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Strategic Sales Professional

2 months ago

San Jose, California, United States Vanderlande Full time
About Vanderlande

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 for warehouses.

Our baggage handling systems move 3.7 billion pieces of luggage around the world per year, in other words 10.1 million per day.

Our systems are active in 600 airports including 13 of the world's top 20. More than 39 million parcels are sorted by our systems every day, which have been installed for the world's leading parcel companies.

Many of the largest global e-commerce players and distribution firms have confidence in Vanderlande's efficient and reliable solutions.

Job Description

We are seeking a highly skilled Solutions Account Executive to join our team. As a key member of our sales team, you will be responsible for preserving, expanding, and developing relationships with our strategic key customers.

You will drive new business developments within specific assigned market segments, achieve defined sales targets and assigned strategic objectives, and manage the full sales cycle from building a close partnership with the customer to managing bids and RFPs, client presentations, and ultimately closing the contract.

Responsibilities
  • Preserve, expand, and develop relationships with Vanderlande's strategic key customers.
  • Drive new business developments within specific assigned market segments.
  • Achieve defined sales targets and assigned strategic objectives.
  • Manage the full sales cycle, from building a close partnership with the customer to managing bids and RFPs, client presentations, and ultimately closing the contract.
  • Coordinate order intake for warehousing distribution and parcel automation projects.
  • Develop and pursue profitable sales leads to achieve planned order intake and profit level.
  • Co-coordinate sales strategy and determine customer requirements.
  • Conduct initial specification review.
  • Cultivate and improve customer relationships.
  • Coordinate sales material, pricing strategy, and proposal content.
  • Provide input into weekly/monthly departmental activity reports.
  • Manage sales documentation and data for Bid/No Bid decision making.
  • Pursue and maintain a healthy pipeline of opportunities.
  • Adapt to Vanderlande's company culture based upon a belief in people and their dedication to achieving success.
Performance and Accountability Measurements
  • Achieve sales targets in designated market segment.
  • Meet or exceed expectations for profitability.
  • Maintain and build relationships and customer satisfaction that meets Vanderlande's standards.
  • Achieve strategic objectives of key customers as defined by Vanderlande's Management.
Basic Qualifications
  • Bachelor's Degree from an accredited institution.
  • 10 years of sales experience in the material handling industry.
  • Demonstrated expertise in selling in a B2B environment with an extended sales cycle (12+ months) with capital equipment.
  • Experience with presenting to multi-level contacts and medium to large organizations.
  • Background in a consultative selling role in a team selling environment.
Preferred Qualifications
  • Fifteen years of sales experience in Material Handling Systems – Warehouse Automation.
  • Master's Degree.
Knowledge, Skills, and Abilities
  • Excellent communication and social skills, high energy and entrepreneurial spirit combined with a thorough knowledge of the Automation Industry.
  • Strong work ethic, technical affinity, ability to grow and mentor as the company expands.
  • Legal knowledge and contractual skills to help with contract negotiations.
Travel

This position requires up to 50% travel.

Supervisory Responsibility

This position has no supervisory responsibilities.