Executive recruitment company Monroe Consulting Group's Industrial Division is recruiting on behalf of a well-established multinational company in the automotive and manufacturing industry.
Job summary:
The winning candidate will be responsible in supporting sales for technical enquiries and application while securing and increasing profitable sales (Gross Profit/Sales) based on the company's product and service portfolio for the assigned regional and customer responsibility.
Goal of Position:
- To service direct OEM customers and select MRO customers.
- To secure and increase profitable sales (Gross Profit/Sales) based on the organization's product and service portfolio for the assigned regional and customer responsibility.
- To deliver added value to the customer with an engineering-based sales approach including consideration of the Total Cost of Ownership (TCO)
- Including bearings and accessories, condition monitoring, alignment, balancing, service contracts, bearing installations, trainings, failure root cause analysis etc. in order to differentiate the organization from a commodity supplier.
- To grow Industry 4.0 portfolio sales.
- To provide competitive intelligence by interviewing customer and conducting market research (Google, Convention, Networking etc.)
- Achieve Key Performance Indicators for sales (e.g.: no. of customer visits, new customer acquisition, hit rate for opportunity pipeline, net promoter score).
Job Responsibilities:
- Identifies target market-sector-customers and the future requirements and to provide product, service, technical and engineering information to customers.
- Establishes new accounts and services accounts by identifying potential customers, planning and organizing sales call schedule.
- Prepares RFQ, target price and market information / related customer documents; in close alignment with Technical, Customer Service, Pricing, Product Management and SCM to ensure key KPIs are inline.
- Gains customer acceptance by explaining or demonstrating cost reductions and operations improvements, engagement based on Engineering Based Selling methodologies.
- Secures new customers as a key driver of industrial products sales growth for the organization.
- Develop customer's competency by providing technical information, seminars and training concerning bearings products & services, direct drive motors & services.
- Sell technical services to end-users such as condition monitoring services, lubrication system setup, thermography, boroscopy, troubleshooting, trainings, failure root cause analysis etc.
- Maintains professional and technical knowledge by attending trainings, networking with industrial partners or establishing personal networks, participating in professional societies.
- Serve as an effective interface between international technical experts and relevant customer stakeholders in defining product requirements and customer application needs.
- Providing internal stakeholders with relevant market and sales information in monthly meetings or Competitive Watch.
- Prepare and submit product and customer forecast / budget planning and collaborate with relevant departments (e.g. sector management, distribution management, customer service, supply chain management, key account management, engineering, product management etc.).
- Managing working capital through timely debt collections, coordinating closely with customers on reliable production forecast planning.
- Active reporting in Saleforce.com with new accounts acquisitions and positive pipeline management
- Manage & guide sales team towards adoption of sales best practices and achievement of sales targets.
Job Requirements:
- Degree in Mechanical/Electrical/Mechatronics Engineering.
- Demonstrate good technical aptitude with the willingness to build up strong product technical knowledge.
- Relevant direct sales experience of at least 5 years, with proven track record in new customer acquisition.
- Experience working in a reputable MNC is preferable.
- Good understanding of the ways of selling and working with OEM customers.
- Past application engineering experience in a mechanical/electrical/mechatronics goods company will be considered a plus.
- Good leadership & teamwork skills with a self-started mentality.
- Application / Commercial Knowledge for Motorcycle, Copier, Power tools, Small Engine, Power Transmission, Household Appliance, Industry 4.0 applications or semiconductor industry machinery is preferred.
- Possessing IoT/Industry 4.0 mindset as a new way of doing business.
- Proactive, dynamic 'hunter' sales drive with 'can-do' persistent attitude.
- Competent in value-based selling techniques and strategic sales approach.
