Our client is an international leader in the design & manufacture of high quality machines, technology for waste management industry (shredders). They are a global leader in supplying waste shredders for the recycling industry.
Due to continued development we are now looking for an experienced professional for the challenging role of:
Area Sales Manager Poland & EE/Distribution Sales
Place of work: Home Office
Overall Profile:
The ASM is responsible for developing sales in the territory through building strong relations with distribution partners, building account plans as well as own direct sales activities in the defined region.
The job requires experience in coordination and completion of complex sales process, meeting deadlines as well as developing the sales territory by increasing customer penetration.
The ASM must be able to handle sales to large plant building companies as well as develop and execute a plan for a distribution set-up appropriate for the region. Ability to identify and analyze the differences in the region and direct the efforts to where the potential is within reach, though a proactive and well-structured approach to client acquisition.
Responsibilities:
* Analysing the relevant markets in the region, identifying and prioritizing potential “best cases”.
* Developing a direct and indirect client portfolio from ground up though a well-structured and pro-active sales & marketing approach.
* Develop and implement the regional sales growth strategy - through own plans and actions.
* Identify agent, dealer and distributor partners and lead negotiations of distribution contracts.
* Execute the distribution business strategy and propose territory development plans.
* Follow up on, and challenge, agents, dealers and distributors performance, developing corrective action plans when required.
* Responsible for developing and implementing training programs ensuring the required skills within our partner organizations.
* Build long-term collaborative relationships (KAM approach) with key stakeholders and principals at inter territorial companies, plant builders, turnkey suppliers, consultant-engineering companies, cement industry etc., working in the field with end customers, taking part in demos, overseeing all hand-over process
* Meeting the performance targets and KPI´s.
* Independent role, no team management
* Reporting to Sales Director EMEA at European HQ
* Close cooperation with HQ – Sales, Engineering, Project Management, Marketing, Service, After Sales
Requirements:
* Higher education, technical specialization would be an advantage
* Min. 8+ years’ experience in sales of advanced industrial capital investment products in Poland and EE region
* Strong negotiation and interpersonal skills to build and maintain good relationships with the relevant stakeholders and potential clients in the market.
* Ability to effectively present information, business cases, product specs. etc. towards partners, customers and the public.
* Result driven approach and able to set framework.
* Strong ability to develop partnerships with internal and external stakeholders.
* Very good English is a must
* Experienced working with complex project sales of industrial equipment.
* Microsoft office and CRM experienced
* Open for traveling in Poland and EE region
Offer:
* Interesting career opportunity in a well-established, rapidly growing international organization
* Working with highest quality and advanced technical capital products
* Opportunity to participate in interesting projects alongside experienced specialists
* Independent role to grow with the company
* Freedom to develop the market and make it successful with the support from company’s head office
* Permanent and full-time contract
If you are interested in such an exciting opportunity, please send your detailed CV in English, with Ref. Nr.: ASM/PLEE, to Martina Ruddy-Załuska, Managing Partner, GoodMan Recruitment Agency, at:
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