AREA SALES MANAGER (Ports & Maritime) - JAPAN
Job n. PowerPlay005
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 Area Sales Manager you will be building and maintaining a sales pipeline for the ports & maritime project business while achieving the yearly sales (order intake) target.
Main tasks & key responsibilities
- Build, maintain a sales pipeline tracked on the CRM system
- Close and deliver sales results based on the pipeline while reporting progress on projects to the Regional Sales Director/Segment Sales Director on a regular basis
- Identify new business opportunities in line with the guidelines of the Regional Sales Director/Segment Sales Director and Group business strategy
- Maintain and develop high level sales relationships in order to maintain and increase market quotas, acting as a market leader in the assigned area
- Plan, develop and execute business development activities in the assigned area, following the guidelines of the Regional Sales Director/Segment Sales Director
- Drive the activities and actions in the assigned area and market for relevant products, services and spare parts sales
- Generate new business leads to new customers through cold calling, product knowledge, attendance at industry related events. Responsible for aggressively pursue, nurture, and closing all leads.
- Conduct regular market analysis and opportunity assessment to check coverage and availability of company products in the market, competitor’s activities and look for new business opportunities to safeguard the customer base and ensure growth in market share.
- Maximising growth potential by analysing business and sales trends in a specified region or geographical area to suggest the best approaches to exceed sales targets and gain more customers.
- Develop and achieve or exceed the sales volume/revenue goals targets as defined in the Business Plan for specified region or geographical area
- Support Regional Sales Director and Key Account Manager in implementing sales strategy to facilitate profitable growth in assigned region or geographical area
- Respect business KPIs as per Regional Sales Director guidelines.
- Support the Regional Sales Director in deploying the global sales strategy facilitating growth and sales in the assigned area
- Manage and develop strong and long-lasting relationships with existing and new customers to facilitate business delivery
- Negotiate business opportunities and contracts with customers
- Provide technical and commercial support to customers
Key internal and external interfaces
- Regional Sales Director
- Sales Support Managers
- Customer Support Managers
- Inside Sales Specialists
- Regional Product Managers
- Service Managers
- Consultants
- Customers
- Business Partners
Hard skills
- Business development
- Direct sales & marketing
- Sales forecasting
- Contract negotiation
- Team management and development
- Mechanical or Electrical engineering background
Soft skills
- Leadership
- Negotiation
- Relationship building
- Communication
- Problem solving
- Influence
- Persuasion
- Proactivity
Qualifications
- Electrical or Mechanical Engineering desired, or equivalent experience
- Strong experience in selling capital equipment and large projects.
- Experience in the ports & maritime equipment business a plus but not required.
- Experience in negotiating sales contracts
- Management and interpersonal skills
- Good communicator, fluency in English and Japanese
Key performance indicators
- Order intake
- Revenue (team and/or individual)
- Achievement of gross margins
- Repeat business (team and individual)
- Conversion rate for quote to order
- Quantity and quality of enquiries
- Strategic Plan KPIs
PLEASE NOTE:
To be considered for this role, Cavotec requires a sales assessment that takes 30 to 45 minutes. The assessment can be taken by clicking the link below. Please kindly ensure a reliable internet connection before taking the assessment.