Territory Sales Manager
- Moissy-Cramayel, Seine-et-Marne
- CDI
- Temps-plein
- Covering the following: from Pyrénées Atlantiques up to Loire-Atlantique.
- Position based in home office, frequent travel through the region.
- Exceptional travel to production sites (Italy, England, Germany).
- Job reporting directly to the CompAir France and Northwest Africa Sales Manager.
- Cooperation with the sales team as well as internal services.
- Interface between customers, internal teams as the main point of contact for all specific questions from these different actors.
- Build effective and long-lasting relationships with key direct customers and internal teams to ensure loyalty to Ingersoll Rand CompAir products.
- Ensure commercial visits (direct customers and distribution). This mission requires 70% of his time in the field,
- Monitor the performance of distribution partners,
- Ensure audit visits (Air-insite) to the end customers of the direct and distribution channel,
- Offering and selling:
- Maintenance contracts
- Flat-rate revisions
- Standard exchanges, general revisions and improvements
- Spare parts
- Any service products and accessories
- Ensure direct sales of new machines of the entire range of assigned products and service sales in the assigned area.
- Identify and analyze customer needs, provide recommendations for technical and competitive solutions, create technical specifications and follow up on projects until the turnkey installation.
- Manage several projects simultaneously until the closure of each of them, in collaboration with the in-house sales team
- Settle technical and financial disputes with all customers
- Ensure compliance with equipment installation and operating specifications
- Integrate new direct customers into your portfolio in direct contact with the after-sales teams
- Analyze the regional market potential for the development of new products and applications
- Maintain and develop a customer portfolio of various sizes in the following markets: agri-food, pharmaceutical, chemical, oil & gas, electronics, metallurgy, etc.
- Ensure and monitor the communication campaigns carried out by the group at the level of the distribution partners,
- Respond to customer requests for technical and commercial advice on global solutions
- Provide customers with advice and assistance for the installation and operation of equipment
- To provide ongoing training to customers on our products and on the use of our software.
- Comply with and promote the company's security rules;
- Ensure the weekly management of information (leads, forecasts, etc.).
- Update the customer relationship management tool (Sales Force), offer tracking, pipeline, as well as the usual reporting.
- Monitor the creation and renewal of contracts according to the company's policy;
- Review sales statistics with the Sales Manager;
- Research and identify the causes of discrepancies between forecasts and actuals
- Propose and implement measures to reduce these gaps.
- Contribute to the competitive intelligence of the market
- The job requires knowledge at the baccalaureate + 3/5 level in the commercial or technical/engineering field.
- Professional experience 3 to 5 years in the sale of technical products or B-to-B services required.
- Experience in compressed air would be a great asset.
- Fluent use of English: minimum B1 level required (CEFR standard).
- Proficiency in computer tools (Office Pack).
- Mastery of CRM (Sales Force) would be a plus.
- This position is open to people with disabilities.
- Knowledge of sales and negotiation techniques
- General knowledge of the subcontractors' areas of expertise: electrical, mechanical, installation, civil engineering, automation, hydraulics, pneumatics, purchase of services
- Knowledge of industry concepts, practices and procedures
- Knowledge of problem-solving tools
- Be autonomous and organize your working time efficiently in compliance with deadlines.
- Be able to take initiative by analyzing and measuring risks
- Analyze data and establish reports
- Detect and analyze new customer needs
- Develop and manage a customer portfolio
- Be a source of proposals, creative and contribute to the company's commercial policy
- Be able to easily handle all situations, including crises, and resolve them to everyone's satisfaction
- Anticipate unforeseen situations and make corrective decisions quickly.
- Have a positive mindset with a strong drive for progress
- Adapting to change, uncertainty, and complexity
- Have a results-oriented culture and relational agility to evolve in a changing matrix context.
- Be rigorous and organized in the realization of a project.
- Knowing how to adapt your behavior to the different interlocutors.
- Be able to work alone or as part of a team
- Have good interpersonal skills, be a good communicator
- Be creative and agile to deliver solutions to customers
- Have a sense of customer service
- Be persuasive and influential
- Company car
- Results-related bonuses
- Family health insurance
- Tickets restaurants
- Business bank card
- Profit sharing
- Monetizable Time Savings Account
- Share Options
- LinkedIn Learnings
- Continuous development and growth opportunities