SALES MANAGER PORTABLE COMPRESSORS FRANCE & NORTH WEST AFRICA (M/F)

Job Title 

SALES MANAGER PORTABLE COMPRESSORS FRANCE & NORTH WEST AFRICA (M/F)

Location 

Position based in the region with home office  

Frequent travel to the France and Northwest Africa region (>80%)

Occasional trips to production sites (factories based in Germany, England, etc.)

About Us

At Compair Compressors, we design, manufacture, and supply portable diesel and electric compressors from our factory in Simmern, Germany.

The equipment is used to supply clean electricity to end-users and dealers across Europe, the Middle East and Africa in many segments, from rental to blasting and air supply to mobile plants.

Our company is here to bring value to customers by understanding their specific needs and offering solutions to make their lives easier.

We do this with market-leading technology, backed by a team of dedicated people who are focused on customer success.

Position Summary

Manage and sustainably develop the commercial activity of the portable compressor range in France and Northwest Africa, in line with the regional strategy. The Sales Manager manages the distribution network, develops existing accounts and wins new customers, while guaranteeing the quality of the customer relationship, the control of commercial opportunities and internal coordination until delivery.

Responsibilities

1. Develop the business and the customer portfolio

• Build and execute the area's commercial action plan, in line with regional priorities.

• Identify, qualify and convert new opportunities with direct customers, prospects, distributors and partners.

• Develop turnover, margin and product mix, in compliance with applicable objectives and delegations.

• Ensure a regular presence in the field: customer visits, demonstrations, trade shows and professional events.

2. Animate and develop the distribution network

• Assess the geographical and sectoral coverage of the network, identify areas of potential and recruit new distributors.

• Define objectives and action plans with each partner, then monitor their implementation.

• Supporting distributors in prospecting, offers, demonstrations, product knowledge and the development of their commercial skills.

• Maintain a long-term relationship with partners and quickly address bottlenecks.

3. Manage the sales cycle and sales performance

• Analyze customer needs and propose a solution adapted on the technical, commercial and financial levels.

• Develop, present and negotiate offers in compliance with pricing policy, margin levels and approval rules.

• Manage the opportunity portfolio, sales forecasting and recovery plans in the CRM.

• Follow orders until delivery, in coordination with the teams based in Brno and other relevant contacts.

• Contribute to the follow-up of outstanding loans, commercial disputes and customer satisfaction with the competent functions.

4. Provide commercial support and coordinate customer responses

• Be the go-to business point of contact for the daily demands of the area.

• Provide a first level of product information and direct complex technical subjects to the competent experts.

• Coordinate responses related to pricing, lead times, availability, documentation and commercial conditions.

• Ensure the quality of the commitments made to customers and the fluidity of internal communication.

5. Develop market knowledge and contribute to strategy

• Follow market trends, competing activities, changes in customer needs and structuring projects in the area.

• Share feedback from the field that is useful for the evolution of offers, positioning, campaigns and sales support tools.

• Contribute to sales and marketing campaigns, then measure the results within its scope.

• Identify risks and opportunities and propose corrective or development actions.

6. Ensure reporting and compliance with internal requirements

• Maintain reliable and up-to-date data in the CRM: accounts, contacts, activities, opportunities, forecasts and action plans.

• Produce regular reporting of activity, results, variances and priorities.

• Comply with internal policies, ethics and compliance rules, as well as health and safety requirements during travel and interventions.

• Actively collaborate with regional and international teams and participate in sales meetings.

Basic Qualifications

• Commercial or technical training (Bac +3 to Bac +5). Dual technical and commercial skills are appreciated.
• Proven experience of 3 to 5 years in B2B sales, ideally in industrial equipment.
• Ability to understand mechanical equipment and its applications. Knowledge of compressors, motors, construction equipment or industrial solutions is an asset.
• Proficiency in office tools (Excel, CRM Sales Force, SAP/Oracle ERP).

• Fluent use of English: Intermediate level required (CEFR standard) concerning oral and written comprehension, oral interactions and oral and written comprehension.

Travel and Work Arrangements/Requirements

Hybrid – 1 day at home, 4 days at customers' homes

B licence required

Key Competencies

Knowledge:

• Mastering active listening: knowing how to give your full attention to the customer's needs, taking the time to understand the points made and asking the appropriate questions.
• Knowledge of commercial concepts: understanding prices and margin
• Oral and written presentation skills: Be comfortable and effective when presenting offers to different employees.

Know-how:

• Customer-centric: Building relationships and providing customer-centric solutions to meet expectations and nurture the customer relationship
• Results-oriented: consistently achieving expected results, even in difficult circumstances
• Action-oriented: seizing new opportunities and difficult challenges with a sense of urgency and great enthusiasm.
• Fight objections: Know the prospect's real concerns as early as possible, use convincing arguments to gain support and commitment from others.
• Judge and make decisions: be able to define problems, collect and link data and draw valid conclusions; taking into account the relative costs and benefits of potential actions to choose the most appropriate one.

Interpersonal skills:

• Building relationships and trust: building relationships, building open and comfortable relationships with diverse groups of people.
• Critical thinking: use logic and reasoning to identify the strengths and weaknesses of alternative solutions, bring conclusions or alternatives to problems.
• Adapt your approach and behavior in real time to meet the changing demands of different situations
• Team player: ability to collaborate well with others; strive not only to achieve individual goals but also collective goals.

What we offer

• Base salary to be determined according to skills and experience + Annual bonus (% of base salary) to be determined according to the annual results and the achievement of the defined KPIs
• Company car
• Tickets restaurant
• Family health insurance
• Participation Agreement
• Monetizable Time Savings Account
• Plan de Share Options
• LinkedIn Learning & Continuing Education + Real Opportunities for Career Growth and Development