Purpose of the Job:
The EMS Head of Sales sets the regional sales objectives for the EMS product line, (including the corresponding targets for order intake, gross margin and sales), develops and implements winning strategies for projects, provides guidance to local sales teams, defines key customer accounts and actively develops customer relationships. This role leads the forecasting process on a monthly basis and acts as the Product Line interface to sub-regional sales teams for the region. This role will also be actively involved in Product Line campaigns, working with the global team to develop sales strategies, define target markets and technical capabilities required (locally or globally) to reach sales targets, Main tasks
- To evaluate all current and relevant information on market trends, customers and competitors and set the appropriate sales targets at a regional and sub-regional level in conjunction with the Regional Head.
- To create sales and action plans for EMS, identify key projects, define actions for regional and local teams, follow through until project closure
- To develop, expand and maintain sales channels through direct customer contact, via agents and/or within the Sulzer organization
- To advise the Regional Head on market volume, sales budget and the ways of working the market, lead budgeting activities across the region to help develop and set targets and strategies for subsequent years.
- To identify opportunities to sell the entire service/product portfolio according to the sales plan
- To lead the regional sales team in providing product expertise when required at a sub regional or country level to meet sales targets
- To work with the Product Line on introducing new services/products to the region
- To work with regional colleagues to develop and manage (potential) acquisition activities for the region
- To manage all distributors, agents or resellers including due diligence, performance management and agreement renewal, ensuing strict compliance with internal IDD processes
- To draft suitable, profitable contracts by negotiating with customers on delivery, quality, (export) regulations, payment terms, etc., taking into account the rules and/or specific requirements for certain countries and/or customers
- To plan and implement PR activities for (potential) customers, sales channels/agents, user groups, fairs, conferences and the internal organization (including customer training).
- To act as a reporting, mediating and/or problem-solving entity between the customer, agent and internal organization to prevent escalation and/or claims.
- To make improvement proposals for (new) products and/or services.
- Maintaining all account, contact and opportunity data on Salesforce to always ensure maximum levels of accuracy.
- Work with Product Line to represent region in strategy development, contribute to strategy development and lead regional implementation efforts
- To act as EMS subject matter expert Responsibilities:
- Achieving the sales plan for the region for order intake, gross margin and sales
- Introducing existing services/products to new market areas and introducing new services/products to existing market areas.
- Lead handover activities from sales to operations to ensure clearly defined deliverables, scope and timeline to help ensure on time and on budget delivery of projects and recognition of sales.
- Lead regional customer management and potential acquisition activities
- Ensure adequate communication and information across the region and within the internal organization - especially from/to the Product Line and the region
