The Area Sakes Manager / Sales Engineer represents the company through the order winning process by planning, prioritizing opportunities and selling with special regard to customer preference, the power structure, Engineered to Order (System Solution).
Development of customer´s base on both New Customer Development (NCD) as a hunter and New Business Development (NBD) level. To go on the field and generate leads that may require the company’s range of products and services;
Responsibilities
- To engage in customer visit /project site visits regularly to introduce the company to prospective clients and broaden the company’s exposure and engagement;
- To build a good relationship with one’s clients to inculcate loyalty and encourage continued preference for the company’s various products and services;
- Implementation of strategy in his/her area of responsibility via market, customers and competitor analysis.
- Development (incl. market penetration) of sales. Courage to challenge status quo, drive change and influence customer's preference (e.g. using Burkert products/solutions, leading industry trends) through creative thinking. To continuously be updated on current or upcoming industrial practices / trends and insights (e.g. IIOT, Greenfield, Brownfield, OEM manufacturers).
- Internal and external networking, collecting and sharing information about market, customer, competitor, etc. using recognised tools (CRMS: Visit Report/Opportunities/Account details/Customer Plan)
- Order winning; directs the discussion on all levels with the customers in the way that customer will decide to choose Bürkert's quotations over competitors. In tough situations convinces the customer and is willing to "fight" to close the deal (Customer Centric Sales - CCS , Negotiation - Getting to Yes)
- Responsibility for the account incl. the coordination of all communication to the customer and all relevant sales documents
- Negotiation of commercial and project conditions and closing the sales
- Monitoring and giving feed-back regarding progress of important customer projects to multiply local success.
- Representation of the company in a professional way (ambassador)
Qualifications:
Diploma or Degree in Engineering or equivalent
Have experience in selling system solutions (for process automation) to Semiconductor Electronics / Water Industries / Pharma & Biotech will be an added advantage.
Fresh grad also welcome to apply.
SAP HANA will be an advantage
Solid accounts management;
Independent; go-getter; can-do attitude.
