Regional Sales Manager

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Job Description:

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Job Description: Regional Sales Manager & MD – MWM Benelux BV

About MWM

MWM a brand of Caterpillar Energy Solutions GmbH (CES; Mannheim / Germany) and its fully owned subsidiary MWM Benelux BV (Rotterdam / The Netherlands), provides superior products and service solutions to make our customers more efficient and lower total cost of ownership.
MWM Benelux delivers gas generating sets using own manufactured gas engine branded MWM; associated turn-key power solutions and all corresponding after-sales services for those products.

We are currently seeking a Regional Sales Manager (RSM) in Rotterdam / The Netherlands. The RSM leads a team comprised of new equipment and service sales personnel to end users to achieve ambitious year goals.
The RSM in Rotterdam will, at the same time, be the administrative Managing Director of the subsidiary. This will include close cooperation to all department within the matrix organization of CES GmbH / MWM, incl. but not limited, to HR; Finance; Regional Project Management; Legal & Compliance; Global Service dpt. and Region Sales Director.

What You Will Do:

• Deliver business plan sales and market PINS targets for the company products in the territory covered by MWM Benelux BV (The Netherlands; Belgium & Luxembourg) as well as assigned MWM Distributors in Service (here Ireland & UK)
• Develop sales and marketing plan to achieve business plan targets for company products and services.
• Ensuring alignment of all Pre-sales & Sales activities with the global MWM Brand strategy
• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.
• Leading a local Sales Team with special focus in following opportunities to end users also by making best use of existing and future implementing CRM software and other sales tools
• Provide regular market and competition situation feedback to relevant dept.
• Enlarge customer basis and market segment coverage, both existing and new segments
• Responsibility & Accountability for Order Income and Sales Forecast accuracy of the subsidiary
• Ownership for the Regional P & L
• Act as main point of contact for MWM management

What You Have – Skills, Knowledge, & Experiences:

Customer Focus: Level Working Knowledge:

• Meets regularly with customers to understand their wants, needs and expectations.
• Leads final negotiations with customers in complex direct contracts for New Equipment and corresponding CVA (Customer Value agreements)
• Where needed, supports the Project Management Team on the contract execution incl. potential claims towards customer.

Industry Knowledge: Level Extensive Experience:

• Educates others on own organization in terms of the industry - its market position, niche (if any), etc..
• Compares and contrasts the latest developments and emerging issues in the industry.
• Assesses how regulatory and reporting requirements apply to own organization.

Decision Making and Critical Thinking: Level Working Knowledge:

• Applies an assigned technique for critical thinking in a decision-making process.
• Identifies, obtains, and organizes relevant data and ideas.
• Participates in documenting data, ideas, players, stakeholders, and processes.

Relationship Management: Level Working Knowledge:

• Monitors client satisfaction levels on a regular basis.
• Alerts own team to problems in client satisfaction.
• Differentiates the roles and responsibilities in a business relationship.

Business Development: Level Basic Understanding:

• Describes the main technologies and tools used in similar or competing products or services.
• Identifies potential markets for the organization's products or services.
• Assesses the key components of an organization's business development plan.

Value Selling: Level Basic Understanding:

• Presents product, technology or service costs and benefits in reaction to prospect or customer requests.
• Describes general concepts, practices and benefits of value-based versus product selling.
• Pursues additional 'value selling' education or training to enhance traditional sales practices.

Additional Information

• This position is located in Rotterdam / The Netherlands
• Ability to travel up to 50% of the time

Posting Dates:

Caterpillar is an Equal Opportunity Employer.

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