Sales Engineer - Concord Technology at Metso Outotec

JOB STATEMENT

Working in the Minerals Africa Team, the successful candidate will be an ambitious, strong team player that is driven to ensure that we win deals in a competitive market.

The successful candidate will primarily focus on the new Concorde Cell Technology with the objective of implementing an agreed upon sales approach that will expand our reach with end users and engineering firms alike, develop and grow the fine flotation market and drive sustainable revenue growth with the technology.

The successful candidate will act as the product expert in the Market Area (MA), working in conjunction with the grinding team to build campaigns, opportunity funnel, priorities, and solutions for customers. He / She will also work closely with the tier 2 Separation Business Line technical sales support colleagues to deploy product information, best practices, customer trainings and technology specific value argumentation.

JOB DUTIES AND RESPONSIBILITIES

• Responsible for growing the Concord Flotation Cell technology in Africa
• Undertake desktop research work required to define “right fit” opportunities and customers
• Arrange business meetings with prospective customers
• Present the Concord Cell Technology, its capabilities and business value to customers
• Propose and oversee test work (both at sites and at various laboratories) to validate desktop findings
• Develop a compelling value proposition to convert opportunities to sales
• Act as the technical interlinkage between MA and Business Line (BL)
• Build a strong network with all stakeholders (Customers, peers, Proposal Management, BL, Supply Chain, Project Delivery, Services and Laboratories)
• Compliance with sales process, Proposal and risk management procedures
• Work with the Senior Sales Management Team to contribute to the annual Sales Planning process amongst other things, set sales targets and to define strategies to meet the targets and to develop key initiatives for the product portfolio.
• Achieve or exceed agreed upon targets by working on existing opportunities in forecast and simultaneously nurturing opportunities in the hot list to move them up the sales funnel
• Use the Customer Relationship Management (Sales Force) tool to capture and to provide accurate updates to enable its effective use to manage the sales funnel
• Participate in weekly, monthly and quarterly sales review meetings
• Demonstrate a good understanding of the market, competitor position and activities, key economic indicators and to synthesise the data for use in developing or enhancing our go-to-market strategy and to feedback to the Product Group and Market Area team
• Conduct regular customer visits (75 % of the role’s time) throughout the sales region in conjunction with Account Managers and other key role players as required
• Conduct customer and industry technical presentations in addition to internal training as required
• Prepare customer visit reports in accordance with established format
• Perform opportunity bid-no-bid in accordance with established formats and processes
• Perform opportunity pre-bid tasks in accordance with established format and processes
• Use established processes to handover successful bids to the Project Execution team
• Review inquiries and determine the scope of supply, selection and sizing of equipment to provide the most appropriate technical solution. Take ownership of scope of sales cases as per established processes
• Must be able to use or be trained in using simulation, equipment sizing and product configuration programs
• Work in collaboration with Account Managers, Proposal Team, and relevant technical disciplines /experts to develop and execute on win strategies for the various sales opportunities

QUALIFICATIONS AND EXPERIENCE

• Garde 12 (Matric)
• Engineering or similar degree, technical trade qualification or diploma
• At least 5 years of proven track record in a technical sales or product support role
• Mineral Processing qualification will be an advantage
• Microsoft suite of products
• Customer Relationship Management experience
• Demonstrable record of strong technical acumen
• Experience working in a customer-focused and fast-paced professional environment
• Ability to read, interpret & use engineering drawings and specifications
• Ability to manage multiple assignments, priorities, and meet deadlines.
• Strong team player
• Ability to travel as required
• Strong negotiation and influencing skills, with the ability to build trust

RELATIONSHIPS

• Reports Directly to the Vice President - Mineral Sales, Africa

INTERNAL/EXTERNAL INTERFACES

• Customers
• Sales Managers
• Proposals team
• Project delivery team
• Account managers
• Separation BL / PG
• Suppliers
• Tier 2 sales support

SKILLS AND ABILITIES

• Customer-centric mindset, able to translate customer issues/needs into profitable business solutions for Metso Outotec
• Good interpersonal, communication, presentation & facilitation skills – Ability to influence.
• High attention to detail and accuracy
• Strong written and verbal communications skills are critical
• Prepared to work flexible work hours to meet deadlines when required
• Willingness to learn and continually improve own knowledge base
• Driven and independent self-starter focused on meeting or exceeding targets set
• Ability to manage own time
• Concern for all aspects of the job; accurately checking processes and tasks
• Adaptability: maintaining effectiveness when experiencing major changes in work tasks or the work environment; adjusting effectively to work within new work structures, processes, requirements, or cultures