ifm
Location
Pune | India
Job description
Job Purpose:
• Drive sales of ifm products by capitalizing on opportunities at high potential OEMs and end users within F&B industry.
• Increase market share, sales and active buying customer base in the F&B
Description / Responsibilities:
• Implement a sales process that clearly defines the customers' challenge and their concept for a solution
• Effectively communicate with customers using digital media such as web conferences, LinkedIn and phone calls
• Conduct in-person meetings on large projects to evaluate machines, solve applications or present ifm solutions
• Win specifications at key corporate headquarters within the industry
• Work with a collaborative team of colleagues across the country to achieve the same goals
• Work closely with the global ifm industry team on developing the market and on winning global opportunities
• Work closely with Product Management (local or global) to identify the customer application needs regarding new products, sales tools and required services
• Support the sales team at some of their high potential accounts in the industry
• Support during the onboarding and training of new Sales Engineers
• Engage with customers and potential customers to learn about their business, the products they make and the initiatives they have for improvement
• Continuously learn industry trends and ifm solutions that relate to those trends
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks
Internal Details:
• Develop and convert high potential target accounts in the respective industry
• Direct ownership of 20-80 high potential target accounts. These should be accounts that are key players within the industry. Accounts that are fully covered by a Sales Engineer should not become a SE Industry account.
• Effectively communicate with customers using digital media such as web conferences, LinkedIn and phone calls
• Conduct in-person meetings on large projects to evaluate machines, solve applications or present ifm solutions
• Coordinate and lead sales effort at multiple locations for high potential accounts
• Increase market share, sales and active buying customer base in the respective industry
• Win specifications at key corporate headquarters within the industry
• Evaluate all listed accounts and develop an account strategy to identify the best opportunity for ifm
• Run an effective sales process to develop and win the opportunities
• Follow the 'Strategic Selling with Perspective' methodology
• Develop and maintain a sales funnel with enough opportunities in all stages to exceed the annual sales growth target
• Identify opportunities for new solutions / gaps in the ifm product portfolio that will help ifm to increase the market share in the respective industry. Share information with Global Business Development Team and Product Management.
• Work closely with the whole sales team and the sales leader on developing the market and on winning opportunities
• Work closely with the Global Business Development Team on developing the market and on winning global opportunities
• Use tools (CRM, ifm web page, video conferences) in a very efficient way
Qualification / Skills:
· Comprehensive understanding of the F&B industry
· 5-7years of experience growing sales of process and automation products in F&B industry is preferred
· Current, comprehensive understanding of F&B processes, general process controls and automation technologies
· Ability to identify, qualify and attain key prospect accounts for potential opportunities
· Understand customers' business models and machine / application requirements to determine the 'best fit' for ifm solutions
· Ability to develop and execute a strategy to gain access to large potential accounts. A proven, comfort level interfacing with various departments in these accounts including Engineering, Purchasing, Manufacturing and Service
· Excellent communication, presentation, computer, negotiation,and sales skills to provide customers with the value-added support that makes ifm unique in the sensor business
· Strong verbal and written communication skills to effectively interact with all levels of our organization
· Ability to travel at least 50%, including internationally
· Good English level (min. C1 level/European reference or similar)
Job tags
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