As the Head of Retrofit Sales you will lead, manage and develop the Retrofit sales activities of the CU NE, including the management and execution of all TGW sales opportunities, using both internal and external resources and through all selling phases from “target, research, contact, engage, maintain”.
You will also ensure the establishment and maintenance of opportunities and projects pipeline to support the business plan; order intake, sales revenue & EBIT, development and the maintenance of existing & future accounts.
As the Head of Retrofit Sales you will take a hands on role, including the management of a small team of Sales Project Managers and analyse market opportunities, develop new business but also develop design solutions when required.
What you'll be handling
* Support the Director Retrofit Sales & Solutions CU NE with the development and execution of the sales strategy
* In conjunction with TGW’s overall sales strategy, design of the sales plan with specific target accounts and sales objectives. Upon approval of the plan, being responsible for the successful accomplishment.
* Ensure the execution of regular market and competitor analysis
* Develop and maintain the relationships with customers and key accounts
* Coordinate the development of concept studies and technical solutions on customer requests
* Manage the preparation of offer and contractual documents respecting the customer and internal quality requirements
* Attend client meetings and presentations and lead contract negotiations
* Ensure that all sales activities are run in accordance with the company methodology and processes (eg Stage Gate)
* Ensure that all sales and business opportunities are entered into the CRM system and are maintained up to date at all times
* Manage training and development plans exist to improve the competency and capability of the team
* Provide leadership to all associated employees, conduct appraisal interviews minimum once a year and define individual targets for each employee
What you'll need
* Logistics expertise (process, IT, AT, and mechanics)
* Mechatronic knowledge in the areas of expansion and modernisation
* Knowledge of "old" TGW technologies (AT and MECH)
* Understanding of competitor landscape
* Ability to understand and challenge solutions
* Technical and commercial comparison of subcontractors' offers
* Experience with TGW sales tools (CRM, Power BI, Budget, Estimator, etc.)
* Experience in tender processing, sales, and employee management
* Knowledge/experience of commercial, business, and legal topics
* Knowledge of sales and lifetime services processes
* Sales affinity and customer-oriented approach with communication skills
* Team player, flexible and a self starter
* Systematic and structured working style
* Willingness to travel up to 25% of the time