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. #J-18808-Ljbffr
