Area Sales Manager Consumables

Nordson EFD , a global leader in Engineered Fluid Dispensing, is seeking an experienced and highly motivated individual to join our team. We are committed to creating a diverse and inclusive workplace, and we are looking for candidates who share that same commitment.

Summary of the role

As a member of our team, you will have the opportunity to work in a dynamic and collaborative environment, where your ideas and contributions will be valued and respected.

The main task of the Area Sales Manager Consumables Central Europe is to generate sustainable, predictable revenue growth using Nordson EFD’s consumables product portfolio to either serve a specific customer need and/or create the need based on Nordson’ extensive application knowledge in the given Area

Role and Responsibilities

Develop strong relationships with our Top Customers, identifying all Buying Influences and maintaining an Account Plan for our Top Customers in order to achieve Leadership Level Performance targets on Top Customer Revenue Growth and New Top Product Revenue Growth.
Constantly look for new opportunities to increase EFD’s share of wallet at our Top Customers by exploring new applications for our dispensers and consumables. Once all opportunities are identified and qualified, continue to look for new opportunities of Growth in Potential Top Customers in the territory.
Prioritize focus on Market Segments in Accelerated Growth and Market Growth as defined by EFD’s Strategic Discipline Element and updated from time to time.
Using our Growth Framework, ensure Control and Focus on our key metrics of Top Customer revenue growth and Top New Product Introduction revenue growth by maximizing Sales Time. Sales Time is defined as time spent in front of a customer, generating opportunities. It is expected that 50% of your available time is spent in front of a customer, generating opportunities.
Working closely with your Line Manager, increase your Sales Competence Index year over year.
Follow EFD’s Sales Process, ensuring each Opportunity is recorded in CRM, with details on all Key Elements (Buying Influences, Response Modes, Red Flags) and visit/contact outcome.
Record any lost opportunities in CRM and report monthly using EFD’s templates
Work with marketing to organize tech days and roadshows. Make effective use of resources by inviting groups of buying powers at top customers. Provide them insights into relevant solutions to key problems in their markets leading the buying powers to our products as the path to the solution. Follow-up on leads, generate opportunities and close.
In partnership with EFD’s Product Line Managers and using EFD’s available resources (printed, digital), develop solid product understanding with the objective of being able to answer application related questions on any of EFD’s products, in 80% of cases, by the end of your first work anniversary.
As part of EFD’s monthly Playbook reporting, provide bookings forecast using the company’s Sales Process metrics. Identify Gaps between Target and Plan, Identify Root Cause and Implement Countermeasures – all to be reported in the Playbook.
Actively participate in Annual Forecasting Process by identifying your territory main Sales Objectives required to achieve required Business Objectives. Detail supporting Sales Activities required to achieve Sales Objectives.
Provide Quarterly feedback to our Product Line and Market Development Managers on any new trends or demands in fluid dispensing applications you and your colleagues have encountered in their interactions with customers.

Skills and Qualifications

Proper Education enabling to perform the job completely and thoroughly (Electrical, Mechanical or Chemical Engineering, Automation, Automotive, Material Science or Engineering, General Technical Education, Sales, Business, Marketing or equivalent.)
Minimum of 5 years recent field sales experience in a business to business market. Either capital equipment sales, adhesive & sealant dispensing equipment sales, adhesive & sealant sales or medical equipment manufacturing services sales would be a major plus. Proven track record of owning the sales of a large customer list (at least 100 customers) and developing and growing those accounts and those accounts sales
Excellent verbal communication and negotiation skills.
Complete fluency in English, German and one major Eastern European Language (preferably either Polish, Czech, Hungarian or Romanian).
Good analytical skills, able to deal with technical queries and applications.
Strategic thinking and skills to set & perform long-term actions.
Able to set and follow priorities.
Able to manage work independently oriented on results.
Flexible in working actions and time management.
Able to work with people at all organizational levels.
Good working knowledge of Microsoft Office products (Word, Power Point, Excel, Outlook), SAP, Business Explorer, Workday, AfO and C4C;
Team player approach and behavior.

Travel

Frequent travel will be required across the Area which includes cross border travel within Europe.

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Interested?

If you are interested in being a part of a team and creating an inclusive and diverse workplace, please apply online with your CV.

About Nordson EFD

Nordson EFD is a world-leading designer and manufacturer of fluid dispensing systems and single-use fluid packaging. By joining our team today, you will help us bring innovative ideas to life. Nordson EFD is a global team that works to create systems and consumables that improve the fluid dispensing process. We offer a supportive culture in a growing and dynamic work environment. Whether you're just beginning your career or you're a seasoned professional, there's a place for you to belong at Nordson EFD. We offer hourly and salary positions in production, maintenance, customer service, quality, engineering, and more. We actively invest in our teams to help you build your skillsets and advance your career.

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