Job family: Sales, Marketing & Product Management
Business area: Environment & Energy
Contract location:Geldrop, North Brabant, NL
Working location: Geldrop
Location type: Location Flexible
Contract type: Permanent
Job description:
Every day, ANDRITZ continues to deliver successful innovative solutions to our customers globally. Why are we so successful? Because we are passionate and love what we do! We are at the forefront of future engineering technologies, with solutions that ensure the success of our clients in key industries that are shaping the future of the world we live in.
The Global Sales and Business Development, Feed and Biofuel Automation and Digitalization is a person that is highly motivated, has a proven track record of value selling in process industries and is familiar with automation and digitalization technologies. This person will be responsible for sales coordination on a global scale with new and existing customers (within domain of automation and digitalization offering). This includes working cooperatively with regional operations teams, product groups and other company resources to develop business growth plans and to implement together successfully. The position holder is also responsible for global coordination of marketing activities for automation and digitalization products with the Division’s marketing team, product managers and regional resources.

SCHOOL EDUCATION

Minimum

• Bachelor/Master degree in Automation/IT/Engineering/Business Administration/Economics (or similar) with strong experience background
• Desirable
• MBA or Master in Engineering/Business Administration/Economics or similar
• Professional trainings on sales management and complex sales strategies

EXPERIENCE

• 10 years of direct sales to end users based on value-add solutions (with proven track record).
• 10 years of work experience related to process industries, Feed and Biofuel is preferred.
• Work experience in Automation, digitalization field is highly preferred.
• Industrial Sector
• Specific Feed and Biofuel Know How (by education and experience ) is preferred.

Language skills:

• English (must have

• Global coordination on all sales activities for Automation and Digitalization within FB division in a matrix organization with dotted line management.
• Introduction of new AD products/offerings in the regions, ensuring the promotion of all products and solutions in the regions.
• Being able to provide sales presentations for AD offerings to customers and stakeholders when needed.
• Work in close cooperation with the regions and Product Groups to guarantee alignment on solutions, pricing and business models, supporting the regions in whatever need they might have.
• Responsible for business development strategies and MTP in alignment with the business overall strategy, based on the analysis of the market, customers, and competitors to reach profitable growth challenges for the segment.
• Ensure lean and effective sales processes and the implementation of best practices in the regions.
• Responsible for driving and supporting the regions in achieving sales targets for the segment.
• Develop effective sales tools and methods, rolled out to the global business development, as well as continuous training program to effectively achieve the strategic goals of the business in the segment.
• Support the development of proposals that will be made in the regions.
• Ensure that all negotiations are compliant with ANDRITZ policies and guidelines e.g. sales check-list, digital scap included and executed in the business development process.
• Attend/lead tradeshows, conferences and other professional settings on behalf of FB-AD related to automation and digitalization activities.
• Drive the key selected negotiations in the regions, and coaching / following up on Regional Managers and sales teams.
• Develop and Manage Key Accounts (KAM) in collaboration with similar key account managers in the division.
• Responsible for the coordination of marketing activities for AD solutions in collaboration with FB and group automation and digitalization communications and marketing teams, especially for global initiatives.
• Continuous market analysis i.e. Customers, Competitors, Markets, Networks for the segment.
• Provide on monthly bases potential project reports (hotlists), on quarterly bases review of sales forecast and be responsible of annual sales Budget of the business for the related industry.
• Collaborate with the regional managers/directors to develop the skills and competencies of the employees in the sales teams.

• Reinforce the behaviors of #1ANDRITZWay in being a role model to the team and to the whole organization.
  TECHNICAL SKILLS (knowledge)

• Experienced in sales processes, value proposition and sales cycle.

• Key Account Management principles.
• Customer Experience principles.
• Automation and digitalization principles applied to the Process industries (preferably feed and biofuel).
• Proven ability to formulate sales plans and execute processes to achieve business objectives and grow sales worldwide.
• Strong sales experience and knowledge of international sales and worldwide market in the industry.
• Experience in using CRM
• Networking both internally as well as with external stakeholders in the relevant industry.
• Understands automation and digitalization value add in process industry.
• Experienced in Marketing principles
• Finance and controlling knowledge

Language skills:

• English (must have)

1ANDRITZ Core Behaviors:

Customer Focus

• I team up if my customer is also a customer of other business areas and resolve issues seamlessly
• I listen, ask questions and seek feedback to fully understand the customer needs
• I bring the voice of the customer into all our conversations and actions
• I build partnerships with internal and external stakeholders to create value for our customers
• Ownership for Performance

I keep my promises

• I focus on fixing the problem without blaming others
• I focus on results by taking responsible action in a safe and compliant manner
• I look for the simplest and most effective way to do what we want to do

Shared Commitment

• I put shared Group success above the interests of my own organization
• I encourage collaboration and two-way communication
• I give, accept, and ask for feedback and help
• I apply and share learnings from successes and mistakes across other teams, while adopting other people’s good ideas

Openness

• I listen to others and ask questions to fully understand their ideas, valuing different perspectives
• I put my trust in the skills of colleagues and believe in their commitment
• I actively drive innovation, and encourage others to do so
• I speak up: I openly share my expertise and thoughts, and address critical issues constructively