The Area Sales Manager represents the company in the order-winning process, focusing on business development, customer development and market penetration through strategic planning and prioritization. This role emphasizes cultivating new customer relationships and expanding the company's product and system solution business.
Job Responsibilities
Business Development
· Alignment : Align with the corporate identified new markets and application and come up with market strategies to penetrate
· New Application / Market : Identify potential markets and application where the company products and services can be used for in the assigned sales territories
Customer Development
· New Customer Acquisition: Engage in regular customer and project site visits to introduce the company to prospective clients and enhance visibility.
· Quality System Business: Build strong relationships with clients to foster loyalty and encourage continued preference for the company’s products and services, ensuring ongoing business opportunities.
- Customer Relationship: To build connection with customer to inculcate loyalty and encourage continued preference for the company’s various products and services.
Sales Pipeline Growth
· Lead Generation: Actively identify and pursue leads that align with the company’s range of products and services.
- Sales Strategy Implementation: 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).
· Negotiation and Closing: Lead discussions with customers at all levels to position Bürkert's offerings as the preferred choice over competitors, employing Customer Centric Sales (CCS) and effective negotiation techniques to successfully close sales. Includes engaging in NDA and T&Cs negotiation with customers as well.
Business Processes
- Internal and external networking: Collecting and sharing information about market, customer, competitor, etc. using recognized tools (CRM: Visit Report/Opportunities/Account details/Customer Plan)
- Progress Monitoring: Monitoring progress of important customer projects to multiply local success
- Registration of New Customers: Work together with Customer Services / Finance to complete customer’s questionnaire, create the new customers and the credit terms in SAP system
- Quotation Preparation: Work together with Customer Services / Engineering / Systemhaus to generate quotation for customers
Professional Representation
- Ambassador Role: Represent the company professionally in all interactions, acting as an ambassador and driving the company’s values.
- Local/Regional Role: Represent BC-Office in global meetings and able to present on own market portfolio assessment
Requirement
· Diploma or Degree in Engineering or equivalent
· Have experience in selling system solutions (for process automation) to Food & Beverage / Lab & Analytical / Semiconductor & Electronics / Water Industries / Pharma & Biotech / New Energy will be an added advantage.
· Good business acumen
· Key account management
· Proficient in using sales program such as CRM, eCommerce
· Independent; go-getter; never give up and can-do attitude
