Sales Manager Integrated Solution Iberia

hace 2 semanas

Barcelona, España Swisslog A tiempo completo

The Sales Manager IS is a sales role with the responsibility area of so called “Integrated Solution Sales” towards both new clients and existing clients.
The position holds the responsibility for selling Integrated Solutions in addition to paid consultancy jobs. The main responsibility is the Solution Sales segment, meaning integrated solutions consisting of a combination of different subsystems and the Software (SynQ). The sales channel is often towards larger new customers (New Business), a complex sales environment turning qualified leads and enquiries into high quality proposals, and finally converting these proposals into customer orders (Contracts).
In the role you act normally as a Sales Manager, being the overall responsible for your sales project. You will be leading the project specific allocated project team throughout the entire customer sales project life cycle, from the qualification stage up until handing the contract over to the Realization Department.
When additional sales team resources are allocated, the Sales Manager is working close with them and managing the per case defined allocated Sales Project Team. The team will typically consist of a Sales Project Manager, a Logistic Consultant, a Solution Designer from the sales department, and realization resources such as a Software Solution Architect and a Project Realization Manager to develop a robust solution, project proposal and contract draft.
The Sales Project shall eventually lead to an order and a strong contract. Finally, the contract is handed over from the Sales Manager to the Realization Project Management, for project realization and implementation.

**Short Facts**:
- Barcelona, Spain-
- Sales-
- Permanent Position**Make an impact**:
**Core Actions**

Customer focus- Develop solid customer relationships at top level with clear decision makers, and maintain network/customer development for SM’s sold projects also after handover to Realization
- Use appropriate interpersonal styles and communication methods to gain customer acceptance of an idea, plan, activity, service and product
- Keep a consistent focus on the need of the customer and assure customer satisfaction
- Able to build relationship and win confidence from the Customer

**Technical/Commercial Knowledge**
- Utilize your Business Management and (Automated) Warehouse Logistics skills in your daily work
- Develop Warehouse Management System (WMS) processes and solution design strategies
- Prepare sales and presentation material in high quality and according the valid templates and processes.
- CRM system (Salesforce) responsible for your own projects
- Strong commercial understanding as basis for value-based selling (e.g. ROI)
- Speak “the customer’s language” and understand the logistics challenges in Swisslog Industry focus areas like Food & Beverage, Fashion & Aparel, Electronics & Industrials, Homer and personal care and Distribution
- Plan and organize own strategies and tasks, and manage the strategic plans for the members of a wider customer “capture team”

**Analytical thinking & decision making**
- Analyze the prospect/customer and decide about appropriate strategy and potential solution
- Analyze data and information to develop solutions
- Understand the customer needs and accordingly the practical impact of alternative solutions
- Prioritize tasks in order of severity
- Effectively analyses existing and potential customers needs and translate them into delivered proposal

**Result orientation**
- Strong drive to close the customer orders, being transferred into strong Contracts.
- Deliver High Quality and thoroughly worked out presentations and proposals (of Premium edge).
- Self-motivated and resistant against disappointments (e.g. lost proposal**)**

**Team work**
- Establishes effective work relationships with local Account Management Sales, Consulting & Design Marketing and Realization staff
- Maintain close network with other internal business partners (like e.g. Finance, Purchase, Controls, Software and Customer Support) as well as customers, external consultants and partners
- Manage hand-off to Realization Project Manager or other internal stakeholders
- Show integrity, trust and loyalty

**Leadership**
- Reference Visit, Meeting and Event Administration and supporting Sales and Marketing Activities in close cooperation with Head of Sales (HoS), BD and marketing staff as well as central resources when required.
- Manage and motivate the allocated Sale Project Team (logistic consultant, system designer, etc.)
- Strong negotiation skills
- Influence and convince customers, cross-functional team members and managers
- Implement strategies to achieve goals

**Learning ability and innovation**
- Continually develop knowledge of Swisslog’s conceptual solutions and SW products (SynQ)

**Communication**
- Communicate written or verbally in a senior executive environment as well as with other employees, customers, external consultants and sup

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