Territory Sales Manager

AREA SALES MANAGER NORTH-WEST M/F

Location 

• The position covers the North-West region of France

• Position based in home office
• Exceptional travel to production sites (Italy, England, Germany).

Position Summary

Be responsible for the commercial development of the compressor products of the CompAir product line with direct customer accounts in the assigned geographic area, and the distribution channel in accordance with the objectives and policy set annually by the Division.

• 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.

Responsibilities

Retain existing customers:

• 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

Identify and develop new markets:

• 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,

Advise and train customers, prospects: 

• 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.

Monitor its performance and be responsible for the results of our partners:

• 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

Basic Qualifications

• 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.

Travel and Work Arrangements/Requirements

• The position covers the North-West region of France
• Position based in home office  

• Exceptional travel to production sites (Italy, England, Germany).

Key Competencies

Knowledge:

• 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

Know-how:

• 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.

Interpersonal skills:

• 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

What we offer

• 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

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