Area Sales Manager

HARTING stands for strong connections – across the globe. As one of the leading international suppliers of industrial connectivity, we are connecting customers to their digital future. And as an employer? We connect around 6,000 people at our headquarter in Espelkamp and at locations worldwide. Here you’ll find great colleagues, as well as ever new opportunities and innovations revolving around IoT and artificial intelligence. In everything we do, we remain true to our roots: as a regionally connected family business that always stays firmly grounded in spite of our stellar high-tech. Here’s to your unique future with us: Yours!

Job Function : Field Sales

Job Family : Sales

Job Title : Area Sales Manager

Reporting : Regional Sales Director

Functional Objectives

• To develop and grow both existing and new business within the target market sectors, via any channel, of the HARTING products.
• Contribute to HARTING’s long term growth expectations with strong profitable sales growth within the territory.
• Use Sales Methodology of the Company and its Ideal Sales Process (Solution Selling/Opportunity Centric).
• Input and regularly maintain forecast information for the area of responsibility.
  
  

• Sales & Marketing, Business Development for Railways, Metros, Signalling
• Establishing product pricing, sales/ revenue targets and performance reviews; and account review/planning/Forecast.
• Steering business operations for the profit center with a view to realize pre-planned sales and revenue targets; formulating profit center budget for operational / business development activities
• Dealt with customers like Alstom, Siemens, BEML, GE, CAF, CGL, BHEL, RDSO, CLW, DLW, DMW, Kolkata Metro, DMRC, CAF, TWL NCRTC, MCF, RCF, ICF, Electric and Diesel Loco Sheds , Regional Railway HQ & Sheds.
• Management and growth of the business within the defined territory with existing and new customers for the complete range of HARTING products and solutions
• Managing and sustaining the sales funnel according to the Ideal Sales Process
• Development of system solutions with the customer, including all HARTING products and services, as well as the use of third-party products
• Professional project management (internal and external) and coordination of key customers on a local and international level
• Presentation of the HARTING Technology Group, as well as technical and business management special topics
• Monitor, communicate and regularly report on competitor activity within Markets and Customers
• Ensure CRM for area of responsibility is fully always maintained
• Develop business with local Distribution/Agents Network (if applicable)
• Coordination of technical support for Distribution/Agents in conjunction with the Product Managers / Product Specialists
• To implement and maintain all contract and purchase agreements for the area
• Demonstrates convincing technical and commercial arguments when negotiating contracts with the Customer
• Share Product, Application and Market knowledge to aid the development of the total company.
• Ensuring Customer Complaints are progressed to the appropriate Internal dept and outcomes communicated in a timely manner
  
  

• Qualification in Electrical Engineering, Communications technology, Mechatronics, or Instrumentation Engineering.
• Must have selling experience to Machinery, Energy, Railway or process industry customers.
• Knowledge of Connectors / Cables / Cable assemblies in Machinery and Robotics, Energy or Railway market is desirable.
• Previous experience in Solution Selling, Complex Sales, Applications in similar Industry
• Project Management
• Excellent communication and social skills
• Good English knowledge (written and verbal)
• PC skills (MS Office, Internet) also Business Reporting and CRM tools
• Ability to work on own initiative and as part of a team
  
  

• Achievements
• Analytical Skills
• Business and Financial Acumen
• CRM
• Champion Customer Satisfaction
• Communication
• Cultural Fit
• Demonstrate Ownership
• Execution
• Experience
• Financial Acumen
• Initiative
• Negotiation Skills
• Personal Suitability
• Professional Suitability
• Response
• Sales Experience
• Sales Expertise
• Strategic Planning
• Strategic Thinking
• Technical
• Technological Insight
• Trust and Collaborate
  
  

• Become better everyday
• Break new ground
• Champion customers satisfaction
• Demonstrate ownership
• Trust and collaborate