Head of Regional Sales - Automation

What challenges can you expect?

The Head of Regional Sales Automation takes responsibility for the ramp-up of the designated new and novel products in known markets in the assigned region or sub-regions. To achieve this, you channel the existing market demand onto MR (exploitation of potential), in particular by informing potential customers about MR's offering and convincing them that it is superior to alternative offerings already known to the customer - in terms of performance and/or price. You continually qualify the area sales in the products assigned to you. 
You improve the 4P strategy for new products through regular exchange of market feedback with the product manager. You  build the Bridge between the BU Automation and Sales for the portfolio and Sales Strategy. You promote and support the sales of the Automation product spectrum in the region in close cooperation with the designated Area Sales Manager.

Strategic Tasks:

• Support in the realization of the portfolio strategy for the assigned product/portfolio, taking into account the sales strategy
• Support in the realization of the volume ramp-up agreed between Sales and the business unit in the market development (from "Awareness" to "repeat") in known markets
• Support in active market development and local awareness of the product(portfolio) - together with Head of Sales/Area Sales Manager/Local Regional Sales Engineer and Regional Sales Manager from headquarter- to generate market acceptance (sales pitch, "local" events & presentations, pilot projects)
• Acquisition of new customers and generation of new business with existing customers.

Operative Tasks:

• Participation in projects with the customer, e.g. pilot projects and/or instruction for agents
• Coordinate:
  • Automation Service Support Engineer: local 2nd level support to customers
  • E.g. trouble shooting, commissioning, SCADA integration etc.
  • Be the point of contact to the different departments at corporate.
  • Be the service supervisor and train the dedicated technicians of the subsidiary to PSP level
  • Coordinate with TSC in Germany for special training purposes and support for the "train the trainer" strategy 
  • Be the point of contact for technical aspects towards customers after having taken over a support case from sales specialists, maintaining the colleague always in the communication loop
• Initiative in and initiating specifications work and collaboration on realization
• Technical and general commercial support as well as qualification of sales colleagues (Area Sales Manager/Area Sales Engineer) on the assigned products, general support for complex applications, including collaboration on marketing material for the creation of locally required documentation (alongside Regional Sales Manager).
• Reflecting market feedback back to product management
• Negotiation of and (participation in) the closing of framework agreements in close coordination with Area Sales Manager / Head of Sales
• Visits to customers on own initiative (if necessary) in order to achieve the set goals (informs the Area Sales Manager about any actions)
• Improving customer acceptance of and preference for corporate products in regard to technical specification
• Identification and development of market opportunities (Business Development Tasks)
• Conception and implementation of measures for expanding and securing business.
• Analysis of regional developments and developments of future scenarios.
• Close cooperation with product managers and initiation of product innovations.
• Development of long-term sales measures and conclusion of delivery agreements in close cooperation with the Head of Sales USA and with Specialists from Corporate in Sales Automation. 
• Actively handling marketing activities, campaigns and support for the sales team to manage pilot stages as well as exhibits, trade shows and business development.
• Lead local team of Automation engineers to assure support and market penetration.
• Disciplinary responsibility 

What do we expect from you?

Education:

• Degree in electrical engineering with additional business administration knowledge or many years of professional experience (approx. 5 years ) as a master/technician in electrical engineering in sales

Experience and Skills:

• Expertise: Technical expert in the assigned product/portfolio
• Handles opposition well (internal and external) 
• Multi-talented: From the systematic development of a go-to-market strategy, to the planning and realization of marketing campaigns, to the actual sales work with customers.
• Strong intrinsic motivation and self-management skills
• Leadership experience

Competencies/Authorizations:

• Definition of target customers and planning of customer visits
• Design of customer events
• Design of and participation in "Product ThinkTanks"/ Practice Group/etc. to integrate its market feedback into Business Unit 4P strategy.
• Collaboration on the sales strategy