Summarise briefly the major function and purpose of the position.
To identify, negotiate and close sales opportunities of the liquid food product line associated with Tuna processing that maximize sales revenues. Develop long term relationships with key accounts in terms of leased tuna fillers and other leased equipment such as can closing equipment and process controls. To manage tuna lease servicing and support. Grow the leased base population and to ensure renewal of lease contracts through support of the lease model. Additionally to the main priority of managing Tuna in the short term to support sales of other liquid food. To achieve business objectives and maximize customer satisfaction.
Working according to JBT values: Safety, ethical integrity, respect, passion for excellence and teamwork, and the resource will ensure the best e level of service.
In line with the Customer Service business policy, the position is focused on towards meeting Customer's needs in terms of time, performance and quality in accordance with the company's highest standards of excellence.
Responsibilities and Competencies
The person selected will be responsible for the following functions: Working according to JBT Safety standards; Comprehensive knowledge of JBT Tuna Filler products and Tuna processing from the mechanical/manufacture and operating point of view; General knowledge of commissioning and training of a Tuna Filler, Customer Care needs (overhauling, troubleshooting, training to customers).
Meet customer satisfaction and reduce costs of activities, including identification of continuous improvements to be made to the products and process.
Identifying sales opportunities, meeting and negotiating with customers directly. Value Proposition - ability to translate capabilities into value from customers view. Prospecting - Business Insight
Finds opportunities that exist & creates opportunities when they don't yet exist. Quanitifying customer problems and desired results. Qualifying complex sales opportunities. Structuring and closing complex opportunities.
Familiar with the competitive landscape and stays abreast of trends
Actively promote the company values in all aspects of role; Integrity, Teamwork, Relentless Continuous Improvement and Accountability.
Work Sales enquiries, quotations and contracts in accordance to established Sales JBT processes and procedures.
Provide regular Sales forecasting reports and attends weekly Sales Meeting (conf calls).
Direct and motivate reports. Provides continuous feedback concerning performance, set clear objectives.
Assist in the development of effective strategies for leasing and selling equipment and solutions that offer the best value to JBT’s customers.
Organizational Skills - Soft Skills: • Functional and technical skills; Effective Communication, working in different cultural environment; Relations with leaders and colleagues; Results Orientation / tenacity; Innovation management; Perspective and strategic vision; Customer focus; Planning; Problem solving; Teamwork, able to work with multiples teams in different environments.
Provide information on enquiries, project status, market conditions, trends, competitor and customer activities to management team.
Travel to various headquarter offices for meetings, training and customer testing at Food Technology Centre’s e.g. Sint -Niklaas (Belgium) and Parma (Italy).
What are the minimum qualifications an employee must have in order to perform the duties of the position? (I.e. educational requirements, licenses, certification, work experience, training etc.)
Degree or similar in Economics, Marketing, Engineering, Business Administration or significant relevant industry experience. Excellent communication, negotiation and influencing skills. Ability to relate easily to technical specialists. Strong leadership and organizational skills. Successful track record of selling capital goods and adding business value to the Food & Beverage Industry.
The ideal candidate must have a significant experience (at least 5 years) in sales of industrial machines. Availability to travel up to 50% of his time.
The owner of Sales Manager Tuna position has good communication and presentation skills, customer orientation, skills and technical expertise in this field, be a person of proven reliability with a strong orientation to results and with good relational skills with managers, supervisors and peers. He is able to handle innovations through excellent planning skills.