Sales Engineer
Your role
As a Sales Engineer your challenge is to identify customer goals and requirements in the earliest possible sales phase and to translate this into a winning technical solution with the right balance between technology and a competitive price.
Within your role as Sales Engineer you support, challenge and team up with the sales manager in pre-bid, bid and closing phase to jointly secure projects by preparing and presenting technical content towards customers.
In your role, you will spend majority of the time on project estimation and pricing activity along with justifying it to the external parties by means of internal/ external benchmarking and required rationale for the price built-up.
Your department
The department you will be working in, focusses on the development of the Airports segment across the globe. In order to accommodate successful growth and to prepare for future readiness, we are looking for a Sales Engineer to strengthen our team.
Main tasks and responsibilities:
Co-define the winning sales strategy together with the Sales Manager and translate this strategy into a winning solution.
Solve commercial / tactical issues and challenges directly with the Sales Manager.
Challenges internal stakeholders to arrive at justifiable and realistic cost plan/estimate.
Strong affinity toward numbers and required reasoning to justify price built-up
Strong in listening to and analyzing customer requirements.
Translate customer needs into an overall solution, while understanding the customer processes and operations, the tender procedures and the different stakeholders.
Responsible for (organizing) all sales engineering deliverables throughout the sales process, while involving different disciplines and technical experts to come to the best possible solution.
Coordinate and lead the internal sales project team in line with the sales (bid) planning, while steering the team towards the winning solution considering the agreed sales strategy.
Provide updates to senior management on the bid status and progress.
Bring all aspects of the offer together (e.g. technical solution, planning, price, T&Cs) in a clear quotation matching the budgets calculated.
Present the technical solution to the customer in an attractive and interactive way to show the customer’s value of our solution, matching with the customer’s needs.
Ability to work on various projects in various sales phases simultaneously.
Personal characteristics:
Good listener and communicator, creative and driven to win.
Team player.
Problem solving ability / attitude.
Pro-active, searches for information instead of waiting.
Takes full ownership and responsibilities of their projects
Education and Experience:
Understanding of project execution stages and various activities until project handover is must
Is proficient with Microsoft Office, specifically with Microsoft Excel.
Engineering Graduate with First Class- Mechanical/Electrical/Electronics/Instrumentation
Experience in b2b sales/project sales/proposal making in an engineering-based/material handling company for 6-8 years
Excellent in English language, both verbally and in writing.
Proven track record in material handling systems strongly preferred.
Proven track record with customer interaction by the means of presenting, workshops etc. strongly preferred.
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What We Do
Vanderlande is the global market leader for future-proof logistic process automation at airports. The company is also a leading supplier of process automation solutions for warehouses and in the parcel market.
Vanderlande’s baggage handling systems are capable of moving over 4 billion pieces of baggage around the world per year. Its systems are active in more than 600 airports including 12 of the world’s top 20. More than 52 million parcels are sorted by its systems every day, which have been installed for the world’s leading parcel companies. In addition, many of the largest global e-commerce players and retailers have confidence in Vanderlande’s efficient and reliable solutions.
The company focuses on the optimisation of its customers’ business processes and competitive positions. Through close cooperation, it strives for the improvement of their operational activities and the expansion of their logistical achievements. Vanderlande’s extensive portfolio of integrated solutions – innovative systems, intelligent software and life-cycle services – results in the realisation of fast, reliable and efficient automation technology.
Established in 1949, Vanderlande has more than 7,500 employees, all committed to moving its customers’ businesses forward at diverse locations on every continent. With a consistently increasing turnover of 1.8 billion euros, it has established a global reputation over the past seven decades as a highly reliable partner for future-proof logistic process automation.
Vanderlande was acquired in 2017 by Toyota Industries Corporation, which will help it to continue its sustainable profitable growth. The two companies have a strong strategic match, and the synergies include cross-selling, product innovations, and research and development.
