Digital Solutions Sales Manager- Southeast Territory

The position holder is member of the Grundfos Service & Solutions team that works closely with other internal sales and service teams to ensure a positive customer experience, doing customer visits and demonstrating our digital services in the field. In addition to selling digital solutions, this person will also represent general service sales (parts/commissioning) in their market to grow our service presence in the U.S.

This digital sales SWAT team set-up is a new Grundfos approach to gain more 'share of wallet'. Selling digital services is completely new to Grundfos and the SWAT team is being established in order to build the capability - first at group level and next to integrate the competencies within current sales teams in the regions.

Approx 15% of time is spend on internal service and solutions subject matter training and knowledge sharing for Sales Directors, KAM and Sales Engineers.

Approx 85% of time spend on being digital service and solutions subject matter expert playing a vital role in negotiating with Grundfos customers. This includes in-person demonstrations, site visits, joint sales calls with distributor partners, and more field engagement.

The role has regional responsibilities with up to 75% travel as needed. 

• Be an expert of our digital solutions along with our service capabilities in U.S.
• Keep updated on market trends and competition
• Have an understanding of the customer value and benefits our digital services offer
• Travel with external sales (Sales & Service) to visit customers and be able to coach and guide them towards value based selling
• Actively listen and engage with customers and identify how Grundfos value proposition supports their business needs, including both digital platforms and service needs
• Proactively identify new sales leads and drive the service sales process for specific customers, markets, products, or industry and achieve agreed targets.
• Provides subject matter consultation to sales engineers and KAM re. selection of service products, prepartion and presentation of quotations.
• Collaborates with sales regarding negotiation service pricing and service contracts
• Manage a regional pipeline and collaborate with other regions when applicable
• Complete opportunity qualification before on-site visits occur
• Together with sales colleagues, accountable for ensuring a positive customer experience.
• Works closely with Service Specialists and the GESE (electronic specialists) network on on-site troubleshooting and assist with training when necessary.
• Communicates the functions of our digital services to our customers and end-users
• Demonstrates our digital services for our customers and end-users
• Proactively provides customer- and user feedback to our development team working on the digital services

• Is the service that Grundfos offers the right one for the customer?
• Is this customer the right fit for Grundfos?
• Are there other stakeholders that could benefit from collaboration on a specific effort?

• Get customers onboard, signing up for the new digital services
• Establish great collaborative relations with sales and service colleagues
• Manage territory and understand where the largest opportunities are
• Understand and manage stakeholders across Grundfos and our distribution channels

• This position reports to Digital Solutions Commercial Leader and Product Management and will be a part a commercial oriented SWAT team driving the digital transformation (new offerings) and ensure integration into Sales and Service.
• Stakeholder management competencies are key to success across customer organization as well as in the Grundfos organization

• Minimum 8 years experience selling a complex product/service
• Fluent in English [verbal and written]
• Ability to coach and lead sales processes or projects within the digital offering and service environment (value based selling).
• Expert knowledge and commercial mindset regarding selling and delivering digital offerings and services
• Most likely to have 3-4+ years of work experience within customer centric digital solutions / 5-7 years of experience in total before entering level besides formal education.
• Solid knowledge of the plans, processes and activities related to commercialization of new technologies
• Strong ability influence others and earn trust
• Experience being an influencer within a dynamic business environment
• Possess a great understanding of the relevant systems, local laws and regulations where applicable, for the digital offerings and service environment.