Regional Sales Manager - Northern Europe (m/f/d)
Woodward · Germany
Woodward is a global leader in the development, manufacture and maintenance of power conversion and control solutions for the aerospace and industrial plant markets, with its headquarters in Fort Collins, Colorado, USA. Together with our customers, we are paving the way towards a cleaner, low-carbon world. Our innovative fluid, combustion, electrical and drive control systems operate in some of the harshest environments in the world.
We are currently looking for a Regional Sales Manager (m/f/d) that covers Northern Europe.
Key Responsibilities:
- Strategic Sales Planning: Responsible for the development and execution of customer strategies. Identifies, cultivates, maintains, and documents strategies that optimize alignment between customer needs and key internal business needs for new and existing customers.
- Client Relationship Management: Cultivates and maintains strategic relationships inside the account and outside the account, meeting price, margin, and growth targets with assigned accounts. Documents the customer gameboard and heatmaps.
- Market Analysis: Responsible for forecasting revenue for profit plan, LRP and quarterly forecast freeze. Gathers, communicates and develops strategies to take action in response to market intelligence.
- Sales Management & Execution: Develops the negotiation strategy for initial and renewal/extension contracts, agreements, terms and conditions in close collaboration with Contract Operations Managers.
- Performance Monitoring: Analyzes sales performance data to identify areas for improvement and implements strategies to enhance sales effectiveness. Responsible for leading account reviews regarding customer relationship, SQRDC scorecards, forecast, margin maintenance, and identifies business risks.
Key Skills:
- Sales Strategy Development: Designs and implements effective sales strategies aligned with organizational and customer goals, and guides the teams working each element of the RFQ with the assumed customer proposal evaluation criteria and weighting; ; Factors best and worst case market sustainability scenarios into business case modelling.
- Market Analysis: Analyzes market trends and competitor activities to inform and adjust sales tactics. Applies understanding of end user operations to identify how WWD products impact those operations.
- Complex Problem Solving: Identifies and addresses multifaceted challenges within sales operations.
- Product Knowledge - Understands the impact of specifications on the features of Woodward products; understands product and platform planning and portfolio management; familiar with manufacturing processes used to produce Woodward products; able to qualitatively assess the cost impact of product features, development and certification approaches, and understand advantages/disadvantages of each product type.
- Customer Relationship Management: Builds and maintains strong relationships with key clients to drive sales growth.
- Negotiation Skills: Negotiates contracts and agreements to maximize profitability and achieve sales targets via data-driven solutions.
- Data Driven Decision Making: Utilizes sales data and analytics to inform strategic business decisions.
- Effective Communication: Clearly conveys complex and sensitive information to diverse stakeholders.
- Team Collaboration: Collaborates with cross functional teams to achieve shared sales objectives.
- Adaptability in Dynamic Environments: Adjusts sales strategies effectively in fast paced and changing market conditions.
Your profile:
- Academical degree in business or technical studies.
- Min. 3-5 years of professional experience in a commercial role in energy, Oil & Gas or industrial segment.
- Existing network with relevant end-users in the territory.
- Solid technical understanding of large industrial applications, including but not limited to Gas Turbines, Steam Turbines & Compressors.
- Solid knowledge of commercial principles (cost, pricing, volume discounts, payment) combined with proven negotiation skills
- Excellent independent judgement, decision making and problem-solving skill.
- Excellent English communication skills.
- Norwegian language required.
- Commitment to travel to a greater extent (70%).
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