Segment Manager - Feed Job at ANDRITZ AG
Every day, ANDRITZ continues to deliver successful innovative solutions to our customers globally. Why are we so successful? Because we are passionate and love what we do! We are at the forefront of future engineering technologies, with solutions that ensure the success of our clients in key industries that are shaping the future of the world we live in.
BRIEF DESCRIPTION
Develop, cultivate, track, report and pursue capital equipment sales in the Feed and related industries, primarily in NAM for AFB
KEY RESPONSIBILITIES
- Develop, cultivate, track, report and pursue capital equipment sales in the Feed and other related industries, primarily in NAM for Andritz Feed & Biofuel.
- Develop respective segment Capital sales strategy, including collaboration with AFM segment managers to create a total market plan.
- Define and set annual sales targets and budgets with NAM Sales Manager.
- Develop target and key account strategies to assure competitive position and maximize order intake.
- Develop applications within the Feed sector including pilot test work and solution development
TECHNICAL SKILLS (knowledge)
- Monitor and report on industry and competitive trends.
- Responsible for leading the planning of all association and trade expos which are attended in the region, for the respective segment.
- Responsible for coordinating and sometimes leading sales/equipment presentations at association/trade venues.
- Contribute to marketing plan to achieve budget order intake involving trade shows, association meetings, advertising, literature, and product development.
- Direct interface with customer account corporate offices, engineering offices, Andritz F&B territory managers, support personnel and mill/plant managers.
- Develop and occasionally lead sales presentations and manage negotiations for key and-or strategic projects.
- Develop and maintain capital order “hotlist” covering outstanding proposals as well as comply with Andritz CRM program requirements.
- Responsible for training of Sales Territory Managers and other personnel as needed.
- Coordinate application equipment sizing and proposal process and direct customer follow-up in cooperation with the Muncy office and Sales Territory Managers.
- Negotiate terms and conditions of sales with customers that meet Andritz requirements.
SOFT SKILLS (skills and behaviors)
Customer Focus:
- Resolve issues with my colleagues and other business organizations in a way that appears seamless to the customer
- Listen and fully understand the customer needs
- Bring the voice of the customer into all our conversations and actions
- Check whether my customer is also a customer of other business organizations and team up to ensure a seamless customer experience
- Foster strong partnerships with stakeholders to maximize customer value
- Keep my promises
- Focus on fixing the problem without blaming others
- Take responsible action rather than waiting
- Focus on outcomes while respecting compliance, safety and processes
- Look for the simplest way to do what we want to do
- Align the interests of the Group with my own or those of our team / business organization
- Adopt other people's good ideas or initiatives, rather than "reinventing the wheel"
- Encourage collaboration
- Give, accept, and ask for feedback and help
- Apply learnings from successes and mistakes and share them with other business organizations
- Offer resources to others outside my team or business organization to help them resolve their challenges
- Listen to others to fully understand their ideas
- Openly share what I know with others
- Show trust in the ability of others by encouraging them to deliver or to make prompt decisions
- Walk my talk
POSITION
Strategic and Systemic Vision: Ability to look for a process in overall, understand the interactions, interdependencies and impacts from the different perspectives to the whole process. Ability to analyze situations with critical and conclusive view, to support decisions and propose solutions.
Communication: Ability to express ideas/concepts in a clear, consistent manner, passing confidence for the audience.
Form and maintain global network: Ability to connect people and make them collaborate towards a common target on a long-term basis.
Self-Learning: Ability to pursue improving competencies and knowledge, always being up to date before innovations and trends.
Execution Discipline: Ability to deliver results in an effective manner, having total focus in achieving the goals. This ability precedes of understanding business objectives and strategy to be always connected with along the journey.
Relationship: Ability to teamwork in a fluid and effective way in person and virtual basis.
People management: Ability to select, define targets, engage and develop people for achieving the business goals.
Intercultural awareness: Ability to promote the integration of the team from different cultures, throughout sharing ideas and perspectives to bring prosperous working relationships and an innovative environment.
Resources and Deadline Management: Ability to meet projects’ deadlines, budget and targets.
Negotiation skills: Ability to meet win-win relationships with customers, colleagues other Andritz divisions etc.
SCHOOL EDUCATION
Minimum: Bachelor/Master’s degree in a Science or Engineering discipline
Desirable: MBA
EXPERIENCE
Experience
- Several years of experience in Sales and Project Management
- Experience in Key Account Management, Working within a highly matrixed global organization
Feed Sector
- Specific Industry Know-how in Feed or Food Industries
OTHER REQUISITES
- Availability to regularly travel within Region and occassionally to other Regions as required. (approximately 30-50% travel)
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.
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