Sales Director, Telecom Products (Open Market)

TCL Electronics Europe; Madrid; On-site; EUR 120,000 - 180,000; Full time

Job summary

TCL Electronics Europe is seeking a Sales Director to lead the company’s retail telecom business with accountability for revenue growth, margin, market share, and go-to-market execution. The role centers on strategic leadership, key account development, and cross-functional collaboration with retailers and internal teams.

The successful candidate will manage two KAMs, drive joint business plans, and oversee negotiations, pricing, and promotions across channels to deliver sustainable growth and

Qualifications

• The ideal candidate combines strong commercial leadership with hands-on key account management and negotiation capabilities.
• Leads two KAMs and collaborates with Marketing, Product, Supply Chain, Finance and senior management to achieve revenue and margin goals.
• Develops and executes the retail sales strategy aligned to company objectives and channels.

Responsibilities

• Develop and execute the retail sales strategy in line with company objectives.
• Own sales revenue, volume, gross margin, and profitability targets.
• Lead strategic relationships with major retail and consumer electronics customers.
• Lead retail go-to-market activities for new products, including pricing, listings, promotions, and launch timing.
• Manage sell-in and sell-out performance, forecasts, and inventory with Supply Chain.
• Coordinate with Marketing, Product, Supply Chain, Finance, and Customer Service for execution.
• Directly manage, coach, and develop two KAMs; set targets and review performance.

Job description

Reports to: Country Manager / Managing Director

Direct Reports: 2 KAMs

Market: Consumer Electronics / Telecom Retail

Employment Type: Full-Time

1. Position Summary

The Sales Director will lead the company’s retail telecom business, with overall responsibility for sales growth, key account development, channel expansion, profitability, and commercial execution.

The role will manage two Key Account Managers (KAMs) and work closely with retailers, distributors, Marketing, Product, Supply Chain, Finance, and senior management to deliver revenue, margin, market share, and sell‑out objectives.

The ideal candidate combines strong commercial leadership with hands‑on key account management and negotiation capabilities.

2. Key Responsibilities

Sales Strategy & Business Planning

• Develop and execute the retail sales strategy in line with company objectives.
• Set annual, quarterly, and monthly targets for revenue, volume, margin, product mix, customers, and channels.
• Identify new customers, channels, partnerships, and business growth opportunities.

Revenue, Margin & Commercial Management

• Own sales revenue, volume, gross margin, and profitability targets.
• Manage pricing, discounts, rebates, promotional investments, and commercial terms.
• Monitor customer and product profitability and implement corrective actions where required.

Key Account Management

• Lead strategic relationships with major retail and consumer electronics customers.
• Support KAMs in major negotiations, annual business reviews, listings, contracts, promotions, and commercial issues.
• Develop Joint Business Plans with key customers to drive sustainable growth.
• Directly manage, coach, and develop two KAMs.
• Set clear targets, KPIs, account plans, and priorities.
• Review sales performance, forecasts, customer pipelines, and account development on a regular basis.
• Expand distribution across consumer electronics retailers, telecom retailers, mass merchants, specialist retailers, and e-commerce.
• Improve product listings, distribution, visibility, assortment, and retail execution.
• Evaluate and develop new strategic retail partners.

Product Launch & Go-to-Market

• Lead retail go-to-market activities for new products, including customer targeting, pricing, listings, forecasts, promotions, and launch timing.
• Secure customer listings and purchase orders and monitor launch performance.

Sell-in, Sell-out & Forecasting

• Manage both sell-in and sell-out performance, ensuring healthy channel inventory and sustainable sales.
• Own rolling sales forecasts by customer, product, and SKU.
• Work with Supply Chain to manage inventory, product availability, slow-moving stock, and product lifecycle risks.

Commercial Negotiation & Promotions

• Lead major negotiations covering annual agreements, pricing, rebates, promotional support, marketing contributions, payment terms, and volume commitments.
• Develop promotional plans around key retail periods such as product launches, Black Friday, Christmas, and other major campaigns.
• Monitor promotional ROI and commercial investment.
• Monitor competitor products, pricing, promotions, distribution, launches, and market trends.
• Provide market intelligence and actionable recommendations to senior management.

Cross-functional Leadership & Reporting

• Coordinate closely with Marketing, Product, Supply Chain, Finance, and Customer Service to ensure effective commercial execution.
• Provide regular management reports covering sales, margin, sell‑in/sell‑out, inventory, forecasts, customer performance, risks, and opportunities.
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