Your tasks
Sales Responsibilities
Develop and execute 5-year business plan in the sub-region (NB & LCS), incl. gradually building up a team of Business Partner Managers
Grow and manage (indirect) Business Partner/ distributor network
Grow Business Partners, focusing on market potential of our offerings and appropriate territory (re)allocation to Business Partners
Enhance trust and communication with Business Partners
Evaluate existing and potential new Business Partners
Develop Business Partners (training, sales and marketing tools, etc.)
Sell, sell, sell: Drive Business Partners in growing Kardex Remstar business, joint meetings with end clients, field visits, fairs, etc.
Establish business development action plan per Business Partner
Generate sufficient leads and opportunities through local marketing strategies in collaboration with Business Partners and BPM MarCom
Manage (accurate) sales pipeline/ funnel of Business Partners
Support adherence to global sales methodology and sales processes
Monitor market potential, competition, trends, and developments
Liaise with central BPM functions, MarCom NB, LCS, F&A, HR in support to achieve above – We are one BPM team!
Accountability
Bookings and sold gross profit (GP
P&L responsibility for the sub-region from Bookings to “Functional Contribution"
Strategy and business development of top line (NB & LCS)
Yearly budget setting and rolling forecast
Responsible for employees/ Business Partner Managers (BPMs) in the sub-region
People Development
Health & Safety
Create community & team spirit
Target setting/ cascading and monitoring to sub-regional BPMs
Reporting Line/Reports
Reporting directly to Head of Region BPM EMEA
Peers:
Other (Sub-Regional) Directors BPM
Direct Reports:
Team of BPMs (depending on business size)
Main KPIs
Sub-region bookings NB & LCS
Sold GP
Sub-region functional contribution, i.e. region profitability
Personal Objectives
Your profile
Qualifications
Experienced and hungry intralogistics sales manager
Professional skills to aggressively grow the sales volume
– Several years of BD and Sales experience in the region
– Experience in B2B Channel Mgmt. and Marketing
– Experience of Intra-Logistics and Materials Handling
– Strong data analytics e.g. regarding market potential
– Experience in multi-cultural business environment
Mature leadership personality that Kardex can rely to deliver the growth ambition in the sub-region
– Live the Kardex Guiding Principles every day
– Deliver sales according to accountability and deadlines
– Open, direct and honest communication and stakeholder management
– Lead by example to the business partners and their sales teams (role model sales manager)
– Share best practices and support to succeed
– Networking skills at all org. levels and across borders
– Excellent communication presentation, and negotiation
- Mgmt-level reporting w/ fact-based and clear messaging
Languages: English, languages of sub-region is a plus
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What We Do
Kardex is a global industry partner for intralogistics solutions and a leading provider of automated storage solutions and material handling systems. Kardex consists of two entrepreneurially managed divisions, Kardex Remstar and Kardex Mlog. Kardex Remstar develops, manufactures, and maintains dynamic storage and retrieval systems, while Kardex Mlog offers integrated material handling systems and automated high-bay warehouses. Kardex also acts as a global AutoStore™ partner, offering flexible and modular storage and order fulfillment solutions. Kardex Remstar, Kardex Mlog, and Kardex AutoStore are partners to their customers throughout the entire life cycle of a product or solution, starting with the assessment of customer requirements, through planning, realization, and maintenance of customer-specific systems, to ensuring high availability and low life cycle costs by means of customer-oriented life cycle management. The Group employs around 2,500 people in over 30 countries. Kardex Holding AG has been listed on the SIX Swiss Exchange since 1989.
