Territory Sales Manager

Your tasks

PURPOSE OF THE ROLE

• Develop the market for Kardex products and solutions for assigned territories.
• Reach and exceed sales targets in the territory and relevant segment via direct sales.
• Lead business development for new industry and segment.
• Initiate and follow up marketing leads, turn them into opportunity and close the sales.

Major task and responsibilities:

• Achieve quota in the sales area for bookings and Gross Profit Margin of Sales.
• Manage prospect acquisition and lead generation, offer making, contract and price negotiations.
• Develop solution and value proposition for customer.
• Initiate and participate in business development projects. Recognize market needs and report into the organization.
• Work with marketing team to implement sales and marketing campaigns. Attend trade shows, conferences and other marketing events.
• Follow Kardex C2 (Sales) process applying Miller-Heiman Sales Method and use of CRM reporting.
• Coordinate sales projects.
• Perform risk assessment
• Act as overall technical and commercial contact for customers.
• Ensure compliance with the Kardex policies and regulations.

REQUIREMENTS

• Education: Tertiary education in related field.
• Minimum 10 years of experience in Intralogistics with high exposure to wholesale, retail, e-commerce, Bio-Pharmaceutical, consumer goods and/or automotive industries.
• Multi-year experience of high level and complex B2B sales, with solution selling.
• Commercial background with good technical understanding or vice versa.
• Formally trained in sales and key account management.
• Experience in development and negotiation of complex contracts.
• Good understanding of logistical processes, and software supported working processes.
• Experienced in using Strategic Selling Framework like Miller Heiman, SPIN selling and CRM, e.g. SalesForce
• Experienced in solution selling at high level.
• Creative and solution oriented.
• Patient, persistent and enduring working style.

Behaviours required to perform this role:

• Ability to communicate effectively and efficiently at all levels of the organization.
• Ability to understand customer needs and see how our products can add benefits and help them being successful.
• Ability to create business cases together with customers.
• Ability to stay focused – talk when you should, listen when you should, multitasking ability, be sensitive and particular with how to use time best.
• Strong negotiation skills.
• Drive, team oriented, focus on winning.
• Build rapport and long term relationship with customers.
• Networking ability at all levels in organisation from board room to warehouse. Create and gain trust in and outside organisation. Be and create reputation of professional and fair behaviour.

Your profile