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Role Purpose

The Senior Sales Steering Manager is responsible for driving data-driven sales performance management across the B2B organization. The role ensures transparent sales steering, effective planning, pricing and incentive governance, and provides strategic insights to support top management decision-making while enabling the sales organization with robust tools, processes, and analytics.

Key Responsibilities

Sales Performance Steering & Reporting

Design, consolidate, and continuously improve sales and business performance reports for executive management and sales leadership (standardized and ad-hoc).
Translate complex data into actionable insights, recommendations, and management-ready dashboards.
Monitor sales KPIs, pipeline development, conversion rates, churn, and profitability.
 

Sales Planning & Budgeting

Lead consolidation of sales planning and budgeting inputs in close collaboration with Finance and Sales Management.
Support annual and rolling forecast processes, scenario analyses, and variance analysis.
Ensure alignment between sales targets, capacity planning, and strategic objectives.
 

Pricing & Profitability Management

Conduct price and margin analyses across products, services, and customer segments.
Propose pricing adjustments, discount frameworks, and price points to enhance competitiveness while safeguarding profitability.
Support development and governance of pricing policies.
 

Competitive & Market Intelligence

Perform regular competitive intelligence and market analysis.
Track market trends, competitor offerings, pricing, and go-to-market approaches.
Provide insights to support strategic sales initiatives and portfolio optimization.
 

Sales Incentives & Governance

Design, calculate, and administer sales bonus and incentive schemes.
Ensure transparency, accuracy, and compliance of incentive calculations.
Evaluate effectiveness of incentive models and propose improvements.
 

CRM & Sales Tools Ownership

Act as Sales Force / CRM Administrator (configuration, setup, user management, reporting, dashboards).
Lead CRM-related training, onboarding, and continuous improvement initiatives.
Provide operational and analytical support to the sales organization.
Act as key interface between Sales, IT, and external system providers.
 

Market & Customer Segmentation

Define and continuously refine market, customer, and portfolio segmentation.
Support account prioritization, coverage models, and resource allocation.
Improve organizational efficiency and customer experience through segmentation insights.
 

Strategic Sales Enablement

Support and lead implementation of strategic sales initiatives and transformation projects.
Identify performance gaps and propose corrective actions.
Act as a trusted sparring partner for Sales Management and Top Management.
 

Skills & Professional Experience

• Strong analytical and conceptual skills with a structured, data-driven mindset.
• Proven experience in sales steering, commercial performance management, or business controlling in a B2B environment.
• Solid understanding of sales processes, pipeline management, and commercial KPIs.
• Advanced experience with CRM systems (Salesforce preferred; Microsoft Dynamics 365 is an advantage).
• Strong reporting and analytics skills (advanced MS Excel, Power BI tools).
• High level of accuracy, reliability, and attention to detail.
• Ability to translate data into clear insights, narratives, and management recommendations.
• Strong stakeholder management and communication skills.
• Proactive, hands-on mentality with the ability to operate independently.