Area Sales Manager- Nonwoven Machinery - Spartanburg, United States - ANDRITZ
Description
General definition of the function
As part of the "QHSE" policy, the head of the export sector develops the turnover of his/her commercial area and is the privileged interlocutor of the prospect and the customer in the pre-sales and contract negotiation phases.
Main Responsibilities and Missions
Contacts Customer base and coordinates the transmission of information, technical support, objectives,
Transmits all relevant information on competition and technology
Prospecting and customer loyalty
Develops and drafts the offer with the support of the application engineering department
Submit the proposal for commercial and technical validation before sending
Negotiate the offer with customers: technical services, conditions of sale (rates, payment, deposits, guarantees, deadlines ...)
May be required to establish and draft sales contracts with the support of the legal department
Specify the input data (budget, technical descriptions, options, locations, various CRRA issues) and transmit to the project manager the elements of the contract
Assist the project manager in case of difficulty during the execution of the contract
Work Environment and Interlocutors
The Area Sales Manager interacts in a multidisciplinary and multicultural environment and team. They are also required to interact with international industrial departments. They must be mobile because they will make frequent trips.
Autonomy given:
Approval and signature of commercial contracts and their amendments countersigned by the Director General
Commercial and customer management in its area
Management of priorities in its area
Organization of its commercial tours / Travel in order to achieve its objective
Time management to complete projects within the deadlines imposed by clients
Internal: Project Manager, Application Engineer, Technology department and design office
External: Clients/Agents, Co-partenaires (certified suppliers) and Group Companies
Technical skills and associated know-how
General knowledge :
Mechanical aptitude (knowing how to apprehend a sale of technical products and manage it)
Experience in export sales on medium and long-term cycles (Incoterms, Contracts, payment security)
Master the scope of the company and its market (competitive, technological,)
Commercial and relational ease
Financial concepts (letters of credit, bank and financial guarantees)
Business Law
Good command of computer tools
Geographical mobility
Availability and responsiveness (customer sense)
Specific knowledge and know-how:
Foreign languages (English required), other languages are a plus
Technical knowledge: non-woven (needling)
Mastery of Andritz CRM tools to manage customer relations and facilitate reporting
Ability to listen in order to understand the expectations and needs of the customer / employees
Analytical mind to transform customer/employee needs into solutions
Tenacity (because sales can be part of a long process)
Ability to interact with industry decision-makers (General Manager, Purchasing Director and Technical Director) and take into account multicultural factors in negotiation
Diplomas, habilitations/certifications, and experience required
Minimum qualifications required:
· Master: with a commercial or engineering specialization or applicable experience.
Dual skills (technical and commercial) will be particularly appreciated for this position.
A professional experience of at least 5 to 10 years in sales is required and if possible, in the field of activity of the Industry.
It is agreed between the parties that this list of tasks is deemed non-exhaustive and is likely to evolve according to the needs of the company.