Digital Solutions Sales Manager Northwest Territory

 

Job purpose

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. 

 

 

Key Responsibilities

  • 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

 

 

 

 

Decision competences and authorizations

  • 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?

 

 

Success Factors / Key Performance Indicators

  • 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

 

 

Posting, reporting and work relations

  • 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

 

 

Required qualifications

  • 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.

 

Notice for candidates from Russia and Central Asia

If you are a candidate from any of the below mentioned countries wishing to explore employment opportunities with Grundfos, we would like to firstly thank you for your interest, and urge you to visit the job page of your country to apply for specific positions that interest you, rather than create a talent profile in
our system. This is suggested to ensure full compliance with the data privacy
requirements of your country.

Russia, Belarus, Kazakhstan, Uzbekistan, Turkmenistan, Tajikistan, Afghanistan, Kyrgyzstan

Talent profile

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