Description du poste
Talents Partners specializes in direct recruitment and the provision of HR consultants.
We help our customers to acquire top-level talent, and our candidates to succeed in their career projects through the best employment opportunities.
As part of our search, we are recruiting for our client, one of the world leaders in the distribution of thermoplastic raw materials and the production of technical compounds, a Area Sales Manager.
Main tasks / area of responsibility:
- Contact and visit existing and new customers regularly to ensure continuation of existing business: exceeding agreed budget targets as well as identifying potential opportunities for new business (identify and target new customers and markets)
- Recording of customer, competitor & market related information in CRM system, e.g. contacts, contact reports and potential items (demand of customer covered by competitors/other suppliers)
- Project identification: develop a strong pipeline of new Opportunities capable of delivering net growth into the sales area that meets the business objectives – monitoring and reporting on all commercial projects in the region (OPPs in CRM system).
- Prepare (SAP) and follow up quotations (CRM system) & samples.
- Pricing negotiations with customers – including contract negotiations – in agreement with the MD/DSO/SMC.
- (e.g. payment and delivery conditions as well as bonuses and discounts etc.). Awareness of Target Price Achievement!
- Creativity on offering alternative solutions to customers, e.g. delivery schedules, order campaigns, combined deliveries in accordance with local guidelines.
- In collaboration with Product Management, agree and negotiate on price increases (or special prices) and/or change of delivery volume of existing orders when necessary.
- Monitor usage/fulfilling of bonus (customer rebate) agreements.
- Drive strategy for sales growth in line with company strategy for dedicated customers according to customer classification.
- Re-engage non buying customers (BW standard report).
- Assessing the customer creditworthiness in line with credit control guidance.
- Customer care (e.g. first contact for complaints and other issues).
- Initiate product complaints ensuring relevant information is gathered and prior to QM handling.
- Preparation (recording) of delivery date escalations via sharepoint / OK intranet.
- Goodwill handling and cash discount reductions in accordance with local guidelines.
- First escalation level for open dunning issues.
- Handling of NDA & QAA on demand in alignment with Quality Manager and MD approval.
- Handling (registering) of PPAP requests (where applicable).
- Attend customer visits with ADE/BDM/KAM/ISR/AM as required.
- Preparation of sales budget and sales forecast in collaboration with ISR/AM.
- Regular analysis of sales performance.
- Attend customer events, seminars, exhibitions etc. as required. Engage in ‘desk based’ market research to support lead generation.
- Participate in regional sales meetings and give presentations as requested.
- Cover other area sales (internal) in the event of sickness, holidays etc.
Compliance:
- Pursuing the company’s QM goals within one’s area of responsibility.
- Be aware of Krahn Code of Conduct and comply with all aspects and guidelines.
- Avoid any situations which might conflict with anti-trust guidelines.
- Report any suspected fraudulent activity to CFO.
Accountabilities:
- Close contact with AM/ISR and CSR to ensure strong team ethic.
- Ensure customer pricing in line with target price achievement.
- Proactively identify & make recommendations for improvements in all relevant areas of the business.
Education / Studies:
- Completed commercial and/or technical apprenticeship/training3.
- Language skills (English and local language)
Experience:
- Long-standing and relevant professional experience in sales
- Basic technical knowledge and understanding of all polymer types and their application.
Skills, personal qualities:
- Excellent communication skills
- Efficient time management and organizational skills
- Able to work proactively on own initiative
- Able to undertake and put into practice known sales skills and training
- Confidence to make cold and warm calls
