvements in field sales (IT tooling, SOPs, trainings).
• Collaborate with HR to define role profiles, training and career paths.
• Develop and review KPIs in cooperation with HR and Controlling.

Skills

B2B sales

Sales strategy

Leadership

Negotiation

Stakeholder mgmt

German & English

Education

University degree in Business Administration / Sales Strategy

Job description

BERNER pushing the limits – for those who dare more Making a choice about your career and your employer is a choice about your future - a future where you will invest your passion and a large portion of your time, energy, and capacity. We are the leading B2B specialist and innovative manufacturer of chemical products. Furthermore, we deliver over 100.000 premium products for repair, care and maintenance to our customers in the mobility, construction and industrial sectors to keep their business winning and running. In addition, with our strong brands BERNER, BTI by BERNER and CCS, we offer industry-leading services that enable our customers to focus on their business and drive it forward.

YOUR TASKS

• Drive the strategic professionalization and harmonization of our field sales organization across all subsidiaries
• Define, formalize, and communicate global standards and frameworks for field sales tasks, such as customer visit preparation, negotiation, objection handling, and visit reporting (e.g. standard operating procedures, trainings)
• Establish leadership frameworks and standards for field sales, including co-drives, performance reviews, and coaching to ensure consistent leadership quality
• Conceptualize and drive strategic productivity improvement initiatives to enhance field sales efficiency (e.g. IT tooling landscape, standard operating procedures, trainings)
• Collaborate with HR to define role profiles, training requirements, and career paths in field sales, supporting long-term talent development
• Collaborate with local Heads of Division/Sales, and support management by developing and regularly reviewing KPIs in cooperation with HR and Controlling
• Create frameworks for customer feedback and sales quality control, in partnership with global inside sales strategists to ensure customer-centric excellence
• Lead and/or contribute to global sales projects and initiatives, working closely with local and global sales teams
• Design and align global sales incentives, in collaboration with local sales and segment/channel managers to drive motivation and performance
• Develop strategic concepts and enablement approaches to empower our 4,500 field sales entrepreneurs across subsidiaries, ensuring they have the frameworks, tools, and strategic direction needed to succeed in the market

YOUR PROFILE

• University degree in Business Administration, Sales Strategy with a commercial focus, or a comparable field
• Proven experience in B2B sales environments, ideally with a global or regional scope
• Strong understanding of the realities and challenges of field sales, ideally gained through hands‑on experience in sales or close collaboration with field sales organizations
• Experience in developing and implementing sales strategies and performance frameworks (e.g. in management consultancy or a strategy department)
• Experience in field sales operations and process optimization
• Strong leadership and interpersonal skills, with the ability to influence and inspire cross-functional teams
• Assertive and confident communicator with strong stakeholder management capabilities
• Excellent negotiation skills in both German and English (business fluent)
• Strong customer focus and interpersonal sensitivity
• Comfortable working in matrix organizations and contributing to global initiatives
• Strategic thinker with hands‑on execution capabilities
• Strong analytical skills and a KPI-driven mindset
• Experience in field sales operations and process optimization
• Collaborative and inclusive leadership style

WHY BERNER?

• permanent contract
• mobile work is partially possible
• structured onboarding
• state-of-the‑art workplace
• Künzelsau: canteen with daily, freshly prepared dishes
• Cologne: Pluxee food vouchers (formerly Sodexo)
• allowance for transportation costs
• bike leasing (Jobrad)
• Wellpass with more than 5.000 sport and fitness offers
• company pension scheme and employee purchase with attractive conditions
• many training and development opportunities within our future-oriented company

Christian A. W. Berner, Chairman of the Executive Board & Chief Executive Officer (CEO) BERNER Group

The BERNER Group as employer, dare to differentiate ourselves and provide every employee the opportunity to and enable them to dare to be more. Together, we push our own limits and contribute to shape a better tomorrow. Making a choice about your career and your employer is a choice about your future - a future where you will invest your passion and a large portion of your time, energy, and capacity. For those who dare to go further in their job and put their whole experience into practice. For those who dare to challenge the status quo and speak up. For those who are brave enough to innovate their business and shift the ordinary to extraordinary. At BERNER, we understand the importance of building strong relationships and fostering a sense of connection. When you contact us, you’ll be given personalized assistance from start to finish. Our team will work directly with you to identify the types of jobs that fit your skills and experience, answer any questions or concerns you may have, and provide resources to help you navigate our career website and job posts. You may wish to include any relevant websites or your Linkedin profile as part of your application. In our company culture, questioning and disagreeing is rewarded. Every leader will take on the challenge! Important is to speak out about what makes us better. We don’t like standards, we love excellence. Whoever works for us wants to change and create something. And last but not least, we are a b.brave culture. Have the courage to disagree and challenge the status quo. Have the courage to dare to do something new, to develop yourself.