Director, Solution Sales Oceania

Purpose of the position

To lead and coach sales activities for equipment and combinations of services and equipment as solutions in a Market Area. To develop and execute solution sales plans together with sales teams. To develop a solid understanding of customers’ businesses and of how to create value by applying adapted solutions through value based selling behaviors

Main tasks and responsibilities

• Ensure execution of company’s outline business strategy within own area of responsibility
• Manage & execute order intake and sales for area of responsibilities – price management
• Direct Regional Account/Sales Managers to maximize revenue, profit, and customer satisfaction and ensure structured visit programmes and focused campaigns
• Develop current and future sales pipeline – tactical planning to achieve team targets
• Actively develop high level/strategic relationships with identified major VIP customers
• Coaching and mentoring of solution sales representatives and other team members in order to deliver performance objectives and grow in current roles
• Create and maintain a positive and interactive team climate within the sales organization
• Support and participate in complex customer negotiations and/or senior management dialogs
• Develop and maintain direct relations with major accounts and own managed accounts
• Market intelligence – awareness of development of market/customer demands/businesses and competitive environment
• Reporting - order intake forecasts, won and lost ( CRM ), market shares
• Annual planning – budget process for area of responsibilities
• Business, HSE & Code of Conduct compliance in team’s daily operations,and to company policies & procedures Manage cost control in area of responsibility

What you’ll need to succeed

Education

• Relevant degree in economics, Sales,engineering (or equivalent)

Experience

• 10+ years extensive experience in sales leadership role/s
• Broad equipment knowledge and understanding, preferably heavy machinery
• Broad service knowledge and understanding
• Proven successful experience with solution sales execution
• Strong people management skills and experience, to achieve full alignment of each individual team member’s performance with the business strategy and goals.
• Proven experience in negotiations at executive level

Competencies

• Strong product and business knowledge
• Knowledge of sales and solution deliverables including the offering overview, customer value propositions, cost models and solution frameworks
• Ability to work successfully in a global matrix organisation, globally & cross functionally Leadership, communication and influencing skills
• Ability to communicate with team members to define approaches and goals, especially as it relates to designing solutions to meet customer needs or defining sales action plans
• Good communication and social skills, ability to focus locally in a global environment
• Solution oriented way of working
• Business driven in the relation with customers, including fact based and long term.

Interested to join?

If you are interested in the opportunity, please share your CV together with a cover letter by 30.05.2023