Reporting to the EMEA Sales Manager, the Senior Sales Manager Refrigeration will be responsible for soliciting and gaining new lubricant sales with a specific focus on the refrigeration industry (both direct and through channel partners), while servicing and supporting existing accounts.
Although this role has a primary focus on the refrigeration market (with a specific focus on the Suniso range) it will also include opportunities for wider portfolio selling with the major focus on the EMEA market.
ESSENTIAL JOB DUTIES/RESPONSIBILITIES: Identify potential new large customers and develop appropriate account plans to acquire the business Service existing accounts with a high level of customer service Grow the share of business with existing customers Manage head office relationships to help grow their lubricants businesses Develop strategic OEM relationships and secure OEM product approvals Use sector knowledge & insight to help expand Suniso portfolio into new application areas (eg Heat pumps; Propane, CO2 …) REQUIRED EXPERIENCE: A minimum 5 years or more of industry related sales experience Business to business (B2B) sales experience Strong technical experience OEM business development experience Experience within refrigeration and compressor lubricants is essential Experience using SAP and customer relationship management (CRM) mobile sales REQUIRED EDUCATIONAL LEVEL: Bachelor's degree preferred REQUIRED SKILLS: Exceptional sales and business development aptitude Strong Interpersonal / non-authoritative leadership skills Ability to deal effectively with customers at various levels, including field operations, area supervisors, maintenance personnel and senior management Knowledge of selling through an Associate or Distributor network Experience and ability to handle OEM business development and relationship building Strong negotiation, analytical and problem-solving skills Results-focused Previous experience in formulating and executing key client account plans with a focus on a solution-selling methodology Ability to measure and document results in a sales environment Comfortable and confident in writing and delivering presentations Mechanical aptitude and/or interest Computer literacy to ensure efficient communication and maintenance of accounts Demonstrate proactive continuous improvement and initiative to build best in class processes with excellent organizational and time management skills Demonstrated ability to work collaboratively within cross-functional teams as well as working independently with minimal supervision Fluency in English is mandatory.
Proficiency in German, French, or Arabic is a significant advantage.
WORK CONDITIONS: This position requires you to live in the United Kingdom, Netherlands or Germany (or willing to relocate to one on these locations) This position requires you to operate from home office This position will cover the EMEA region A company fleet program is provided This position includes both base salary as well as annual bonus target Travel will be required to manage and grow this sales territory Relocation assistance will not be provided