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Sales Specialist - Gloves, EFH & Hearing

Keywords / Skills : Sales Specialist - Gloves, EFH & Hearing

Posted: 2018-12-20

Industry
Machinery/ Equipment Mfg.
Function
Sales/ Business Development
Role
Sales Engineer
Posted On
20th Dec 2018
Job Ref code
83295496
Job Description


Purpose of the Job 
Develop assigned Line of Business (LOB) sales within the region in coordination with Regional Sales Managers (RSM) and Key Account Manager (KAM). Prescribe and qualify solutions at end-customer level. Support the Territory Sales Managers (TSMs) on technical understanding of products. Accompany TSMs on distributor and end user visits if necessary.

Main Responsibilities
  • Develop sales of assigned LOB products and meet sales targets
  • Deploy and execute go to market strategy and agreed action plan for product(s) within region in liaison with LOB leader and regional sales team.
  • Working closely with sales team (RSMs and KAMs), identify opportunities, demonstrate their viability and set up the appropriate strategy to close the deal.
  • Master technical aspects of assigned products to propose adapted solutions to customers
  • Train sales forces on new products and provide technical expertise to RSMs and KAMs
  • Visit key end-users and key accounts with TSMs and KAMs to develop sales together
  • Engage directly with the End Users (or distributors) or jointly with RSMs and KAMs to win specific business opportunities or projects where specific and core expertise is required (in coordination with RSMs or KAMs)
  • Take direct account management responsibility on specific market segments (if any) driven by particular technical solutions 
  • Review sales performance on a periodical basis and recommend action in order to meet the plan
  • Lobby at association or professional federation level
  • Communicate market needs & trends to Product Line Leader and LOB teams
  • Contribute to the definition of the sales strategy for the assigned LOB and territory 
  • Proactively involve/lead efforts along product life cycle including launch, promotion and discontinuation.
  • Collect competitive information, pricing, and strengths and weaknesses of competition and share them with LOB leader and Global Product Line Leader.
  • Provide input for the AOP.
  • Provide sales forecasts on a monthly basis according to the Sales, Inventory and Operations Planning (SIOP) process.
  • Meet pricing and margin objectives. 
  • Liaise and participate with Marcom for any promotional activity or communication related to their product
  • Monthly report on activities and quarterly detailed review of sales action plan
  • Identify opportunities for other product lines and communicate them to TSMs and KAMs. 


Main Networks & Contact Links 

Internal 
  • LOB
  • Regional Sales team
  • Marketing communications (Marcom)
  • SIOP
  • Finance
  • Product line leader
  • RSM/KAM
  • Technical support when adequate
  • Training
  • Customer Services


External
  • Distributors
  • End customers
  • Prescribers


Geographic Scope & Travel Requirements
  • Extensive travel throughout the region, visiting existing and potential customers and distributors (>70%)


Key Performance Measures
  • Sales growth
  • Margin


Requirements

Education Required 
  • University degree in business administration OR commercial/technical education
  • Additional Marketing qualification is an advantage


Work Experience Required 
  • 3 years customer-facing outside Sales experience, preferably in the PPE industry, selling to end customers and distributors
  • Experience in sales of products through indirect sales channels (distributors)
  • Experience in business-to-business (B2B) sector


Technical Skills & Specific Knowledge Required 
  • Good technical skills and understanding


Behavioural Competencies Required 
  • Excellent verbal and written communication and influencing skills on all levels of an organisation
  • High level of customer orientation coupled with a solution-oriented approach
  • Goal-oriented and able to deliver on commitments 
  • Ability to work and organise workload independently 
  • High level of integrity and demonstrated portrayal of the 12 Honeywell behaviours
  • Persuasive – ability to influence
  • Diplomatic and able to build objective lines of argument/rationales for action and present viewpoints assertively
  • Time management, organisational  skills
  • Analytical – problem-solving ability
  • Cross-selling mindset
  • Time management and organizational skills


Language Requirements 
  • Fluent in written and spoken language of the Country of employment
  • Business fluent in written and spoken English
  • Additional languages an advantage


Others
  • Clean driver’s licence


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