OEM Sales Director Europe
at Altra Industrial Motion

Date Posted: 4/21/2019

Job Description



POSITION SUMMARY:

This position has full ownership and accountability for the sales revenue within the EMEA region.

The Sales Director manages a team of Sales Engineers who are responsible for the management of all customer relationships and all stages of the sales cycle within the geographic region. Customer relationships are managed through frequent customer visits and telephone contacts with an expectation of 60% of time spent traveling and visiting with customers and Sales Engineers. The Sales team manages customer and distributor relationships, developing and growing sales opportunities at direct OEM accounts and through and authorized distribution network.

Thomson products involve complex, multi-level selling over long sales cycles and with extensive technical, application-selling. Internal communication for technical and design support is critical. 

ESSENTIAL DUTIES AND RESPONSIBILITIES:

 You will manage a team of Sales Engineers to:

  • Utilize key aspects of the Altra Business System (ABS), such as Daily Management, Key Account and Sales Funnel Management to drive continuously improving results in revenue and in key performance indicators (KPIs).
  • Development of new sales opportunities to grow the sales revenue within the assigned accounts and territories.
  • Management of all aspects of the customer relationship and sales cycle at OEM customers.
  • Management of our distribution authorization and growth processes including contracts, Anti-bribery processes and mutual marketing plans.
  • Develop annual sales plans and provide regular forecasts on sales revenue within the assigned region. Report regularly on KPIs. Develop and implement account strategies for growth.
  • Provide leadership, direction, coaching and performance management for your team of Sales Engineers.
  • Maintain accurate and up-to-date customer records for contacts, opportunities, meetings and history in Salesforce.com
  • Utilize our 4-step strategic selling methodology in managing the accounts and opportunities within the assigned accounts.
  • Work closely with Inside Sales, Customer Service, Product Marketing and Engineering personnel

 

 

The company in which you have expressed employment interest is a subsidiary or affiliate of Altra Industrial Motion Corp. The subsidiary or affiliate is referred to as an ""Altra Company."" Altra Industrial Motion Corp. and all Altra Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. The ""EEO is the Law"" poster is available at: www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf. Individuals who need a reasonable accommodation because of a disability for any part of the employment process will have the opportunity to request accommodation during the application process.

Job Requirements

Qualifications:

Proven track-record of leading a sales team demonstrating successful sales growth in technical, industrial B2B sales

Proven ability to sell at multi-level complex accounts incorporating application-selling and long selling cycles

Strong negotiation skills

Well-organized, methodical and detailed

Excellent interpersonal, organization, writing, and presentation skills in German and English are required

Overnight travel up to 50% of the time and ability to work effectively without close supervision are expected

Literate in Microsoft Office applications.

EDUCATION and/or EXPERIENCE

  • Bachelor Degree in Electrical or Mechanical Engineering or the equivalent in Industry Experience.
  • Minimum of 8 years of successful OEM and distribution sales experience, ideally of electrical and/or mechanical components or systems.
  • Experience of successfully leading a sales team

SCOPE AND IMPACT OF POSITION RESPONSIBILITIES:

The EMEA Sales Director is responsible for team performance as measured by sales revenue growth and KPIs. He/she is also responsible for all customer relationships and is accountable for the growth of sales revenue.

KEY RELATIONSHIPS:

Internal:             FSEs, VPs, General Managers, Product Managers, Distribution Managers and Customer Support Personnel   

External:         Customers

 

LANGUAGE SKILLS

Fluent in English and German are required.

 

  

Job Snapshot

About Us

Altra Industrial Motion is a leading global supplier of quality power transmission and motion control products. Providing the essential control of equipment speed, torque, positioning, and other functions, Altra products are used in nearly any machine or process involving motion. Our products are sold in over 70 countries in a variety of major industrial markets, including food processing, material handling, packaging machinery, mining, energy, automotive, primary metals, turf and garden and many others.

Altra products are marketed under a variety of well recognized and established manufacturing brand names. Operating independently, each of these companies is committed to the guiding principles of operational excellence, continuous improvement and customer satisfaction.

Our products are frequently used in a wide range of high-volume manufacturing processes, where the reliability and accuracy are critical in both avoiding costly down time and enhancing the overall efficiency of manufacturing operations.

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