Overview

The person in this position will be responsible for implementation and development of lubricants sales strategy allocated to Industrial accounts in Czech and Slovakia.

As the representative of the BDM is responsible for the development and management of the sales structure in the region. He/she develops the market segment and business activities and boosts the strategically market development of industrial lubricants and metal working fluids, within the business unit. The BDM is the contact partner for the Authorized  Distributors and Industry Customer and reports to the Sales & Marketing Manager Industrial Lubricants.

Responsibilities

▪  Develop and establish a sales network for Industrial product range in his region.

▪  Is responsible for the sales and marketing activities in his field and ensure and lead the implementation of actions to achieve the overall sales plan.

▪  Support development of regional strategies, review and advice on policies – pricing, product mix (e.g. industrial equipment lubricants, metal working fluids, quenching oils or forming oils). Review and monitor sales performance periodically and refine sales strategies as required in discussion within the global line business

▪  Support the entire industrial sales organisation in line with the long-term vision, mission, values and objectives defined by the Global Management

▪  Ensure and lead implementation of actions to achieve the overall sales plan

▪  Draw up a business plan for the region of authority in close co-operation with his Manager

▪  Central coordination between company and the Distributors (and between the

Distributors)

▪  Develop appropriate value added service offers to the customers.

▪  Technical & Product support to the Clients

▪  Cooperation with the local OEM organisations, Associations (industrial unions etc.) and the press

▪  Pricing studies (competition)

▪  Product research

▪  Being part of international Sales Meetings several times a year

 

COMPETENCIES / MAIN RESPONSIBILITIES

▪  Align own part of the organisation and allocate resources according to strategic priorities

▪  Translate business strategies into clear objectives and actions

▪  Implement strategies to enhance the organization´s competitiveness

▪  International experience and intercultural competence

▪  Display insight into the competitor´s and potential competitors´ strengths, weaknesses and strategies

 

DRIVES FOR BUSINESS RESULTS

▪  Understand and use key financial indicators

▪  Consistently demonstrate strong personal commitment to the organization´s success

▪  Support of management by the effective balance long-term objectives with near-term financial objectives

▪  Demonstrate a consistent record of achieving strong results and outstanding accomplishments

 

OPEN COMMUNICATION

▪  Encourage communication and information flow across boundaries

▪  Listen and respond input and concerns expressed by others

▪  Provide others with open access to information

▪  Promote open discussion of ideas

 

IS COMMITTED TO CUSTOMERS

▪  Consistently drive for increased responsiveness and proactivity, especially with regard to meeting and anticipating customer needs

▪  Focus the organisation on efforts that identify and add significant value to customers

▪  Seek and use feedback from customers

▪  Continually search for ways to improve customer service

▪  Responsibility feeling

▪  Self-initiative

 

Profile of the employee

EDUCATION AND EXPERIENCE

▪  Chemical or Technic oriented education (B.A. or Engineer) or long term experience on a similar job with technical/commercial education background

▪  Minimum 5 years relevant experience in Sales / Business Development

▪  Sales experience in industrial business of products in need of explanation, preferable products for automotive and machinery production, ideally metal processing or lubricants

▪  Financial understanding and experience. In his previous organisation, he must have knowledge of costing & calculations and a good understanding of Supply Chain.

▪  General knowledge in the majority of operations related systems and profound knowledge of MS Office (PowerPoint, Excel, Word)

▪  Demonstrable success in negotiation of high-value contracts with customers

▪  Field tested technical and project management skills

▪  Language skills: Fluent in Czech language and business English (verbal and written)

▪  High willingness to travel

▪  Driving License B is a must

 

PERSONAL SKILLS

▪  Open minded, entrepreneurial skills and attitude

▪  Capable of focusing priorities and handles stress well

▪  Self-motivated, convincing and strong personality

▪  Proactive attitude and hands-on mentality

▪  Ability to be part of a cross-functional and multinational team for various projects

▪  Reliable team player

▪  High degree of flexibility and independence

▪  Mobility (willingness to a high level of travel activities)

▪  Very good negotiation skills

▪  Strong communication, presentation and organisational skills for extensive customer interactions

▪  Good persistence (long term success)

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