Director Of Sales, Services
Company: Vanderlande Industries Inc
Posted on: November 19, 2021
Director Of Sales, Services
Vanderlande is the global market leader for value-added logistic
process automation at airports, and in the parcel market. The
company is also a leading supplier of process automation solutions
The company focuses on the optimization of its customers' business
processes and competitive positions. Through close cooperation, it
strives for the improvement of their operational activities and the
expansion of their logistical achievements. Vanderlande's extensive
portfolio of integrated solutions - innovative systems, intelligent
software and life-cycle services - results in the realization of
fast, reliable and efficient automation technology.
The Executive Manager, Service Sales WS is responsible for
developing strategic sales plans based on company goals that will
promote sales growth and customer satisfaction for the
The Executive Manager of Service Sales will ensure the sales team
preserves, expands and develops relationships with Vanderlande's
strategic key customers as well as drive new business development
within specific assigned market segments. The Executive Mgr will be
accountable for the Sales team achieving defined sales targets and
assigned strategic objectives. The Executive Manager will ensure
the Sales team manage the full sales cycle, from building a close
partnership with the customer to managing bids and RFP's, client
presentations, and ultimately closing the contract. In every case
the emphasis is on close partnership with the customer, extending
from initial analysis of the underlying business processes through
to total life-cycle support. Candidates must have experience in a
sales environment, managing and driving solutions based selling
process. The ideal candidate will have this experience within the
Material Handling System industry.
o Develops annual and long term sales plans in support of the
Warehouse Solutions Service organization, including sales strategy,
team objectives, resource planning and sales goals.
o Proposition and positioning development, e.g. Service
solution/product development, Service concepts, increasing the
market awareness of Vanderlande's Life Cycle Services offering
o Framework and input for (content) marketing, white papers
o Directs implementation and execution of sales policies and
o Translating and implementing company's strategy into market
segment specific goals and setting action plans.
o Lead Sales activities for select Large and Complex Sales
o Own and drive key-customer programs.
o Submit major input for product development and corporate market
o Ensures annual and long term sales goals are achieved inline with
the agreed business plan.
o Recommends sales strategies for improvement based on market
research and competitor analyses.
o Ensure Project and Service sales initiatives align and a value
adding solution is provided to Customers.
o Builds, develops and manages the sales team, ensuring capability
to carry out needed sales and service initiatives.
o Thought leader for the North American Service organizations -
keynote speaker and subject matter expertise
o Ensure marketing plans and materials effectively communicate the
Life Cycle Service Value Proposition.
o Reports to the Vice President, Life Cycle Services - Warehouse
Required Education and Experience:
--- Bachelor's Degree from an accredited institution
--- Minimum 8-10 years' experience in strategic sales
--- Demonstrated expertise in selling in a B2B environment with
varying sales cycles (4 weeks - 12+ months)
--- Experience with presenting to multi-level contacts, and medium
to large organizations
--- Experience Managing other Sales Managers/Functions
--- PC Proficiency in Microsoft Office Products and CRM tools
--- Willing and able to travel up to 50% domestically.
--- Minimum ten years of sales experience in Material Handling
--- Master's Degree
--- Background in consultative selling role in a team selling
--- Excellent communication and influencing skills, high energy and
entrepreneurial spirit combined with a thorough knowledge of the
Material Handling Industry, preferable in Warehouse Automation
--- Leadership experience and strong executive sales experience /
--- Strong work ethic, technical affinity, ability to grow and
mentor as company expands.
--- Structured and organized approach to market development and
--- Natural commercial business acumen, dynamic, analytical,
demonstrates drive, determination, and resilience to develop the
--- Negotiating and contractual skills in addition to legal
knowledge to help with contract negotiation.
--- Experience in working in a cross-cultural environment
Please note this job description is not designed to cover or
contain a comprehensive listing of activities, duties or
responsibilities that are required of the employee for this job.
Duties, responsibilities and activities may change at any time with
or without notice. Reasonable accommodations may be made to enable
individuals with disabilities to perform the essential
Vanderlande is an equal opportunity/affirmative action employer.
Qualified applicants will be considered without regards to race,
religion, color, national origin, gender, sexual orientation, age,
marital status, veteran status, or disability status.
Keywords: Vanderlande Industries Inc, Marietta , Director Of Sales, Services, Executive , Marietta, Georgia
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