Job Summary
The Regional Manager (Benelux & France) leads Account Managers (renewals/expansion/strategic accounts) and Business Development Managers (new logos/pipeline) to deliver revenue growth and outstanding client outcomes across Benelux & France. The role owns territory planning, forecasting accuracy and Salesforce discipline, and partners closely with Sales Enablement and Client Success to raise team performance and client advocacy.
Purpose of the role
Execute company strategy at a regional level by leading teams, optimising processes and cultivating customer relationships that fuel sustainable growth.
Job Responsibilities and Objectives
- Hit and grow the number: Deliver territory revenue and renewal outcomes in line with targets across Benelux & France.
- Lead AMs and BDMs: Set clear goals, coach, inspect, and develop both roles; run a consistent operating cadence (1:1s, deal/renewal reviews, forecast calls).
- Plan and forecast with precision: Own the territory plan; maintain rolling forecasts and budgets; flag risks early and take corrective action. Ensure Salesforce pipeline accuracy and stage hygiene.
- Deal leadership: Support complex new-logo pursuits and strategic renewals (pricing, negotiation governance, stakeholder alignment).
- Orchestrate demand: Partner with Central Marketing to localise and deploy regional campaigns for qualified pipeline and advocacy.
- Collaborate to uplevel craft: Work with Sales Enablement (playbooks, skills, win reviews) and Client Success (onboarding, value realisation, expansion) to raise win/renew rates.
- Be the face of the programme: Use deep local knowledge of Benelux & France to represent Top Employers Institute, gather market feedback, and strengthen executive relationships.
- Operate with discipline: Produce concise weekly/monthly reports; share best practices with the EMEA Regional Manager peer group.
Key Performance Indicators
- Territory revenue vs. target (new business + expansion)
- Renewal rate /revenue retention
- Forecast accuracy
- Pipeline health (coverage, stage progression, conversion rates in Salesforce).
- Client advocacy (NPS)
- Team performance & engagement (quota attainment; ramp times; OWow).
Required Hard Skills
Must-haves
- Fluency in French (required). Strong English required; Dutch is a plus.
- Full-time (required).
- Proven leadership of Account Managers (renewals/expansion) and Business Development Managers (new logos).
- 5–10 years in B2B client-facing roles; HR domain knowledge.
- Regular presence at the Amsterdam or Paris hub; regional travel as needed.
- Salesforce proficiency and strong operating/forecast cadence.
Nice-to-have
- Experience in HR tech / HR data / employee experience (EX).
- Pricing/renewal governance in multi-stakeholder environments.
Top Employers Institute offers
- Competitive remuneration (monthly salary + variable pay)
- Solid benefits and flexible working conditions (human centric)
- We pay you to pay it forward; 2 days company paid volunteering time off (VTO)
- Dynamic, open, international and professional business culture
- Plenty of room for initiatives and own responsibility
- Work in a growing organisation with colleagues from all over the world
- Leader in HR, relied on by global clients such as DHL, Novartis, and PepsiCo
- Fast growing company backed by HAL Investments, Netherlands
Top Employers Institute
Top Employers Institute is an Equal Opportunity Employer. We respect and celebrate each other’s differences. We know that a diverse workforce enhances our success. We are conscious that having the freedom to be yourself is the basis of sustainable growth. To us, it doesn’t matter where you were born, what you believe in, how old you are, what you look like, or who you love. We actively promote and depend on the diversity of thought, skills, and capabilities in our project teams to serve our international consumer base in the best way possible. We believe that different perspectives and backgrounds actually lift Top Employers Institute to new heights and increase our way of thinking for a better world of work. Join us, as there is a place for you here!
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