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Area Sales, EMENA, (Europe, Middle East, Northern Africa)

In Area Sales, you will have the responsibility for organizing and efficiently managing all product sales and business development activities within the area of responsibility. Additionally, you will work in close cooperation with our Global Service Manager to sell associated service agreements. The Tomra technology is new to the Mining Industry so the position includes a substantial portion of Business Development which includes attendance at trade shows.

24.09.2018

Roles and Responsibilities:

  • Plan and execute all sales activities in the given area of responsibility from lead generation through closing.
  • Acquire, follow-up and manage sales cases and initiate proposals for test work, equipment and services.
  • Responsible for entire RFQ/RFP process; from proposal generations, to answering technical questions and order confirmation.
  • Analyze tender documents
  • Outline and support the proposal preparation based on customer requirements
  • Guide the proposal team in preparing the technical solutions, deliverables and cost components for the proposal
  • Manage the sales case in consolidation with export control, contract management and local representation
  • Ensure the on-time and in-quality readiness of proposal, follow up on the proposals
  • Organize and manage all kinds of contacts to partners, agents, distributors and customers during the proposal stage till final contract
  • Organize and conduct the project hand-over to Project Management Department in case of a successful bid
  • Provide pipeline management and sales forecasting to upper management.
  • Ensure effective internal organization of processes and structures.
  • Consistently enter new opportunities and maintain existing information in the customer relationship management (CRM) system.
  • Responsible for the sales and marketing budget for the area.
  • Implement and execute the sales strategy.
  • Support existing agent/distributors and further identify and develop new agents.
  • Support and add value in R&D, marketing activities and internal interests
  • Represent on conferences, exhibitions and workshops
  • Close cooperation and collaboration with several other functions within Tomra Mining and Tomra Sorting; including Global Service, Application and Project Management.

Candidate profile:

  • 5 + years’ experience in the sorting industry or the mining industry or selling large industrial or capital equipment
  • Proven record working successfully with teams
  • Proficient working experience in a team environment with cross-functional groups
  • Strong commercial skills Successful contract negotiation
  • Excellent listening and communication skills to determine customer true business requirements
  • Excellent understanding of customer needs in addition to business and industry understanding
  • Offering customers solutions to their problems rather than standalone products
  • Customer-minded
  • Result-driven with a passion for the company’s technology
  • Analytic approach

Education:

  • Bachelor or Master’s degree in Mining, mineral processing or mechanical Engineering (Technical College or University) or in another relevant technical field and a commercial degree, ideally as an Industrial Engineer

Other skills/abilities:

  • Motivates others and has a clear vision
  • Driven to achieve sales targets and strategic objectives
  • High tolerance to working under stressful conditions
  • Experience working in an international environment
  • Cross cultural understanding
  • Willing to travel frequently internationally
  • Fluent verbal and written English and German. Spanish or French or other languages plus.
  • Candidates must be willing to relocate and become a permanent resident

How to Apply

Please send your CV to HR at carolin.bastian@tomra.com