Job title:  Sales Manager

Every day, ANDRITZ continues to deliver successful innovative solutions to our customers globally. Why are we so successful? Because we are passionate and love what we do! We are at the forefront of future engineering technologies, with solutions that ensure the success of our clients in key industries that are shaping the future of the world we live in.

BRIEF DESCRIPTION

The Sales Manager is responsible for further developing, managing and being responsible for Sell ANDRITZ FB solutions in the region with the main task to drive the business to a profitable growth track.

KEY RESPONSIBILITIES

• Develop the commercial sales of the ANDRITZ Feed & Biofuel Capital and Service product portfolios in the region.
• Propose, develop and implement plans for improving/maximizing FBT sales and earnings from the territory.
• Meeting agreed targets and KPIs.
• Maintain and further develop relationships to potential customers and key accounts in the territory.
• Acquire and develop agents and distributors in the area where feasible.
• The main connection between the head office, product homes and local market office in the region.
• Promote and present all FB products and services in the territory.
• Develop quotes, conduct negotiations and close contracts according to FB’s pricing policy and approval procedures.
• Monitor plan and report market opportunities and sales activities through ANDRITZ CRM and monthly reports.
• Support and secure successful project execution and order transfer with all necessary technical and commercial information.
• Attend relevant events and conferences to build business and stay abreast of industry news to identify opportunities for new business.
• Grow market share in all applications (animal feed, aqua, pet and biomass) and further strengthen ANDRITZ’s brand in the territory.
• Promote knowledge sharing in the region as well as a structured sales approach.
• Show strong leadership by setting clear expectations and developing  the skills and competencies of the employees in the sales and services teams.
• Reinforce the behaviors of #1ANDRITZWay and SIP in being a role model to the team and to the whole organization.

TECHNICAL SKILLS (knowledge)

• Marketing principles
• Customer Experience Principles
• Machinery/engineering skills
• FB Products
• FB Markets knowledge: Animal Feed, Pet Food, Extrusion, Biomass, Waste
• Experience in market, customer and competitors mapping and development
• Track record and proven background in business development and sales of equipment
• Sales experience and knowledge of the target region market
• Experience in using CRM and other sales tools
• Technology skills (ANDRITZ IT and IoT Tools)
• Language skills :
  • Dutch and English fluency (must have)
  • German and other languages (good to have)

SOFT SKILLS (skills and behaviors)

ORGANIZATIONAL #1ANDRITZWay
Customer Focus:
I resolve issues with my colleagues and other business organizations in a way that appears seamless to the customer
I listen and fully understand the customer needs
I bring the voice of the customer into all our conversations and actions
I check whether my customer is also a customer of other business organizations and team up to ensure a seamless customer experience
I foster strong partnerships with stakeholders to maximize customer value

Ownership for Performance 
I keep my promises
I focus on fixing the problem without blaming others
I take responsible action rather than waiting
I focus on outcomes while respecting compliance, safety and processes
I look for the simplest way to do what we want to do
 

Share Commitment
I align the interests of the Group with my own or those of our team / business organization
I adopt other people's good ideas or initiatives, rather than "reinventing the wheel"
I encourage collaboration
I give, accept, and ask for feedback and help
I apply learnings from successes and mistakes and share them with other business organizations
I offer resources to others outside my team or business organization to help them resolve their challenges

Openness
I listen to others to fully understand their ideas
I openly share what I know with others
I show trust in the ability of others by encouraging them to deliver or to make prompt decisions
I walk the talk

POSITION

• Strong Negotiation skills
• Ability to execute on strategies
• Systematic work approach, dynamic with assertiveness
• Reliable with high ethics
• Communication: Effective verbal, presentation and listening skills
• Entrepreneurship spirit
• Capability to establish strong relationships with all stakeholders, especially with customers
• Track record and proven background in business development and sales of equipment, process lines, service products and services.
• Leadership and People management

SCHOOL EDUCATION

Minimum

Bachelor/Master’s degree in a relevant technical area (Engineering) combined with strong sales experience and customer orientation.
Good to have

MBI or Master in Business Administration and/or Marketing

EXPERIENCE

Experiencie

Experience in technical sales of service products and/or capital equipment / projects to relevant target industries e.g. animal- and aqua feed-producers, pet food producers, oilseed processing companies, sugar mills or ethanol producers. Also solid biomass experience from biofuels and waste/recycling industry is a benefit.
Industrial Sector

Specific Industry Know How ( by education and /or experience )

OTHER REQUISITES

• Availability to travel approximately 70% of the working time according to business needs.
• Valid Driver license.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.