Senior Sales Executive Bakery in Deutschland bei GEA Group

Job information

Sales Activities

• Development of relationship with new customers and nurturing of current ones;
• Prospect and make periodic customer visits;
• Conducts technical and commercial alignment with end-customers;
• Preliminary technical evaluation of sales leads and discussion with Product/Area Sales Manager (P/ASM) of BU BAK (Bakery) within FHT Division;
• Filling out technical questionnaires (where applicable) to discuss leads with the mentioned above P/ASM;
• Screening of quotations / projects (critical analysis of project chances and GEA chances considering technical feasibility, commercial feasibility, customer stakeholder analysis, history, available budget, competitiveness, future potential, availability of internal resources, definition of the scope of supply);
• Commercial and technical evaluation of RFQs received from customers, and interface with P/ASMs for deeper technical discussions, machine selection, adherence to RFQ;
• Discuss with P/ASMs and the Commercial Director FHT Brazil the price strategy, margin definition and risk allocation. Special attention for importation costs, local services (for installation & commissioning);
• Preparation of Commercial Proposals, following guidelines of the Commercial Director FHT Division;
• Support to P/ASMs in the definition of performance parameters for equipment during negotiation phase;
• Active and constant follow-up of the pipeline;
• Proper maintenance of CRM (SAP C4C) pipeline, keeping a close and constant update of opportunities, close date, go x get, competitors, meeting notes/visit notes, etc.
• Interface in discussions of legal contracts with customers (with the support of the legal department);
• Commercial negotiation and contract signing;
• Internal reporting (current orders, won and lost under your direct responsibility in CRM);
• Participation in trade fairs and seminars;
• Work to ensure customer satisfaction in the quotation and sale process, and promptly forward eventual complaints to other areas of responsibility, such as Service, in order to collaborate for the company's image globally.
• Ensure in negotiations the required profitability on every order.

Activities in Sales Support (New Machines Order Handling)

• Hand-over (technical and commercial) of equipment sold to P/ASM and BU factories in Europe, for both types of contracts: direct importation orders or local reported orders (importation via GEA Brazil);
• Coordination of kick-off meetings of equipment sold with customers and P/ASM colleagues (BAK);
• Local coordination of sold projects, managing the interface between customer and GEA factories in Europe:
  • delivery time of machines.
  • lay-out approval prior to manufacturing.
  • shipping documents compliance to local rules and regulations,
  • installation requirements (both to customer and GEA side);
  • commissioning plan (with local 1st level Service Engineer or 2nd level Service Engineers).
  • Commercial evaluation of change orders (change notes and change orders) in conjunction with P/ASMs;
  • Monitoring of projects sold to monitor customer satisfaction and projected financial results during the sales phase

• Bachelor Degree in Mechanical, Food, Production Engineering or correlated areas.
• Broad experience in technical Sales B2B.
• Sales experience in Bakery Processing equipment sales.
• Experience in coordination of equipment delivery after contracts are signed.
• Portuguese Native language
• Fluent in English
• Desirable Spanish skills
• Strong Negotiation skills
• Strong customer centricity
• Team worker
• Available for travel

GEA is an equal opportunity employer. Applicants will therefore receive consideration for employment without regard to age, sex, race, color, religion, w