Established in 1949, Vanderlande is the global market leader in future-proof logistic process automation at airports and a leading supplier of process automation solutions for warehouses and the parcel market. With over 7,500 employees dedicated to advancing our customers' businesses worldwide, Vanderlande boasts a consistent increase in turnover, reaching 1.8 billion euros. The company is renowned for its reliable partnership in logistic process automation over the past seven decades.
In 2017, Vanderlande was acquired by Toyota Industries Corporation, a move that promises to sustain its profitable growth. The synergy between the two companies is grounded in a strategic match that enhances cross-selling, product innovations, and research and development efforts.
The Singapore office, a segment of the Customer Centre Airports Parcel Solutions Asia Pacific (CC APS APAC), actively serves the Asia Pacific region. Our Sales organization focuses on the Airport (Baggage Handling Systems) and Parcel (Material Handling Systems at parcel sortation facilities) market segments. To aid CC APS APAC's continued growth, we are seeking a Sales Consultant.
Your Responsibilities:
- In collaboration with the Sales Manager, you will play a crucial role in achieving sales success during the pre-contract phase of a project. Responsibilities include identifying customer needs, developing and evaluating optimal logistics solutions, leading sales proposal preparations, and presenting these proposals to customers. Furthermore, you will lead the Sales Engineering Team, working closely with the Sales Manager to establish and maintain a constructive relationship with the customer and define appropriate sales tactics.
- Take a leading role in the concept stage and direct the design team.
- Design conceptual solutions based on throughput data, process analysis, critical business drivers, technical requirements, and the customers' business cases for medium to large-sized projects.
- Translate conceptual solutions into system designs and associated high-level process designs.
- Manage both internal and external acceptance of proposed solutions.
- Become a key discussion partner for the customer, building relationships with decision-makers at both tactical and strategic levels, and persuading the customer to award follow-up contracts.
- Use analytical intelligence and experience to identify key aspects of concepts and their operational impact, quickly pinpointing concept weaknesses.
- Work on multiple projects, leading some without assistance.
- Ensure the integrity of conceptual design throughout detailed engineering, system implementation, and operation phases.
- Be responsible for the accurate development and validation of sales prices for projects of any size and complexity.
- Influence the development of market segments and products, positioning concepts in line with Vanderlande’s strategic direction.
Your Qualifications and Skills:
- Master’s (preferred) or Bachelor’s degree in Industrial Engineering, Mechanical Engineering, Automation, Electro-mechanical Engineering, Logistics, or a related discipline.
- 10 years of relevant work experience.
- Knowledge in systems design; experience in designing baggage handling systems or material handling systems for parcels is preferred.
- Strong analytical skills for structuring and solving logistics problems, with the ability to interpret and extrapolate relevant information from multiple sources.
- Demonstrated sales acumen and the ability to influence design strategies through pricing.
- Influencing skills towards both internal teams and external customers at a senior management level.
- Ability to build strong, professional customer relationships.
- Experience in training, coaching, and leading sales engineers.
- Capable of multitasking and managing several projects simultaneously.
- Effective working in an entrepreneurial international organization, often across organizational, geographic, and cultural boundaries.
- Willingness to travel internationally (up to 20% of your time).
