Head of Scaffolding Industry, Nordics

2 weeks ago

Washington, United States Doka GmbH Full time

AT-PAC is one of the world's leading companies in the development, manufacture and distribution of scaffolding material for the industry. Being part of the DOKA Group, with more than 6,800 employees in over 60 countries around the world, we are working and developing new products, technologies and services whilst expanding our business every day.

As part of the strategic plan, the industrial scaffolding segment is being set up in the Nordic Region and will be included as part of AT-PAC's UK & Nordic Regional area. As the Head of Scaffolding Industry, you will create, develop and grow the AT-PAC organization throughout the Nordic region. The role will work closely with sales, operations, engineering and product development teams in our existing UK region, as well as with our Headquarters in Atlanta, USA. You will report directly to the Regional Director of the UK & Nordics.

Job Description
  • Supports the creation and execution of the industrial scaffolding strategy for the countries including Sweden, Norway, Denmark and Finland.
  • The individual will be P&L responsible for the region, ensuring detailed Sales pipeline and material planning whilst operating within the financial parameters set forth.
  • Develops the branch network strategy throughout the region, with a focus on collaboration with the existing Doka country entities.
  • Drives a culture of operational excellence and safety within the operating team.
  • Develops the awareness & the mindset for the new AT-PAC business area scaffolding entity.
  • Drives the strategic target setting for the industrial scaffolding segment together with the Regional Director UK & Nordics and the local team.
  • Builds up a network within the region of relevant stakeholders and industrial contacts.
  • Screens business potentials by analyzing the market with the focus on different customer groups (existing and new) as well as projects and maintenance opportunities.
  • Ensures the whole sales process for scaffolding Industry.
  • Coordinates pre-qualification processes to approach potential clients, express interest of bidding and ensure the successful pre-qualification of the company.
  • Reviews necessary requirements to work in specific projects (approvals/permits/licenses) and works on their fulfillment.
  • Wins new business by coordinating requirements as well as developing and negotiating contracts.
  • Communicates intensively with clients, consultants and project managers.
  • Follows up on the project pipeline and plan customer visits.
Qualifications
  • At least 10 years of sales and business development experience in scaffolding.
  • Successful track record of regional expansion and management.
  • Sound knowledge of scaffolding systems and standards ideally Ringlock systems.
Additional Information
  • Ability to understand novel problems and find solutions.
  • Well-developed numerical ability and detail orientation.
  • Strong sales fundamentals and skills: listening, probing, negotiation, close.
  • Ability to build strong and long-lasting relationships particularly with internal and external clients.
  • Ability to communicate and engage with people at different levels in the organization.
  • Confident in demeanor and assertive in approach.
  • Ability to embrace challenge, criticism, and opposition.
  • Ability to quickly bounce back from disappointments and maintain a positive attitude.
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