Postes à Potsdam, Allemagne

Level: Individual Contributor

Employment Type: Full-time, Permanent, Remote

Location: Geographical sales area – Southern Germany

Job Function: Sales

Industry: Industrial Air Quality; Mechanical or Industrial Engineering

AAF International offers the most comprehensive clean air solutions available across the globe. Selling under the American Air Filter and the AAF International brand names, AAF International has been an industry pioneer since 1921 with manufacturing operations in 22 countries and over 6000 employees globally. Our products are the industry benchmarks for quality and performance. Our applications include commercial, industrial and residential solutions from the filters used in your home to the most critical cleanroom and power generation applications.

We are a member of the Daikin Group, the world's largest air conditioning provider with $30 billion in revenue and over 75,000 employees worldwide. Founded in 1924, Daikin has grown into a diversified industrial manufacturing company offering solutions in clean, air, air conditioning, refrigeration, chemicals, oil hydraulics, defence systems and electronics.

Our culture of continuous improvement, safety and world class operations is driven by our people-centred management philosophy. This philosophy is built around mutual selection: that while AAF seeks top talent people to join and deliver on our team, we also want each team member to receive job satisfaction, growth and development, and continued happiness in being a long-term member of the AAF family. This is fuelled by our belief in treating our people, our supply partners, our customers and our environment with the trust and respect we each require, and our passion to give back to our community for our success.

We are currently recruiting for a Sales Leader to join the existing Industrial Air Quality Sales team in our Power & Industrial (P&I) Division. The successful candidate will be responsible for penetrating the German industry by achieving the annual sales and aftermarket goals. The route to the market is to sell AAF standard products for dust and fume filtration through agents, resellers, OEM or End Users in every industrial activity.

Scope for flexible working arrangements, including working from home, is offered subject to agreement. A degree of domestic and international travel will be required to fulfil the obligations of the role, therefore a valid passport and the ability to travel is essential. Previous experience gained in an Air Filtration business would be a major advantage for this role.

• Execute annual goals and objectives of the Sales and Marketing plan for the Industrial Air Quality business unit, within assigned region, to suit AAF growth plan.
• Develop relationships with new customers through personal meetings, presentations and seminars.
• Plan and direct regional business activities to exceed regional bookings and sales goals.
• Provide a 3 -12 month rolling Bookings Forecast for assigned region, on a monthly basis.
• Implement sales promotions and marketing programs for assigned region, as directed by sales management.
• Maintain strong, accurate and current sales pipeline for the region, within SalesForce.
• Handle custom product enquiries, while encouraging the sale of standard products wherever possible.
• Manage individual Agent/Reseller/OEM/End User sales performance to exceed bookings and sales quotas, while monitoring quoting activities, follow-up and closing success / loss.
• Participate in technical and commercial discussions with customers.
• Focus on strategic Key Markets for new opportunities.
• Locate new uses and new markets for products and recommend distribution channels for them.
• Duties will vary due to the nature of the environment (above is a guide and not a comprehensive list of responsibilities).

Desirable

• A recognised qualification in a Sales, Engineering or Business-related discipline.
• Qualifications may be substituted for experience on a year for year basis.

Essential

• Demonstrable experience directly related to the duties and responsibilities specified.
• Proven sales or other commercial business experience. Preferably in a manufacturing environment or industrial distribution.
• Experience in developing new markets.
• Strong knowledge of industry in Germany.
• Experience in sales of industrial products with short and middle cycle time.
• A good track record of acquiring and maintaining direct sales.
• Ability to manage multiple commercial opportunities / tasks efficiently.
• Ability to qualify requests for quotations - investigate/determine customers buying motives and economic justification criteria, map decision makers/influencers, understand funding process.
• Experience of building compelling Value Proposition based upon qualification process.
• Experience of negotiating terms and conditions.
• Knowledge and experience of working proactively using a CRM (preferably Salesforce)
• Successful experience with high value-added product selling, pricing, negotiating, and channel management.

Desirable

• Familiarity with dust collection or/and filtration would be an advantage.
• Experience of working internationally.

Essential

• Full driving licence.
• Full valid passport.
• Eligible to work in Germany.

Essential

• Health, safety and environmentally conscious.
• Flexible approach to working, willingness to accept changing priorities.
• Ability to execute high impact strategies to enhance people and business performance.
• Ability to work to strict deadlines while maintaining a high level of accuracy.
• Excellent attitude focused towards getting a job done quickly and to the highest possible standard.
• Excellent interpersonal skills.
• Advanced MS Office / HRIS skills. (SAP an advantage)
• Solution and targets focused.
• Good commercial acumen.
• Ability to develop and maintain relationships.
• High level of English communication skills including face to face, telephone and written.
• Excellent attention to detail and ability to work in an organised manner.
• Continuous improvement mentality and receptive to change.

Desirable

• Multi-lingual a positive advantage.

An opportunity to join an already established and successful international business with a competitive salary.

Benefits package includes:

• Driving around in a company car.
• Access to our sales commission scheme.
• Flexible working opportunities in line with the needs of the role.
• The opportunity for international travel.
• Career progression and Learning & Development, with access to our 24/7 LMS.
• Stand out with our employee recognition schemes.
• Be part of a company who cares about our communities, the environment and being a better business, and join our zero by thirty pledge.

• We are committed to creating an environment where everyone feels welcome and supported. We actively encourage applications from underrepresented groups.
• This vacancy is open to internal and external applicants.
• All applications must be submitted in English.

We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, colour, sex, sexual orientation, gender identity, national origin, citizenship, veteran status, uniform service member status, age, disability or any other legally recognized protected personal characteristics. If you require any accommodations during the application or interview process, please let us know. We are happy to make adjustments to ensure an inclusive recruitment experience for all applicants.