Area Sales Engineer Finland and Baltics - P&M Division

at  Cavotec SA

JOB N. 190924FIN

Cavotec is a leading cleantech company that designs and delivers connection and electrification solutions to enable the decarbonization of ports and industrial applications. Backed by more than 40 years of experience, our systems ensure safe, efficient and sustainable operations for a wide variety of customers and applications worldwide.

SUMMARY:

As an Area Sales Engineer you will be responsible for the business development and the sales of new products, service agreements, inspections, repairs, and spare parts to existing and new accounts and customers within the allocated territory.

REQUIREMENTS:

• Solid technical background with understanding and/or hands-on experience with industrial equipment (experience with marine equipment would be a plus)
• Proven experience as a Sales Engineer (1-3 years) or similar commercial experience
• Proven experience or training to understand value solution selling is a plus
• Electrical, Electronic or Mechanical Technical degree desired, or equivalent experience
• Experience in industrial products or service selling (ports & maritime market knowledge a plus)
• Understanding of systems/solutions selling is a plus
• Good interpersonal skills and commercially savvy
• Experience in the designated Region is a plus
• Ability to forge strong, long-lasting relationships with key technical or mid-management decision makers
  Candidates not in line with the requirements described above will not been taken into consideration.

• Generate business leads to new and existing customers through cold calling, site visits, and attendance at industry-related events. Responsible for pursuing, nurturing, and closing all leads.
• Go and meet our customers, spend time on the road, collect installed-base information and maximize the given information to retrieve dormant customers.
• Thanks to your hands-on background and on-site experience, propose maintenance activities such as inspections, preventive maintenance, upgrades and refurbishment and promote the sell of spare parts.
• Win customer confidence by providing technical support by liaising with various experts within the Cavotec organisation.
• Prepare and give technical presentations to explain to customers how the products and services work.
• Work with customers and Commercial Sales Support/System Sales Managers to ensure the product/service offered meets the requirements.
• Successfully match customer pain/requirements to proposed solutions; help customers to solve problems with product usage.
• Negotiate and close service and new product opportunities.
• Responsible for Order Intake and Contribution Margin coming from directly developed opportunities
• Meet assigned profitable sales target as defined in the QAF (Quota Achievement Form)
• Build and maintain a sales pipeline tracked on the CRM system (Salesforce)
• Support the Regional Sales Director in developing a business plan covering order intake, contribution margin and revenue targets for the assigned area; assist in the development of the annual marketing plan
• Support the Regional Sales Director/Segment Sales Director in identifying the major consultants in the area
• Support the OEM Key Account Managers by specifying Cavotec technology (e.g. motorized cable reels) with end users in your area
• Identify opportunities for sales of complex systems (e.g. MoorMaster) and support System Sales Manager in closing the opportunity