Offre d'emploi : Business Development Manager - BeNeLux - NL/EN

Business Development: Sell machines and service solutions to existing customers while also prospecting and developing new opportunities in a wide variety of industrial and service industry applications

Client Details

Challenging sales position in a successful and fast-growing company where you can take yourself to the next level. A company where you get opportunities to grow within Business Development internationally (BeNeLux).

A B2B company specialized in dry ice blasting machines and dry ice production equipment that is active all over the world and guarantees high-quality products and services. High-end provider, highest performance within 13 locations worldwide.

Our client, the worldwide leader in Dry Ice technologies (industrial cleaning) is looking for an enthusiastic, experienced Area Sales Manager to optimize the business in BeNeLux.

Description

Discover

• Research prospect's website to understand their company profile and products
• Research our CRM to review the account contacts, past leads, notes in history, and other opportunities
• Research the Marketing Asset Portal to find relevant application evaluations, payback calculation reports, and industry toolkits
• Research LinkedIn to validate your customer contact's title and responsibilities
• Drive an initial conversation, discussing the opportunity and qualifying the lead with an in-depth understanding of the current cleaning method, customer's pain points, and other solutions the customer may be evaluating
• Assess for Multi-location Opportunities with the customer

Diagnose

• Define the problem for the customer documenting their current cleaning costs including labor, production downtime, amount of scrap, etc.
• Identify intangible benefits and any potential hurdles for the customer
• Build a value hypothesis for the customer by defining measurable for the customer with cost savings, return on their investment analysis, meeting lean manufacturing goals, ESG goals, etc.
• Discuss the customer's purchasing process including a central point of contact, identifying the key decision-makers, and the project timeline
• Confirm the customer's hypothesis by using sales tools, completing a customer visit in-person or virtually, completing the application evaluation and discussing the possible need for a Performance Evaluation Program
• Document the value of the solution using the Application Evaluation tool, the payback calculator, and feedback from the operators, and restate the supporting initiatives such as quality improvements, increased production time, a decrease of manual labor, safety enhancements, lean manufacturing goals, ESG goals, etc.
• Determine the appropriate system configuration and formally propose the solution to the customer

Deliver

• Gain the customer's commitment to buy using negotiation skills, discussing terms of the purchase and finalizing the necessary paperwork including the Customer Information Form, purchase order requirements, shipping instructions, and expectations, and clarifying their tax-exempt status
• Forecast the opportunity at 80% once you have gained the customer's commitment to buy
• Complete installation of the solution including an introduction to their local dry ice supplier, introducing their Customer Service Consultant, scheduling delivery and training
• Deliver recurring revenue from this new customer account by utilizing scheduled preventative maintenance that can create parts and service opportunities

No people management included in the role

Profile

• >5 years of Sales experience, preferably selling capital leasing/capital projects/equipment pieces or industrial goods in a B2B environment
• Knowledgeable about the sales process and sales technique
• Must be prepared to spend 50% on overnight travel
• Basic to intermediate level skills with MS Office, especially Excel, and CRM applications
• Effective at selling at multiple levels, from the Board of Directors to the machine operator
• Strong business communication skills, from oral presentations to business writing
• Knowledgeable in business economics, value propositions, and financial analysis of benefit versus cost.
• Able to work systemically through a sales cycle that can average 3-12+ months
• IT: HUBSPOT
• Fluent in Dutch & English + operational level of French, German is a plus
• Homeworking: mix in between home/clients/office
• Assertive, persists in driving sales - Technical savvy - the ability to discuss our products intelligently on a technical level as well as the ability to set up and troubleshoot equipment
• Driven to achieve goals set by self and others - Resilient & Adaptive

Job Offer

Perspectives: current focus on the BeNeLux market, international evolution path -> position evolving globally

Competitive salary package including:

- Competitive salary

- Quarterly bonuses

- Yearly bonuses

- Company Car

A dynamic work environment that gives you the chance to develop yourself on all fronts. A company focused on innovation and high quality.