[Hiring] Regional Sales Manager @GEA Group

Role Description

The Service Sales – Food & Dairy individual has the responsibility to promote and secure the sale of spare parts, repairs, field service, upgrades, customized service projects, and service level agreements for North America service business. S/he is responsible for development and implementation of the group-wide sales strategy, ensuring a coordinated customer approach, with counterparts in New Sales to effect and realize joint opportunities.

• Work with the Director of Service Sales and other business areas to fine-tune and implement service sales strategy for area of responsibility.
• Lead service sales activities for Food & Dairy segment and prioritize initiatives.
• Coordinate service sales planning, forecasting, and reporting for respective area.
• Align with the new equipment/project sales teams to ensure coordinated sales approach.
• Identify opportunities for service sales.
• Actively manage key customer accounts.
• Operate in partnership with new equipment sales team to identify “up-sell” and “cross-sell” opportunities to maximize revenue and improve overall customer experience.
• Effect the sales of GEA Service – Food & Dairy – North America; representing the company in a professional manner in the areas of spare parts, repairs, field service, upgrades, plus a wide range of service products to customers designed to improve the overall efficiency and effectiveness of our customer’s operational performance.
• Travel to potential and existing clients for securing opportunities and orders/agreement for responsible portfolio of products and services.
• Actively promote small to medium scale projects and large plant Service Level Agreements.
• Provide quotes, follow up, and ensure the sale is executed in a timely manner.
• Participate in the negotiation of offers, quotations, and contracts (T&Cs).
• Develop the correct sales contacts/approach and final proposal in consultation with the appropriate GEA parties to offer the best value proposal to our customers.
• Use and implement sales tools — update frequently.
• Participate in trade shows promoting equipment service sales activity along with new equipment sales.
• Provide market feedback (competition, trends, etc.) to equipment and service sales management.
• Utilize all available GEA resources to generate sales — new equipment sales persons, field service technicians, product specialists.

Qualifications

• Entrepreneurial and sales competencies, as demonstrated by:
• Proven ability to build and maintain close relationships and networks with customers (decision makers, influencers, gate keepers, buyers).
• The ability to gain high levels of trust from customers and to predict customer and competitor actions.
• Naturally entrepreneurial with a clear drive and strong customer focus. Thinks strategically.
• Expresses company values in his/her conduct.
• Maintains composure and effective performance even under stressful conditions.
• Demonstrates the will to succeed and accepts defeat as further development challenge.
• Open minded and flexible to build on (optimize) proven success strategies.
• Exhibits empathy and respect when dealing with subordinates, superiors, and customers.
• Enthusiastically supports company strategies and goals.
• Ability to read and understand market trends and competitor developments and to adapt accordingly.
• Strong commercial acumen to drive top line growth.
• Ability to penetrate and develop new (unconventional) business.

Requirements

• 5+ years of service sales or capital equipment sales experience.
• Working knowledge of the beverage industry and the manufacturing processes/equipment used to make low acid products; knowledge in aseptic processing and powder packaging a plus.
• Experience working remotely & comfortable with frequent travel.
• In-depth knowledge of service offerings and local market requirements of different customer groups.
• Excellent communicator, written and verbal, able to work with individuals (internal and external) across a wide range of levels, functions, brands, and cultures.
• Capable of implementing strategic service sales plan.
• Ability to travel up to 75% of time; some international travel may be required.

Education / Work experience

• Required education: Bachelor’s degree, preferably in an Engineering discipline or Business Management (relevant experience with a demonstrated track record of success accepted in lieu).
• Required languages: English.
• Service or capital equipment sales, experience in Service or engineering environment.

Benefits

• Medical, dental, and vision coverage begins on your first day.
• 12 paid holidays, including a flexible floating holiday, and 136 hours of PTO to relax or explore.
• A 7% 401(k) employer match helps grow your retirement savings faster.
• Tuition reimbursement to further your education or skillset.
• Wellness incentive program rewards healthy habits.
• Access to a confidential Employee Assistance Program for personal or professional guidance.
• Flexible Health Savings and Spending Accounts to manage out-of-pocket expenses.