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Area Sales Manager

TSMG Holding

Key Facts

Remote From: 
Poland
Full time
Senior (5-10 years)
English

Other Skills

  • •
    Report Writing
  • •
    Training And Development
  • •
    Decision Making
  • •
    Communication
  • •
    Analytical Skills
  • •
    Time Management
  • •
    Teamwork
  • •
    Proactivity
  • •
    Stress Management
  • •
    Prioritization
  • •
    Social Skills
  • •
    Problem Solving

Roles & Responsibilities

  • Bachelor's degree in Mechanical, Electrical, or Industrial Engineering.
  • 5+ years of experience in sales of industrial automation solutions.
  • Strong negotiation and selling skills with knowledge of market and competition.
  • Willingness to travel and ability to work cross-functionally with sales support and partners.

Requirements:

  • Develop territory growth strategy: analyze market data, forecast long-term targets, and create a territory sales calendar with the Sales Manager.
  • Lead generation and pipeline management: identify prospects, visit new customers, document visits in CRM, respond to leads within 48 hours, and monitor dashboards with the Sales Manager.
  • Opportunities and offers generation: perform gap analysis, analyze buyers and competition, update DFI, coordinate with Sales Support and partners to optimize solution cost.
  • Orders generation and project monitoring: prepare technical presentations, negotiate and close orders, ensure contract terms are reflected with Finance approval, and monitor project progress.

Job description

Role Objective

This position will ensure the company growth by creating and closing opportunities, and ensuring customers’ loyalty.


Accountabilities

Strategy for Growth

  • Collect information about market growth, potential products, and competition data and share it with the team.
  • Analyze in coordination with the Sales Manager the market volume and sales targets for the next 10 years.
  • Develop a sales calendar for the territory to reflect the overall company business plan and discuss objectives with the Sales Manager.

    •  

    Leads Generation and Pipeline Management

  • Scan the market for leads and develop the list of prospects through all kinds of networking (partners, customers, suppliers, internet search, local ministries, contacting dormant customers, etc.).
  • Visit new customers to introduce Technica, evaluate potential inquiries, fill the contact report for each visit with valuable information, and enter data on CRM.
  • Capitalize on visits of other engineers to the territory by giving them special assignments through clear, detailed, and documented missions and obtaining their feedback.
  • Act on all leads within 48 hours.
  • Prepare pre-trip plans to the territory, get approval from the Sales Manager, and send requests to HR for needed reservations.
  • Prepare post-trip reports and submit them to the Sales Manager for evaluation and discussion.
  • Follow up on dashboard and sales reports in the territory in coordination with the Sales Manager to meet objectives.

    •  

    Opportunities and Offers Generation

    • Fill gap analysis and inform the Sales Manager about findings to decide on the action plan:

      • Analyze the 4 buyers.

      • Analyze the competition.

      • Analyze the competitive edge.

      • Involve the customer.

      • Fill the DFI accurately and continuously update it to ensure all data is available with the sales support department.

      • Participate in the solution preparation in coordination with the Sales Support Department and ensure that the cost is optimized and minimal while fitting customer needs.

      • Contact partners to discuss their offers and terms.


        • Orders Generation

      • Prepare technical presentations and FAB tables and present the solution and offer to the customer.
      • Negotiate and close the order along strategic selling concepts.
      • Ensure all terms agreed upon with partners are reflected in the contract and approved by the Finance department.
      • Monitor project progress and intervene if necessary to develop corrective actions.
      • Analyze all inquiries (won and lost) by involving the customer and share experience with the team.


        • Bonding with Customers

      • Monitor that claims are being handled and contact customers to ensure satisfaction.
      • Ensure high customer satisfaction and high referrals by being proactive and visible at every opportunity (PO won, PO lost, claims, special occasions, NPS, CSQ)
      • Inform about marketing activities and projects needed for the area including campaigns, exhibitions, and events.
      • Prepare the evaluation report and discuss it with the Sales Manager.


        • Managerial Activities

      • Assist the sales team via network connections and collaborate with them to grow opportunities within their territory.
      • Assist the Sales Support department in offer preparation by giving input on the solution, cost, and risk and by selecting the most appropriate partners.
      • Support team members in technical presentations.
      • Support the sales team in contract negotiations and closing agreements.


        • Knowledge Sharing

        • Share knowledge of new projects with the sales team and train them on specific requirements.


    Requirements

    Educational Background

    Bachelor degree in Mechanical, Electrical, or Industrial Engineering.


    Experience Required

    5 years of experience in sales of industrial automation solutions.


    Technical Competencies

  • Financial knowledge / Economical status of the territory
  • Solution knowledge
  • Partners product knowledge
  • Negotiation & selling skills
  • Competition knowledge / Market knowledge
  • Bonding and communication skills


    • Behavioral Competencies

  • Analytical skills & problem solving
  • Interpersonal skills
  • Decision making
  • Prioritizing
  • Stress management
  • Proactivity
  • Change management

    • Would be a plus
  • Available for travel 
    •
    Ready to apply?
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