Sales Manager

Sales Manager

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Job area Sales Location Marietta (Atlanta), United States of America. Contract type Full time
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Vanderlande is the global market leader in baggage handling systems for airports and sorting systems for parcel and postal services. The company is also a leading supplier of warehouse automation solutions. Established in 1949, Vanderlande has over 5,000 employees, all committed to moving its customers’ businesses forward at diverse locations on every continent. With a consistently increasing order intake of more than 1 billion euros, it has established a global reputation over the past six decades as a highly reliable partner for value-added automated material handling solutions.

The primary focus of this role is to generate new business and grow existing accounts by leveraging Vanderlande's long-term services and products within the Warehouse Services Division of our Company. The BDM will need to have experience with extended sales cycles selling Service contracts that support the Install base of the Company for Major retailers across the US.  This position will report to the Director of Service Sales, North America.

Job Tasks and Responsibilities:

•  Meet or exceed targeted Sales goals within the annual cycle.

•  Develop and pursue profitable sales leads to achieve planned order intake and profit level

•  Co-coordinate sales strategy and determine customer requirements

•  Conduct initial specification/Scope review

•  Cultivate and improve customer relationships (Hunt and build relationships)

•  Coordinate sales material, pricing strategy, and proposal content (strong Proposal writing)

•  Create weekly/monthly departmental activity reports

•  Manage sales documentation and data for Bid/No Bid decision making

•  Complete Proposal Request Forms and data for Bid/No Bid decision making

•  Project and maintain healthy pipeline of opportunities with existing and new customers

•  Closely work with the Sales Engineering staff to ensure deliverables are met on time.

Basic Qualifications:

•  Minimum 5 years of experience as a Business Development Manager or Sales Manager

•  Minimum 5 years of experience in selling in a B2B environment with an extended sales cycle

•  Strong proposal writing and Contract Negotiation experience

•  Experience utilizing PowerPoint to create and display sophisticated informational presentations.

•  Willing and able to travel up to 50%+ domestically depending on business needs

Preferred Qualifications:

•  Bachelor's or master's degree or equivalent

•  Previous experience with Asset management and Life Cycle service contracts within the materials handling and distribution industry

Knowledge-Skills-Abilities:

  • Strong Negotiating skills in addition to legal knowledge to help with contract negotiation

  • Ability to overcome objections and turn them into opportunities

  • Willingness to work with internal departments and co-workers to drive results and work around roadblocks

  • Excellent knowledge of Materials Handling Process and Equipment in large scale distribution centers

  • Self-Motivated worker. Comfortable with leading and conducting large sales meetings

  • In-depth knowledge of Project Sales cycles for large retail customers

  • Proven techniques to drive and close deals within an annual sales cycle

  • Excellent Communications skills and a High energy, dynamic personality is essential to this role.

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

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

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