Openings at FLSmidth

About the role

• The Applications Engineer, Site Sales role is an entry level position in which successful candidates undergo a two-year training program under the Pumps, Cyclones, and Valves Products team to learn all aspects of sales and technical support. This includes evaluating applications to select proper equipment, troubleshooting, and performing basic system calculations. Applications Engineers will also mentor under current PCV Sales team members, learning about customer intimacy and helping provide solutions. The end goal of the program is to develop the next generation of PCV Sales.

About the department

• Applications Engineers for KREBS Pumps, Cyclones, and Valves work in the Products department for some of the highest revenue earning product lines within FLSmidth. The department leads all strategy and technical support for these three products. Responsibilities include inventory, pricing, and margin strategy, driving product developments including guidance and rollout, product technical expertise, general marketing support, and much more.
• After successful completion of program and promotion, you will join our PCV Sales team, where your new responsibilities will be to support our existing installation base, increase market share in core markets, and grow new market opportunities.
• We know you have a life outside of work which is why we offer a range of benefits that allow you to plan your life accordingly. We therefore endeavor to promote a lifestyle that meets your individual needs while also enabling you to be fully engaged at work. 

You will (your responsibilities): 

• Travel with PCV sales to local sites (about once every two weeks), learning site visit protocol, product expertise, and customer intimacy.
• Provide product technical support to sales and customers around the globe both onsite and online. This includes product sizing, troubleshooting, wear life analysis, and condition monitoring reports.
• Learn RFQ and proposal submittal process by being lead agent on at least 5 major projects.
• Complete rotation in our PCV lab, learning about equipment testing, sampling, and reporting.
• Learn to be comfortable presenting in front of large groups of internal and customer audiences with a target of mastering expert level product training courses and being able to communicate our product benefits.  
• Complete training on and learn various sales tools and internal processes.
• Complete all key performance indicators (KPI’s) in order to complete program and join PCV Site Sales team as permanent member.

You have (Your qualifications): 

• A strong desire to go into PCV Site Sales after completion of the program and are willing to relocate to sales area where needed.
• Bachelor's Degree in Engineering, Math, Science, or Business with a strong technical foundation and ability to learn.
• Ability to live in the Johannesburg, South Africa area and work full time out of our Stormill, Roodepoort office for duration of two-year training program (this is not a remote position).
• Willingness and ability to travel locally (about once every two weeks), and regionally (around 3-6 times over two years)
• Positive attitude and ability to work with others in a team environment.
• The ability to absorb and apply knowledge at a high rate.
• The desire to go above and beyond to drive positive change in our organization.

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• Focuses on retention and strengthening of client relationships. Accountable for sales to designated customer accounts, typically within a defined geographical area. As multiple accounts owner, responsible for supporting customers' productivity with the full range of life cycle offerings in the specific territory. Develops sales competence in the territory and driving Order intake growth to the strategy.

Key Accountabilities:

• Focuses on account planning and face-to-face selling of FLS products and services
• Supports development of medium to long-range sales plans and prepares strategies to protect, grow, and diversify the relationship with a defined group of customers
• Identifies opportunities in existing customer installations for replacement of equipment with products/equipment from the FLSmidth portfolio (increased wallet share)
• Manages a team of Site Account Managers and is responsible for setting targets and objectives in alignment with the Area/Region goals
• Identifies and manages interactions with assigned group of existing customers to identify cross/up and repeat sales opportunities
• Ensures problem resolutions and ensures customers receive high quality customer service
• Ensures development of client retention and growth plans and strategies for developing profitable business with assigned accounts
• Develops Site Account Managers to enable sustainable support to Customer base and provide feedback on Market and Pricing.
• Promotes a culture of personal and team safety, including others who may be affected by the company’s operational activities

Requirements:

• B.S. in Engineering or Business degree
• 7+ years of experience selling in the mining industry
• Demonstrated ability to grow order intake
• Success in mentoring peers

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Role Purpose: 

• Accountable for sales and overall strengthening of relationships to designated customers within a defined geographical area. Contributes significantly to territory’s overall growth by applying knowledge of multiple FLS product and services offerings along with sustained customer relationships.
• Business Development: Develop and execute strategies to reduce white spots, increase wallet share, and capitalise new opportunities (e.g. M&A, agent agreements) 
• Customer Relationship Development / Prospecting: Indicate key customer stakeholders and develop/implement relationship management plans for potential customer accounts
• Customer Relationship Management/Account Management: Maintain a plan for existing customer accounts to identify and build relationships with relevant decision-makers and influencers. Enable two-way flow of information, regularly exchanging feedback and recommendations
• Customer Needs Clarification: Apply LoM principles; Set clear objectives for each sales call/meeting, tailor content to appeal to customers, ask relevant questions, and effectively respond to areas requiring further explanation
• Sales Opportunities Creation: Develop a network within the sales territory and overall industry and represent the organization both internally and externally to identify sales opportunities, promote FLS, and enhance its reputation.
• Sell Customer Propositions: Identify the products and/or services offered by the organization that meet the customer's needs; present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement.
• Promoting Customer Focus: Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships.
• CRM Data: Manage current, quality customer information in the CRM system
• Data collection & analysis: Capture and apply data to illustrate pipeline development (e.g. installed equipment data)
• Operational Compliance: Adhere to company policies, processes, and code of conduct
• Personal Capability Building: Participate in development activities, apply new tools, and maintain current understanding of industry trends
• Technical Capability Building: Participate and complete certification on FLS Technologies and develop core understanding of key commodity process flowsheets and metallurgy.

Requirements :

• B.S. in Engineering or Business degree
• 5+ years of experience selling in the mining industry
• Demonstrated ability to grow