Sales Consultant

Vanderlande is the global market leader for value-added logistic process automation at airports and in the parcel market. The company is also a leading supplier of process automation solutions for warehouses.

The company focuses on the optimisation of its customers’ business processes and competitive positions. Through close cooperation, it strives for the improvement of their operational activities and the expansion of their logistical achievements. Vanderlande’s extensive portfolio of integrated solutions – innovative systems, intelligent software and life-cycle services – results in the realisation of fast, reliable and efficient automation technology.

Your Position

The Sales Consultant plays a leading role for his/her own Customer Centre at the concept stage. He/she will work closely with the Sales Manager and Sales Engineer on activities regarding the project pre-contract phase to ensure a successful project sale. 

Influence decision-making processes (change management). Building and maintaining relationships with key decision makers (both internally and at customer level) and negotiating skills are essential. 

Responsibilities  

• Plays a leading role for his/her own CC at the concept stage, 

• Is the expert and directs the concept and sales project team, comprising all the crucial disciplines for the sales stage (sales, engineering, simulation, service, planning, HLC….).

• Leading role in large bidding processes.

• Supports the customer during project implementation (ramp-up).

• Gains approval, among other things through powers of persuasion and an ability to inspire confidence (presentation skills are key).

• Leading role in deciding on direction to take in developing market segments and products.

• Based on analysis and experience, immediately able to pinpoint the weak spots in concepts. Is therefore able to add value to a number of projects at the same time.

• Creates business. Builds up relationships with decision-makers at tactical and strategic level and is capable of persuading the customer to award follow-up contracts.

• Coach and motivate Sales Engineers. 

• Identifying customer's needs

• Maintains a constructive working relation with the customer

• Ability to prepare and give solid presentations and clear ability to get the message conveyed to the customer

• Developing and evaluating the right logistics solution

• Responsible for handover from sales to project execution team

• Ownership of technical and concept specifications in relation to the project

• Able to identify business opportunities as well as market trends and developments in the region

• Strong personality able to persuade external and internal stakeholders to accept the solution/concept chosen

• Management and continuous optimisation of the quotation and sales knowledge database, based on the lessons learned in the field and developments in the market

• Control of quality and progress with respect to the sales proposal

• Preparing sales proposals

• Price calculations according to CAP rules

• Advising role in the concept phase of a project. Concept can both refer to Controls/IT and Equipment concept

• Contributes to defnition of sales strategy

• Leads bidding processes and manages acceptance of the proposed solutions

Qualifications & Skills 

• Master degree in industrial engineering or mechanical engineering, or similar discipline

• Broad relevant working experience

• Autocad/visio

• Ability to use logistic skills in analyzing and understanding customer processes, creating concept solutions and strong influencing skills

• Has a clear understanding of cost calculations and overall costs of concepts

• Sales and customer focus

• Strong analytical and communicational skills and a creative approach to build professional client relationships

• Excellent command of English

• Willingness to travel within Australia and internationally

Diversity, Equity & Inclusion 

Vanderlande is an equal opportunity/affirmative action employer. Qualified applicants will be considered without regards to race, religion, colour, national origin, gender, sexual orientation, age, marital status, or disability status.