Area Sales Manager

TSMG Holding; Warszawa; On-site; PLN 55,000 - 75,000; Full time

Job summary

TSMG Holding in Warsaw seeks a Sales Engineer to drive growth through opportunity creation and customer relationship management. Successful candidates will have a bachelor's degree in Mechanical, Electrical, or Industrial Engineering and at least 5 years of experience in industrial automation sales. Responsibilities include analyzing market conditions, preparing technical showcases for customers, and ensuring customer satisfaction. Knowledge of negotiation and market dynamics is essential, and willingness to travel is a plus.

Qualifications

• 5 years of experience in sales of industrial automation solutions.
• Strong knowledge in negotiation and market analysis.
• Ability to communicate effectively with customers and team members.

Responsibilities

• Ensure company growth by closing opportunities and maintaining customer loyalty.
• Analyze market trends and develop a sales calendar.
• Prepare and present technical solutions to customers.

Skills

Negotiation & selling skills

Bonding and communication skills

Analytical skills & problem solving

Competition knowledge / Market knowledge

Financial knowledge / Economical status of the territory

Education

Bachelor degree in Mechanical, Electrical, or Industrial Engineering

Job description

Role Objective

This position will ensure the company growth by creating and closing opportunities, and ensuring customers’ loyalty.

Accountabilities

Strategy for Growth

• Collect information about market growth, potential products, and competition data and share it with the team
• Analyze in coordination with the Sales Manager the market volume and sales targets for the next 10 years
• Develop a sales calendar for the territory to reflect the overall company business plan and discuss objectives with the Sales Manager

Leads Generation and Pipeline Management

• Scan the market for leads and develop the list of prospects through all kinds of networking (partners, customers, suppliers, internet search, local ministries, contacting dormant customers, etc.)
• Visit new customers to introduce Technica, evaluate potential inquiries, fill the contact report for each visit with valuable information, and enter data on CRM
• Capitalize on visits of other engineers to the territory by giving them special assignments through clear, detailed, and documented missions and obtaining their feedback
• Act on all leads within 48 hours
• Prepare pre-trip plans to the territory, get approval from the Sales Manager, and send requests to HR for needed reservations
• Prepare post-trip reports and submit them to the Sales Manager for evaluation and discussion
• Follow up on dashboard and sales reports in the territory in coordination with the Sales Manager to meet objectives

Opportunities and Offers Generation

• Fill gap analysis and inform the Sales Manager about findings to decide on the action plan:
  • Analyze the 4 buyers.
  • Analyze the competition.
  • Analyze the competitive edge.
  • Involve the customer.
• Fill the DFI accurately and continuously update it to ensure all data is available with the sales support department.
• Participate in the solution preparation in coordination with the Sales Support Department and ensure that the cost is optimized and minimal while fitting customer needs.
• Contact partners to discuss their offers and terms.

Orders Generation

• Prepare technical presentations and FAB tables and present the solution and offer to the customer
• Negotiate and close the order along strategic selling concepts
• Ensure all terms agreed upon with partners are reflected in the contract and approved by the Finance department
• Monitor project progress and intervene if necessary to develop corrective actions
• Analyze all inquiries (won and lost) by involving the customer and share experience with the team

Bonding with Customers

• Monitor that claims are being handled and contact customers to ensure satisfaction
• Ensure high customer satisfaction and high referrals by being proactive and visible at every opportunity (PO won, PO lost, claims, special occasions, NPS, CSQ)
• Inform about marketing activities and projects needed for the area including campaigns, exhibitions, and events
• Prepare the evaluation report and discuss it with the Sales Manager

Managerial Activities

• Assist the sales team via network connections and collaborate with them to grow opportunities within their territory
• Assist the Sales Support department in offer preparation by giving input on the solution, cost, and risk and by selecting the most appropriate partners
• Support team members in technical presentations
• Support the sales team in contract negotiations and closing agreements

Knowledge Sharing

• Share knowledge of new projects with the sales team and train them on specific requirements.

Requirements

Educational Background

Bachelor degree in Mechanical, Electrical, or Industrial Engineering.

Experience Required

5 years of experience in sales of industrial automation solutions.

Technical Competencies

• Financial knowledge / Economical status of the territory
• Solution knowledge
• Partners product knowledge
• Negotiation & selling skills
• Competition knowledge / Market knowledge
• Bonding and communication skills

Behavioral Competencies

• Analytical skills & problem solving
• Interpersonal skills
• Decision making
• Prioritizing
• Stress management
• Proactivity
• Change management

Would be a plus

• Available for travel