The Sales Engineer Logistics - Airports is responsible to autonomously manage a designated territory sales area to drive sales and achieve the territory & region’s growth objectives and strategies. This will maintain the independent position of SICK as a market leader of innovative automation solutions.
Tasks:
Sales & Business Development of a designated territory:
Ensure a high level of customer focused support is maintained.
Identify business development opportunities based on the innovations provided by the range of SICK products / solution.
Driving Growth through the sales developmentof the territory by effective customer growth & managementof activities of the nominated sales territory.
Undertaking the tasks of Territory Sales Engineer.
Responsibility for target customers within the Logistics Automation market.
Mutual preparation of sales forecasts and budget creation for the territory with the Regional Sales Manager.
Maintain close contact with target customers and potential customers to ensure an understanding of the local market and to gather information regarding industry trends.
Participate in weekly Regional Sales Meetings.
Maintain Customer database with detailed information and call data including prospect reports for the Territory.
Interface with HQ: Follow-up of orders, shipments, and customer overdue(partial) through local technical/commercial team and Industry Managers.
Achievement of mutually agreed territory budgeted sales results.
Regional market and competitor analysis & reporting.
Monitoring of sales result to budgeted forecast.
Monitor & regular review of territory call rates, reports, contact information, potentials and projects ensuring transparency to activity.
Recommend and assist in the development and implementation of Territory Sales Strategies:
Align to the Regional objectives by setting, developing and the implementation of the territory sales strategies.
Support of the region's Marketing strategy in order to achieve mutually agreed Sales Budgets.
Identification of key growth opportunities for SICK products and solutions.
Development of competitor “attack” strategies for long term sustainable growth.
Develop territory key actions and monitor results throughout the year.
Align with annual regional marketing plans through key exhibitions, seminars and activities.
Provide information to management regarding industry status and recommend plans to maximise future business & growth.
Identify key “attack” accounts of our competition and submit recommendations for changes in marketing and targeting plans where required.
Cross division and nominated industry territory sales results.
Territory key actions and their impact on budget results.
Proposal of planned activities for the region: exhibitions, seminars, etc…
Regional mid term plan.
Specific nominated customer sales and key action results.
Reporting:
Daily Customer reporting of territory activities to Management regarding product, industry & sales issues.
Report on progress / status of major and target account and project objectives.
Maintain daily market and competitor reporting as part of your CRM Customer reports.
Review monthly territory performance report on sales and potential.
Maintain up to date divisional CRM database reports.
Contribute relevant information to CRM & daily, weekly reporting including details of actual customer visits, strategies etc. .
Provide information on issues within the territory that may impact on the business including competitor activity.
Monitor & maintain up to date sales records including status of projects and key actions.
Daily, weekly reporting.
Ensure CRM up to date and replicated weekly at a minimum.
Ensure company expectations of call rates are achieved.
Information on CRM pertains to customer visits and strategies.
Divisional reports & presentations provided at team meetings.
Awareness of all competitor activity and environmental factors that impact on the achieve budgeted results.
Up to date opportunity (project), potential and competitor database.
Contribute to a Team culture:
Participate in National Sales, Product Launches and Training Meetings when required.
Liaise with Product and Industry Specialists / Management.
Attend Global Sales training in the "SICK Sales Power" (S.S.P.) program.
Consideration of the opportunity for your Personal Development by supporting the company's PDP strategy.
Training and Development.
Contribute and participation in National Sales and Product Training Meetings, all of which are typically run at Head office in Dubai.
Discuss problems and possible solutions openly with others (not avoiding problems).
Emphasise working as a team to achieve goals.
Work collaboratively with others to develop ideas and solutions.
Accept the ideas of others for the good of the team result and passing on information.
Work effectively in conjunction with other SICK staff where overlap of divisional or regional responsibilities exists.
Internal resources fully utilised as support to team culture.
All issues resolved via discussion.
Ideas and input from all accepted.
Open communication.
Cross Regional, Industry & divisional sharing of information.
Support Product and Industry Solutions Launch campaigns.
Provide central contact for the planning of key customer meetings in your territory and the support of any other issues which may arise with customers in the territory.
Profile:
Bachelor or master’s degree in engineering.
Relevant 5-8 years’ experience in Territory Sales Management implementing strategies and delivering key results.
Understanding of optical electronics, factory and logistics automation industries, software configuration and/or Mechanical / Electrical Engineering knowledge.
Previous experience within Logistics Automation business in Middle East region.
Sound product knowledge.
Solid understanding of SICK’s competitors.
Ability to build long-term and professional relationships with our customers.
Professional mature approach, with relevant industry experience and business acumen.
Consistent Track record of achieving sales growth.
UAE/Middle East driving license.
