Area Sales Manager

The Area Sales Manager represents the company in the order-winning process, focusing on business development, customer development, and market penetration through strategic planning and prioritization. This role emphasizes cultivating new customer relationships and expanding the company's product and system solution business.

Job Responsibilities

Business Development

1. Alignment: Align with the corporate identified new markets and applications and come up with market strategies to penetrate.
2. New Application / Market: Identify potential markets and applications where the company products and services can be used in the assigned sales territories.

Customer Development

1. New Customer Acquisition: Engage in regular customer and project site visits to introduce the company to prospective clients and enhance visibility.
2. Quality System Business: Build strong relationships with clients to foster loyalty and encourage continued preference for the company’s products and services, ensuring ongoing business opportunities.
3. Customer Relationship: Build connections with customers to inculcate loyalty and encourage continued preference for the company’s various products and services.

Sales Pipeline Growth

1. Lead Generation: Actively identify and pursue leads that align with the company’s range of products and services.
2. Sales Strategy Implementation: Implement strategy in his/her area of responsibility via market, customer, and competitor analysis.
3. Development (incl. market penetration) of sales: Challenge the status quo, drive change, and influence customer's preference through creative thinking. Stay updated on current or upcoming industrial practices/trends (e.g., IIOT, Greenfield, Brownfield, OEM manufacturers).
4. Negotiation and Closing: Lead discussions with customers at all levels to position Bürkert's offerings as the preferred choice over competitors, employing Customer Centric Sales (CCS) and effective negotiation techniques to successfully close sales.

Business Processes

1. Internal and External Networking: Collect and share information about market, customer, competitor, etc., using recognized tools (CRM: Visit Report/Opportunities/Account details/Customer Plan).
2. Progress Monitoring: Monitor progress of important customer projects to multiply local success.
3. Registration of New Customers: Work together with Customer Services/Finance to complete customer’s questionnaire, create new customers, and establish credit terms in the SAP system.
4. Quotation Preparation: Collaborate with Customer Services/Engineering/Systemhaus to generate quotations for customers.

Professional Representation

1. Ambassador Role: Represent the company professionally in all interactions, acting as an ambassador and driving the company’s values.
2. Local/Regional Role: Represent BC-Office in global meetings and present on own market portfolio assessment.

Requirements

1. Diploma or Degree in Engineering or equivalent.
2. Experience in selling system solutions (for process automation) to Food & Beverage / Lab & Analytical / Semiconductor & Electronics / Water Industries / Pharma & Biotech / New Energy will be an added advantage.
3. Good business acumen.
4. Key account management experience.
5. Proficient in using sales programs such as CRM, eCommerce.
6. Independent, go-getter, never give up, and possess a can-do attitude.