Belgium | Leadership Role | Technical B2B Distribution | €40M Business ScopeCONTEXTWe are supporting a leading international industrial group active in technical equipment and solutions for professional installers and distribution networks.The Belgian entity manages a domestic indirect business of approximately €40M, operating through wholesalers, key accounts, and installers.Over the past two years, sales performance has declined. The business now requires strong commercial leadership to:Reignite growthModernize sales executionReposition the commercial modelLead a cultural shift within the sales teamThis is not a maintenance role.This is a transformation role.THE MISSIONAs Indirect Domestic Sales Manager, you will be a key member of the Belgian Leadership Team, fully responsible for restoring sustainable, profitable growth within the indirect domestic channel.You combine strategic clarity with operational intensity.You are not only defining the direction — you are ensuring daily execution.Your mandate includes:Rebuilding commercial momentumLeading and transforming a 10-person sales organizationStrengthening relationships with key national accountsAccelerating the shift toward installer-driven demandEmbedding discipline, accountability, and data-driven performanceScope of Responsibility1. Commercial Leadership & GrowthOwn and deliver revenue and margin growth in the indirect domestic channelDrive value over volume strategyIdentify and activate new growth segmentsDevelop installer-centric demand generationLead national key accounts directly (major wholesalers and distributors)Structure regional key account management2. Sales Team Transformation (10 FTE)Lead, coach, and challenge a team of approximately 10 sales professionalsShift mindset from reactive “farmer” behavior to proactive “hunter” approachImplement clear KPIs, performance tracking, and accountabilityStrengthen field presence and commercial intensityDevelop successors and raise the overall level of commercial maturityThe organization requires a leader who can both inspire and demand.3. Operational Sales ExcellenceTranslate strategy into structured action plansEnsure disciplined execution in the fieldImplement structured pipeline management and forecast accuracyOptimize pricing, margins, and commercial processesDrive full CRM adoption and digital tool integrationUse data and analytics to guide decisionsThis role demands structured execution, not theoretical reporting.4. Change ManagementThe company is evolving:From product-driven to demand-drivenFrom technical selling to structured commercial leadershipFrom installer-following to installer-demand creationYou must be comfortable leading through resistance and ambiguity.REQUIRED PROFILEExperience5–15 years of commercial experience in B2B technical distributionStrong experience in indirect channels and key account managementProven track record in operational sales leadershipExperience managing field sales teamsSolid financial acumen (P&L, margins, pricing, forecasting)CRM and data-driven sales management experienceExperience in HVAC, technical installation, or building solutions is a strong asset.CapabilitiesTranslate strategy into measurable executionLead and structure high-performing teamsConduct senior-level negotiationsDrive forecast accuracy and pipeline disciplineImplement change effectivelyCombine field presence with structured reportingLeadership StyleWe are looking for:A credible and inspiring leaderA hands-on commercial driverA structured operatorA decisive and courageous decision-makerA bridge-builder across departmentsA leader who believes: people first, tools secondThis role requires both authority and humility.Success IndicatorsRevenue growth recoveryMargin improvementMarket share developmentKey account retention and expansionTeam performance and engagementCRM adoption and forecast reliabilityStrong cross-functional alignmentWhy This Role MattersThis is not a traditional “sales manager” position.It is a commercial rebuilding mission inside a solid international group.You will:Lead a €40M domestic businessDrive cultural transformationSit at the Leadership Team tableInfluence long-term strategic directionLeave a visible footprint on performance