The regional automation and digitalization sales manager for feed and biofuel division is a person that is highly motivated, has a proven track record of value selling in process industries and is familiar with automation and digitalization technologies. This person is a hunter, a doer and high achiever. They will be responsible for order intake and sales coordination on a regional scale with new and existing customers (within domain of automation and digitalization offering). This includes direct sales and working cooperatively with regional sales teams, product groups and other company resources to not only find new potential customers but also develop business growth plans and to implement together successfully.
KEY RESPONSIBILITIES
- Responsible for the automation and digitalization order intake in the region.
- Regional coordination on all sales activities for Automation and Digitalization within regional sales and service team in a matrix organization with dotted line management to Automation and digitalization business unit.
- Introduction of new AD products/offerings in the regions, ensuring the promotion of all products and solutions in the regions.
- Being able to provide sales presentations for AD offerings to customers and stakeholders when needed.
- Work in close cooperation with the region’s sales team and representatives and Product Groups to guarantee alignment on solutions, pricing and business models, supporting the regions in whatever need they might have.
- Help with developing business development strategies and MTP in alignment with the business overall strategy, based on the analysis of the market, customers, and competitors to reach profitable growth challenges for the segment.
- Ensure lean and effective sales processes and the implementation of best practices in the regions.
- Utilize effective sales tools and methods, rolled out by AD global business development, as well as continuous training program to effectively achieve the strategic goals of the business in the segment.
- Support and participate in the development of proposals that will be made in the regions.
- Hold themselves accountable for the entire sales cycle, from customer prospecting, engagement, proposal to closing.
- Ensure that all negotiations are compliant with ANDRITZ policies and guidelines e.g. sales check-list, digital scap included and executed in the business development process.
- Attend/lead tradeshows, conferences and other professional settings on behalf of FB-AD related to automation and digitalization activities.
- Drive the key selected negotiations in the regions.
- Develop and Manage Key Accounts (KAM) in collaboration with similar key account managers in the division.
- Continuous market analysis i.e. Customers, Competitors, Markets, Networks for the segment.
- Provide on monthly bases potential project reports (hotlists), on quarterly bases review of sales forecast and be responsible of annual sales Budget of the business for AD.
- Reinforce the behaviors of #1ANDRITZWay in being a role model to the team and to the whole organization.
TECHNICAL SKILLS (knowledge)
Must have:
- Provable experience in value/solution selling in a complex sales environment.
- At least one of the following:
- Strong knowledge about feed/food manufacturing process.
- Strong knowledge or experience in Process Automation or digitalization technology.
- English and a common language spoken in the region.
Highly desirable:
- Already established network in Animal/aqua feed or pet food industry.
- Key Account Management principles.
- Customer Experience principles.
- Proven ability to formulate sales plans and execute processes to achieve business objectives and grow sales worldwide.
- Strong sales experience and knowledge of international sales and worldwide market in the industry.
- Experience in using CRM
- Networking both internally as well as with external stakeholders in the relevant industry.
- Understands automation and digitalization value add in process industry.
- Experienced in Marketing principles
- Finance and controlling knowledge
SOFT SKILLS (skills and behaviors)
ORGANIZATIONAL #1ANDRITZWay
Customer Focus:
We put our external and internal customers at the center.
- I team up if my customer is also a customer of others business areas and resolve issues seamlessly.
- I listen, ask questions and seek feedback to fully understand the customer needs.
- I bring the voice of the customer into all our conversations and actions.
- I build partnerships with internal and external stakeholders to create value for our customers.
Ownership for Performance:
We drive results by owning our decisions and actions.
- I keep my promises.
- I focus on fixing the problem without blaming others.
- I focus on results by taking responsible action in a safe and compliant manner.
- I look for the simplest and most effective way to do what we want to do.
Shared Commitment:
We collaborate and learn from each other.
- I put shared Group success above the interest of my own organization.
- I encourage collaboration and two-way communication.
- I give, accept, and ask for feedback and help.
- I apply and share learnings from successes and mistakes across other teams, while adopting other people’s good ideas.
Openness:
We trust and listen to each other and try new things.
- I listen to others and ask questions to fully understand their ideas, valuing different perspectives.
- I put my trust in the skills of colleagues and believe in their commitment.
- I actively drive innovation and encourage others to do so.
- I speak up: I openly share my expertise and thoughts and address critical issues constructively.
POSITION
- Driving for Results
- Entrepreneurial Thinking
- Evaluating and Implementing Ideas
- Sharing Information
- Setting a Strategic Vision
- Managing from a Distance
- Creating and Maintaining Networks
SCHOOL EDUCATION
Minimum
Bachelor/Master degree in Automation/IT/Engineering/Business Administration/Economics (or similar) with strong experience background
Desirable
MBA or Master in Engineering/Business Administration/Economics or similar
Professional trainings on sales management and complex sales strategies
EXPERIENCE
Experience
10 years of direct sales to end users based on value-add solutions (with proven track record).
5 years of work experience related to process industries, Feed and Biofuel is highly preferred.
Work experience in Automation, digitalization field is highly preferred.
Industrial Sector
Specific Feed and Biofuel Know How (by education and experience ) is preferred.
OTHER REQUISITES
Considerable travel activities regionally and sometimes intentionally (at least 50%).
