The Company
At Stamicarbon, the innovation and license company of MAIRE Group, we develop, design and license futureproof, innovative fertilizer plant technologies, with urea, green ammonia and nitric acid being our core businesses. Using more than 75 years of knowledge and experience, we offer our customers customized solutions and services to maintain, improve and optimize plants, such as process engineering, proprietary equipment, and full life cycle plant support. We take pride in being innovative and developing reliable, safe and sustainable fertilizer solutions.
From our headquarters in Sittard in the south of the Netherlands, we serve several hundred customers in more than 80 countries, with a proven track record of more than 1.000 sold licenses.
The Challenge
Sales Advance is organized within the Business Line Services, within the Stamicarbon Organization. The department executes the core business of selling related services and equipment based on Stamicarbon and non-Stamicarbon Technology worldwide. The digital offering is in the area of Plant Optimization and training, supporting the “full life cycle” philosophy for existing plants.
Senior Digital Sales & Solutions Manager
As our next Senior Digital Sales & Solutions Manager you oversee the Advance business line digital sales efforts where you align them with broader business objectives. This role requires strategic thinking, leadership and expertise in digital technologies to optimize customer engagement and maximize digital revenues.
You built up, manage and extend a network of customers and give input to extern the network of external companies and suppliers with which Stamicarbon can cooperate and exchange digital products and services knowledge and information, in line with the strategic goals for the sales area as defined in the sales plan and sales budget.
And you manage the services and solutions in order to achieve Customer Services Level objectives as agreed in Sales Plans and departmental goals.

As a Senior Digital Sales & Solutions Manager your key areas are:

• Strategic Planning: Develop and implement comprehensive digital sales strategies for the Advance Business Line in alignment with digital business development;
• Team Leadership: Lead, train, and motivate the Advance sales team to identify digital opportunities which contribute to achievement and exceeding the sales targets for digital products;
• Customer Relationship Management: Bring, build, extend and maintain strong relationships with clients, understanding their needs and offering tailored digital solutions;
• Market Analysis: Monitor market trends and competitor activities to identify opportunities for growth in sales revenues and/or product portfolio;
• Collaboration: Work closely with marketing and the Advance sales team to create cohesive digital campaigns and sales materials;
• Product management: Own the digital products and related services. Create and maintain the digital product plan for Advance including Sales presentation, standardized proposal documents and taking part in technical discussions with the digital teams, such as Sprint Reviews for the Technical Training Simulator (TTS) and Stami Digital Process Monitor (SPDM);
• Performance Monitoring: Analyze sales data to inform future strategies and ensure continuous improvement;
• Revenue Optimization: Oversee digital sales inventory and pricing strategies to maximize profitability;
• Innovation: Identify and pursue new digital technologies or platforms to enhance the company’s digital sales offerings.

SPECIFIC HANDLING REQUIREMENTS ARE:

• Manage the sales of digital products and services part of the Advance Sales portfolio and of products and services which are new to Stamicarbon, in a high demanding, dynamic, competitive, conservative and multicultural, international market;
• Pro-active attitude and building up/maintaining extensive network and relationship with customers worldwide;
• Business development and closing contracts of Stamicarbon digital products and services in Urea and adjacent technologies licensed by Stamicarbon- and competitors technology;
• Promote and improve digital product awareness in the market (Stamicarbon- and competitors technology) resulting in new sales opportunities;
• Knowledge of the urea and adjacent technology process;
• Coach team members;
• Make client’s and Stamicarbon’s interests meet.
  The Candidate

MAIN JOB REQUIREMENTS INCLUDES:

• Bachelor’s or Masters degree in a technical field;
• Commercial and or business/economical education/experience;
• Ability to perform good commercial sense in a multicultural environment
• Experience in acquisition processes, and “Prospect to Order” processes;
• Financial, economic and legal knowledge through gained experience;
• Able to be creative at new technological solutions and commercial compromises;
• Extensive negotiation skills;
• Knowledge of the digital product suppliers, like DCS systems, Operational Training Simulators, etc;
• A good command of English language.

MAIN LEVEL OF EXPERIENCES:

• Proven experience in digital sales management and sales track record;
• Strong understanding of digital marketing, eCommerce, and analytics;
• Excellent communication, negotiation and deal closer skills;
• Ability to adapt to evolving digital trends and technologies;
• Proficiency in CRM systems, digital marketing tools, and sales automation software;
• Min 7 to 10 years’ experience in digital sales within an international environment;
• Concluded high value contracts independently;
• Highly developed social- and constructive communication skills;
• Communicate on management level (efficient / to the point communication).
  The Reward
  Stamicarbon offers a rewarding and challenging job with opportunities for personal input. The organization is 100% internationally focused, has the ambition to expand and offers individual possibilities to learn and develop in a true business environment. There is an open and very pleasant atmosphere with plenty of room for discussion with highly committed fellow professionals and a good sense of humor. Terms and conditions of employment as well as fringe benefits are above market standards.
  Stamicarbon’s Head office is located in Sittard, Limburg, The Netherlands. For further information about this position, please contact us via recruitment@stamicarbon.com

• Support the development of, and implements the sales policy with regard to Advance product portfolio including maintenance/training contracts;
• Create and execute the Digital Sales plan based on the relevant developments within the market and contributes to the Sales target set by the management;
• Establish long terms agreements with clients (technical service agreements, service level agreements, frame work agreements, etc.);
• Identify relevant key-accounts;
• Independently visit clients, analyze plant situations and opportunities during client visits;
• Acquisition, identify/discover and prioritize potential clients for digital products and services that contributes to the order intake;
• Identify and prioritize sales prospects, acquires the pre-defined services and negotiates concerning contracts, commercial, technical and legal, based on the relevant work processes and fee policy, upon approval from the line manager;
• Secure with the appointed Proposal Manager and the applicable digital department internal sales mandates from the CEO of Stamicarbon through Vice President Services;
• Deliver the technical and commercial proposal;
• Align with the Proposal Manager and the applicable digital department on scope of supply and content and pricing of all contracts;
• Ensure the handover of the project contracted in Prospect to Order (PtO) process to the Project Manager in Order to Cash OtC process;
• Execute Contract Assessments with the acquisition team, prior to contracting;
• Handle complaints and improvements according to the work process procedures;
• Contribute to continuous improvements and the implementation into the applicable work processes and quality management systems;
• Maintain effective relationship with regional agents, formalizes engagement of the agent for selected opportunities;
• Inform, support and align with the area coordinator – via operational bila’s – all (upcoming) activities including travel plans allowing the coordinator to manage the area with respect to the existing relationships, cost and order intake;
• Reliable data (f.e. in CRM) that provide accurate reports and predictions;
• Map key contacts per account;
• Be compliant to Group codes and ethics;
• Continuously improve work processes.