What are the responsibilities and job description for the HAPA Regional Sales Manager position at Coesia?
Group, Company and Organisation
Coesia is a global leader in advanced automated machinery and packaging materials, industrial process solutions, and precision gears that founded in 1923. We are a group comprised of 21 companies that service customers in over 30 countries, 85 production plants, and 137 operating units world-wide. Market sectors include the following: Aerospace, ceramics, consumer products, electronics, healthcare including pharmaceuticals, automotive, and more. HAPA is one of the global innovators for in-line, customized printing machinery pertinent to the pharmaceutical industry. Headquartered in Sweden, HAPA is seeking to expand its U.S. customer base and growing accounts primarily in the Northeast and West coasts.
Main Responsibilities / Activities
The HAPA Regional Sales Manager role focuses on overall business development for HAPA & Atlantic Zeiser divisions in the country. It includes building business relationships with customers and selling HAPA & Atlantic Zeiser products and solutions according to defined targets for order intake and profit margin. Responsibilities include, but are not limited to: • Drive revenue growth: monitor, measure and adjust sales and efficiency to identify unfavorable business performance so appropriate actions can be undertaken. This involves the following activities: establishing targets, reporting, or monitoring targets, comparing performance against targets, identifying unsatisfactory performance, pursuing appropriate action to correct significant deviations in performance. • Develop strategies to achieve company’s future goals. • Accountable for the country sales and sales profit margin results. • Hold a leading role towards key accounts with responsibility for complex negotiations for large projects. • Ensure growing order intake and increasing sales to key accounts. • Utilize value-based selling techniques for sales management. • Ensure that all quotations comply with the company standard and contracts meet the Group requirements in terms of risk management. • Implement strategies for new product launches at a local level together with being accountable for launching new products in the marketplace. • Responsible for developing and implementing the Sales Business Plan and providing the input for the monthly reporting. • Developing and executing the local Marketing and Sales Plan to leverage on the HAPA/Atlantic Zeiser Strategy and Sales Roadmap. • Being out in the marketplace, visiting customers to support the sales staff and understanding the customer business processes and needs. • Being engaged in customer activities with focus on quality, profitable growth, and customer satisfaction. • Responsible for managing and coaching a team of direct reports, driving them towards reaching budgets for sales and profit.
Key Competences / Leadership Attributes
• Solid understanding of Packaging equipment and/or printing processes and solutions. • Strategic thinker with ability to identify critical issues and craft practical solutions. • Understanding the big picture with demonstrated ability to roll up sleeves and work at a tactical level. • Demonstrated leadership in a cross-functional environment and matrix organization. • Technical comprehension. • Strong sales drive. • A deep understanding of the business process – including its financial aspect. • Customer relationship on multiple levels. • Awareness of the market and customer environment. • Value proposition delivery. • Cost and pay-off calculation. • Sales experience in the field of investment goods. • Value-based selling. • People Management. • Passion for Talent development. • Risk management. • Fluent in English, written and spoken.
Basic Requirements
• Master of Science in Engineering or business degree preferred. • Minimum 10 years’ experience managing high performance and innovative teams related to Sales and Marketing of high capital equipment in B2B environment in a global company. • Ready to travel domestically up to 80% of working time – some travel to the west coast included.
Job Reference: CGS09508
