Thursday, September 21st, 2011
Position Overview
Our Client is one of the global leaders providing fuel retailers with complete and integrated fuel dispensing solutions.
Reporting to the Sales Manager, Eastern Europe, the role is focused on driving profitable growth in our Clients’ Retail Solutions business in retail and commercial fueling environments. This position is responsible for all stages of the sales process, including identification of potential customers, customer management, sales presentations and contract development/negotiation/closure.
The role also presents a unique opportunity for an ambitious and commercial professional with exceptional interpersonal skills, commitment to make a major contribution to a progressive company, willingness to take the challenge and drive the business to the next stage.
Key Responsibilities:
• To lead and generate Retail Solutions sales and provide leadership to coordinate channel, technical and commercial resources to support growth and project cycles. To be the focus point in driving sales behind the regional Retail Solutions strategy.
• Need to work closely with the Technical Specialists by providing leadership in ensuring that solutions are developed for the region’s customers.
• Take lead in hunting for new business; grow the sales, market shares and margins in CEE region. These countries are Romania, Hungary, Bulgaria, Moldova etc.
• Identifying and prioritizing leads based on customer needs, competition, market trends/dynamics and product portfolio
• Educating customers on value of Retail Solutions and steering customer requirements to align with the company offerings.
• Gathering customer, competitive and market information and providing to appropriate internal partners (Marketing, Engineering, Management Team, etc.). Providing input into product roadmap prioritization process.
• Working closely with Retail Solutions Technical Specialists in region to define the best solution that meets the customer’s requirements.
• Working cooperatively with management and sales teams to enhance relationships with large key accounts. Obtaining the highest customer satisfaction scores from customers.
• Providing forecasting, budgeting and price deviation information to Finance, Marketing and Operations teams.
• Communicating and promoting the company principles, goals, objectives and programs to customers, distributors and managing directors.
• Take the lead in market development by creating new applications and explore new industries. Establish new channels when necessary.
• To lead in Key Account Management and strategize winning action plan to maximize our success at the minimum expenses.
Relationships
• Peers within the Sales organization, Regional Marketing teams in Europe, Technical Specialists, Distributors, Customers and Business Partners.
Measures of Performance
• Performance to Sales Quota
• Quantity and Quality of Sales Leads generated (# of sales calls, opportunities entered into Sales funnel, progression through closure, etc.)
• High level financial targets by product (Avg. Selling Price and Margin)
Key Requirements
• Degree in Business/Engineering
• Minimum of 5 years of sales experience, preferably in a solution sales environment
• Strong organization, planning, communication, sales and teaming skills
• Demonstrated experience in selling to retail and commercial petroleum accounts, or oil&gas companies (MNOCs, ROCs, etc.) a definite PLUS
• Strong leadership/people management skills
• Regional experience
• Strong understanding of Retail Solutions for fuel sales or oil&gas operational assets
• Fluent in English
Personal Trait Profile
• Energy
- Passion/Drive
- Tenacity/ Intensity
• Interpersonal Skills
- Relationship Building
- Strong Communication Skills
- Professional demeanor
- Team Player
- Proactive
- Good in objection-handling
• Functional Job Skills
- Sales Principles: Direct and Indirect
- Time Management
- Industry Knowledge –Trends, Account base, Channels, Competition, etc.
- Technical Expertise – Understanding of solution architecture, Product features/capabilities,
Functional tradeoffs
- Must be willing to travel >30%
- Computer skills
• Results Driven
- Consistently Meets Targets
- Motivated by achieving results
• Leadership Potential
- Ability to lead a larger team over time
- Evidence of having successfully led teams in the past
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Your application:
EMA Partners Romania has been retained by our client to conduct this search in Romania. We shall provide equal employment opportunity to all qualified candidates.
Ema Partners Romania shall comply EU legislation prohibiting any consultants or employers from discriminating against applicants on any of the following areas: Gender, Marital Status, Family Status, Sexual Orientation, Religion, Age, Disability, Race/Nationality/Ethnic or National origins.
All our consultants are fully aware of the employment legislation and each one ensures that no candidate is discriminated against and in addition that each candidate is handled with the highest level of courtesy and professionalism to reflect EMA Partners Romania high standards and respect for each individual.
All applications will be treated in strictest confidence. We shell protect your privacy and all personal information.
Nevertheless, by sending your application to us you signify your agreement to be the subject of our search. If you do not agree to this, please do not apply. Please contact us for further information in relation to our recruitment practice and procedures.