Location: Northern Ireland
- Travel in his/her territory to visit customers
(>80% of their time)
Key Responsibilities
Use/apply Safety Instructions, regular trainings, and dedicated safety tools
- Perform "Be safe" assessments.
- Ensure PPE package is ready to be used
- Complete safety observations, SOS training, commentary drive, near misses and accidents reporting, use VRM, etc.
- Be source of proposals on own safety and on the safety of the customers sites.
Grow to Win (GtW) to deliver TOP LINE targets of his/her plan
Monitor the market, customers, competitors to identify relevant Risks and Opportunities to achieve the yearly TOP LINE plan
- Map opportunities within the territory, prioritize major opportunities.
- Build network with critical influencers, establish relationships with key decision makers.
- Active prospection, visit non-buying customers.
- Execute the Commercial Plan for their assigned territory.
Build and monitor pipeline for compounds and equipment
- Report weekly the GTW activities in the HUB a + GTW KPI to monitor his territory (30 days / 90 days / Gains & Losses).
- Lead and/or participate to customer plant commercial audit for prospection and/or tender & build value story.
- Promote equipment and build a pipeline.
Generate conversion-gains
- Prepare offers & present/negotiate with customers.
- Make combined offers C+E+ Service/value.
- Gain new applications (Local customers and CA).
- Gain new plants (Local customers and CA, with support of the BDM).
- Define and agree with customer on the service delivery/Agree on SLA for top customers in alignment with contracts.
Retain to Win (RtW) to deliver top line targets
Define and implement an action plan to execute vs contract (Both Local customers and CA)
- Ensure execution contract commitments (with potential support of Key stakeholders - see above)
Define and execute key RTW actions to retain the existing business
- Corrective action plan to realign to contract commitments & customer expectations.
- Retain actions reported in RTW.
Manage margin to deliver the gross profit plan
Pricing execution (Local customers), annual and extraordinary/hardship.
Execution of GMI activities (product mix, MOP, delivery size, etc.) (Local customers and CA).
Standardization (Good, Better, Best)
- Implement decision on preferential products we want to offer (Core Range).
- Turn the mix progressively into the core range.
Deliver VALUE to meet customers contract requirements.
TVC: "TCO + VAS"
- Plan and provide (in the absence of a FSS) all types of services, trainings, and professional consultancy on technical issues (products, equipment, application, cleaning process, food safety, TCO, safety) to deliver Value to Customer. TVC aligned with customer contract requirement and/or division targets for customers.
- Report/ensure reporting of all the TVC value actions in the HUB. Achieve the TVC targets & Service compliance targets (HUB).
- Organize and perform ABR and QBR with customer according to customer contracts to communicate on value delivered for Local customers and CA.
Promote Food Safety
- Position and sell our Food Safety approach.
- Deliver all elements of our Food Safety Package (with support of TET- food safety group)
Boost Digital
- Promote, sell, implement and use digital tools to support the TVC for customers (with support of TET digital group & Engineering)
- Maintain and train our customers on digital tools.
Customers claims
- Be the first POC of the customer for customer claims. Address customers claims internally in eQMS.
Reinforce Innovation
Promote Innovation to customers in commercial meetings
- Present innovations and the value it brings to customers. Final objective is to sell the new innovations according to the individual Commercial Plan
Field testing
- Organize, perform, and report field tests of innovations.
Expense
- GTW / TVC activities / Pricing activities / safety activities (see above in the different blocks)
- Service and value activities report to customers
- Monthly travel expense reporting.
Key skills
Interpersonal
- Orientation to customer needs. Presentation skills.
- Abstract thinking to define a plan.
- Dealing with change and ambiguity.
- Collaboration, working in a matrix.
- Remains - and helps others remain - positive and productive in response to setbacks or barriers.
Commercial
- Drive for results. Business acumen.
- Self-starter: take the initiative to get things done.
- Demonstrate clear urgency and a competitive drive to win.
- Persist in the face of obstacles.
- Know Ecolab strategy and model.
- Skills to prospect (CSP/VSP/SSP training).
- 3C model (Create / Communicate / Capture).
- Social media selling: LinkedIn training.
Technical
- +5 years of experience in technical sales in manufacturing environments, ideally in F&B processing industry.
- F&B market and technical expertise. Food technology.
- Technical expertise to unable VAS, TCO and Food Safety delivery
- Food safety.
- Equipment tech expertise, specific tools training (3DT CIP, MCI). Know value added.
- Training for team on understanding training offer.
Financial
- Basic financial knowledge.
- Pricing training. Structure of margin- knowledge
- Rebates
- P&L basic finance.
- Know how the OTC processes flow work, key contacts, digital tool for claims.
IT
- Power BI
- Microsoft Office (Excel, PowerPoint)
- Hub
- Digital apps
Other
Education
- Bachelor's degree in Chemistry or Biology, Agricultural Engineering, Food Technology, or related fields).
Travel
- Travel in his/her territory to visit customers
(>80% of their time)
English
Local language fluent
- Min. A2
- Expected B1 or more
General Summary
Sells the organization's products/services by interacting with established customers and developing new prospects. This sales position requires sales experience & a broad knowledge of the organization's policies and products/services. Requires some expertise on food safety, food technology & engineering skills to service accounts as needed. The AM is the first POC for the customer in his territory