Head of Sales South-West Europe

Ideas need initiative.


Körber Supply Chain is a Business Area of Körber, an international technology group with around 10,000 employees and more than 100 locations worldwide. At Körber Supply Chain, we have a broad range of proven supply chain solutions to fit our customers' size, business strategy and appetite for growth. Our customers conquer the complexity of the supply chain thanks to our portfolio that includes software, automation, voice solutions, robotics and material handling – plus the systems integration expertise to tie it all together. Körber helps to manage the supply chain as a competitive advantage.


The Körber Group is an international technology group with around 10,000 employees all over the world. It unites technologically leading companies with more than 100 production, service and sales locations and offers its customers solutions, products and services in the Business Areas of Körber Digital, Logistics Systems, Pharma Systems, Tissue and Tobacco.

For our location in Maia we are looking for

Head of Sales South-West Europe

Tasks:

Ensure commercial activity development, contribute to Customer relations’ excellence, develop and strengthen the existing portfolio by identifying and materializing new business opportunities. Lead technical-commercial presentations, and adjust them if necessary, to ensure their accuracy and safeguard the business’ interests.

 

Key responsibilities:

  • Define and implement the System Integration and Customer Service businesses’ sales strategy for South-West Europe, aligned with the European sales strategy;
  • Manage new and existing Customer accounts, lead the negotiation process, clarify and resolve issues, in order to establish a relationship of trust with the Customer and assure satisfaction;
  • Coordinate the regional sales managers for Portugal, Spain and France activities regarding projects, products, services and spare parts contracts;
  • Establish mechanisms to monitor market trends, identify sales opportunities, analyze competitive positioning and customer segmentation;
  • Develop package-deals of new or revamping projects with spare parts and services contracts;
  • Review commercial proposals for new and revamping projects, equipment, spare parts or maintenance services contracts, assuring compliance with the Business Unit’s CSO guidelines and Customer’s specifications;
  • Safeguard the commercial proposal’s risk management process;
  • Present the commercial proposals to the Customers, providing clarification about the developed technical solutions and their advantages;
  • Monitor presented commercial proposals, follow-up, negotiate and adjust them to fully comprehend the Customer’s needs and specificities; Manage the Customers’ orders, observing processes and deadlines, and anticipate unplanned situations;
  • Monitor ongoing projects and contracts, constantly liaising with the Operational departments, particularly with Project Management and Customer Services. Develop and present proposals for additional needs, based on their feedback;
  • Manage activity data insertion in the CRM system, in order to systematize the information, analyze and monitoring the Company's business KPIs;
  • Actively seek potential new customers and business opportunities, manage and leverage existing customers and businesses, to achieve established goals;
  • Provide information to the Financial department, namely billing details and bank warranties;
  • Participation in marketing activities, namely in trade fairs, seminars, workshops and alike;
  • Encourage continuous improvement, regularly re-evaluating processes and working methods. Ensure compliance with the company's policy for QEH&S;
  • Ensure conformity with Compliance issues, namely observing legal obligations and both internal and external regulations. Support development of reports and management information analysis for the various stakeholders. Act as a pivot in audits, articulating with consultants and lawyers, promoting and facilitating the information flow.

Qualifications:

  • Colleague degree in Electrical or Mechanical Automation Engineering;
  • Additional training in Marketing or Sales is a plus;
  • Minimum 5 years’ experience in similar positions, in the automation industry;
  • Customer focused and solid communicator;
  • Results oriented, persuasive and negotiation-savvy personal skills are paramount;
  • Risk Management and Financial Analysis experienced;
  • Market and Competitors Analysis proficient;
  • CRM system information able user;
  • Excellent English and Spanish language skills (written and spoken).