This role will proactively create demand for existing and new product with installer /
maintainer base in the DACH market; meet or exceed sales targets and profit growth;
generate direct business and pull through business on behalf of existing OEM / distribution
base in the DACH region; and focus on market adoption of the latest test tech in line with
the company’s electrification strategy.
What you'll be doing
Defining & executing market strategy plan, in coordination with the Sales Manager, to deliver market growth through existing and new channels.
Engaging directly with contacts at installer/maintainer companies, from owners & service managers through to field users and in-house end user maintenance teams.
Understanding the importance of and improving the user experience.
Developing the business through the sale of existing products and preparing the ground for profitable and timely new product introduction.
Developing, owning and delivering forecasts & plans for revenue and margin growth through existing and new channels.
Supporting & driving pricing adjustments in the territory, respecting the overall structure (internal & external) in the process and regularly reviewing/analysing whether the chain is the most efficient to deliver margin.
Delivering presentations, training sessions, proposals/quotations & plans to the market.
Presenting & discussing the importance of compliance and best practice to the user base.
Collecting intelligence on market trends & competitive products. Advising on changes and trends within the marketplace where the company could exploit further potential.
Owning & increasing the customer database with the new contacts made in territory so as to give the company greater reach in its ongoing messaging.
Liaising with relevant contacts on standardisation matters, i.e. any prevailing changes & updates to standards in the market.
Supplying visit reports & monthly territory reports which provide a full & clear insight on the market status and updates on key account activity to management.
Holding territory reviews with the Sales Manager to track sales progress and market movement.
Working with the Marcomms team to tailor messaging to the field user base.
Working with transparency in movement, activities and visibility of work and providing clear communication with the whole team.
What we're looking for in you
Educated to degree level or above, or qualified by experience.
Proven track record of delivering sales and profit growth within a technical B2B environment.
Fluency in German language and proficiency in English language.
Experience establishing, maintaining and developing B2B relationships with Germany companies.
Proven track record of meeting targets and growing business sales.
Ability to manage a varied and pressurised workload while retaining focus on the “big picture”.
Ability to vary the approach & pitch depending on the audience.
Ability to focus on the achievement of financial targets and view issues in terms of costs, profits, markets and added value.
Dynamic, can-do approach to business development, utilising initiative to problemsolve.
Ability to network with, and influence, senior people / stakeholders both internally and externally in order to achieve a predefined outcome.
Diplomatic and persuasive, able to build objective lines of argument / rationales for action and present viewpoints assertively.
Good working knowledge of MS Word, Excel and ability to use databases for recording and reporting.
Desirable
Knowledge of the fire industry.
Understanding of the German fire market dynamic and ideally well-connected in the market.
Electronic product knowledge / understanding an advantage.
Knowledge of specifications and project processes.
Knowledge of selling both capital equipment and recurring monthly revenue approaches / leasing models.
Experience in managing a market-wide distribution base.
Role Competencies
Commercial Acumen
Builds Effective Relationships
Teamwork
Planning and Organisation
Communication
Influencing
What Next?
If this sounds like the right opportunity for you, then we’d love to hear from you! Complete the form below, including your CV and cover letter and a member of the team will be in touch with you.
