Description:
This role oversees all aspects of business development, order growth, revenue growth and account management. This role is required to drive new and strong customer relationships, scope quick win opportunities to drive unit sales growth, and then develop a long-term pipeline of unit sales and population. Develop clear scope of supply, clear pricing, make decisions on what local sales inventory should be held (if any) etc. The role is very fluid, and strategy will be adjusted regularly to continually improve our market share of Alimak and Scanclimber branded units. A secondary part of the role will be to be mindful of any potential distributor opportunities to again push increased Alimak market share. Finally explore profitable MCWP rental opportunities and/or ‘rent to own’ opportunities.
This role will report directly to the Division Manager Construction – Australia.
The role’s focus is growing these models/product areas:
- Scanclimber Mast Climbers
- Alimak Mast Climbers
- Tractel Suspended Temporary Access
- Spare parts and Services related to Scanclimber/Alimak Mast Climbers and Tractel Suspended Temporary Access
Key Tasks:
- Develop the sales strategy ensuring this is in line with regional strategy and Group strategy in collaboration with the Sales Director Europe – MCWP Global Manager, APAC Sales Director and Division Manager Construction
- Be accountable for the Account Management of existing customer base, revenue delivery for the full product range and creation of new business (order booking) which meets or exceeds given targets
- Accountable for team compliance with and updating of the group reporting tools, salesforce.com, Alimak Rental Tool, Alimak Price Sheets, CPQ etc.
- Managing on ground Operations with respect to delivery to Project Engineering and Operations with complete and accurate data to facilitate turnaround within agreed deadlines
- Maintain and improve process efficiency for quality and environmental standards adherence
- Responsible for updating Group Operations on changing trends and requirements in the marketplace to ensure new product design is at forefront of the industry
- Responsible for delivering customer feedback to factory for continuous improvement discussions
- Manage overall Finance including collecting cash within plan and group guidelines if required and writing business which is within all financial guidelines of the organization
- Be accountable for contract establishment, all contracts written within company guidelines or escalated for approval, outlining risks and mitigation strategies
- Report monthly on lag KPI’s (what happened) and lead KPI’s (what will happen) and submit 6-month Order Intake forecasts, providing variance analysis
- Manage the relationships with various sales managers across the Group and ensure sales policies are clear, fair and communicated in advance to avoid any internal company conflict.
- Keep close relationships with the marketplace in terms of key accounts, business situation and competitor’s
- Create supporting initiatives in the areas of revenue, costs and people to enable achievements
Skills & Experiences:
- Highly articulate and customer focused
- Team player – able to work as a positive and active team player with peers, direct and indirect reports to get the best solution
- Strong ‘can do’ attitude with clear ownership of decisions
- Thrives and enjoys working in a ‘change’ environment with ambiguity
- Evidence of sales track record in an engineering product line
- Demonstrate consultative sales experience
- Evidence of selling customized capital goods in the Construction industry
- Experience in scoping projects, drawings and technical details
- Experience with international organisation, multiple regions and multiple product lines
- Experience of selling in a safety and quality culture
- Experienced in operating at management level within a medium sized global organisation
- Experience of contract negotiation, risk identification, risk mitigation and risk management
- Must be available to regularly travel within region
Our ideal candidate will have:
- Minimum 5 years experience preferred
- Knowledge of best practice Consultative sales techniques
- Relevant Engineering or Marketing Degree or equivalent experience of 5 years or more preferred
- Experienced in thought leadership and entrepreneurial solution providing in a business development manner
- Ability to build and maintain strong customer relationships
- Excellent communication, influencing and negotiating skills with proficiency in written and spoken English
- Proficient with Microsoft suite of products
- Financial literacy, capable of understanding interaction of financial decisions, Profit and Loss
- Excellent time management and prioritization skills
- Leadership skills with ability to influence and inspire both technical and non-technical stakeholders
- Current Driver’s License
- Rights to work in Australia