Are you ready to take on a new challenge?
We are looking for our next Outside Sales Specialist with an interest in driving customer relationships and engaging in sales activities; this is a dedicated sales role which will serve our customers through physical visits as well as calls. This role is focused entirely on aftermarket products.
Outside sales is responsible for managing Priority & Strategic accounts, including developing and maintaining customer relationships via physical visits
Specific tasks:
For allocated ‘Priority’/ ‘Strategic’ accounts
- Proactively reaches out to the customer for relationship building, sales plays, or follow ups to ensure a strong tie with the customer
- Works collaboratively with Inside Sales and Account Management Teams to execute sales plays and other sales activities related to the specific named account(s)
- Works with commercial operations team to ensure timely and accurate order processing and delivery
- Serves as the primary point of contact for customers regarding all aftermarket sales requests, including negotiating pricing and contracts
- Advocates for the customer within the organization, ensuring their needs are understood and addressed
- Drives proactive selling activities of complex aftermarket products, such as service contracts, complex upgrades, and consulting/digital services
General:
- Develop and maintain customer contact and networks through physical visits and virtual engagement (at times leveraging digital tools to engage customers).
- Represent and promote all shot blasting brands/technologies equally according to customer installations and their aftermarket needs
- Gather market intelligence on customers, competitors, and product requirements.
- Proactively and continuously identify opportunities for sales and process improvements, and drive changes.
- Execute marketing campaigns and sales plays distributed via regional heads
- Possess advanced shot blasting product knowledge and advise customers on complex technical questions, with the ability to seek assistance from tech support
- Ensure coordination within Norican business to achieve timely and accurate support for customer needs and requests
- Prepare and present regular account sales reviews, forecasts, and other management reports
- Update CRM and other IT systems as required to reflect customer contacts
- Own your own professional development by seeking feedback from your supervisor and striving for continual improvement
- Proactively analyze and draw insights from sales tools to understand customer needs and convert them into sales success
- Proactively gather and maintain relevant business intelligence on accounts and enter it into relevant CRM or other systems in a structured form
KPI'S:
- Sales and Bookings target into your customer portfolio
- Growth in our share of wallet across your customer portfolio
- Outbound visits & calls to accounts listed in your account portfolio
- Conversion of said calls and contact points to bookings
- Quotes and bookings from sales plays
- Orders, Sales and Gross Margin of allocated Priority and Strategic Accounts
- Sales play activity
- CRM Discipline
Place in Organization:
- Aftermarket EU Sales
Reporting lines & substitute:
- Direct reporting to Sales Director – Northern Europe
Personal Characteristics:
- Customer-focused and solution-oriented
- Aim to become trusted contact partner of choice for customer
- Results-driven with sales ‘hunter’ mentality
- Strong communication skills - verbal, presentation and written skills
- Strong sales & negotiation skills
- Strategic thinking and ability to identify opportunities for growth
- Account management skills including relationship building
- Familiarity and mastery over digital engagement tools (e.g., Teams calls, Zoom) to be able to run some sales calls digitally
- Willingness to learn and continually improve
- Willingness and ability to travel within your region to visit customers
- Speaks German and English
- Past sales experience required
- Knowledge of shot blasting and foundry industry & setup
- Knowledge of Norican product portfolio preferred
