Manager Sales Engineering Services Job in Veghel, Netherlands

A challenging role with Vanderlande will help you to develop your career and satisfy your ambitions. We are the global leaders for value-added logistic process automation at airports and in the parcel market, as well as a leading supplier of process automation solutions for warehouses. Our systems are operational at more than 600 airports – including 14 of the world’s top 20 – the world’s leading parcel companies, and 12 of Europe’s top 20 e-commerce companies.

Established in 1949, Vanderlande employs more than 4,500 people in more than 100 countries, all committed to moving our customers’ businesses forward. Our unique capabilities include integrating hardware, software and services into tailor-made solutions. The result is a distinctive track record in innovation, reliability and partnership. Our global presence provides an unrivalled 100 site-based teams, who ensure that our customers enjoy an optimum level of performance, 24/7.

Through building strong relationships – as well as enjoying our work and a more varied social life – the focus at Vanderlande is on the freedom to express ourselves while being trusted to deliver on every level. This is one of the key criteria on which Vanderlande has been assessed to become the number one Best Employer in The Netherlands for 2016.

If you’re ambitious and would like your career path to lead you to the fast-moving world of Vanderlande, then please contact us to set these challenges in motion.

Vanderlande – challenges in motion

Manager Sales Engineering Services Job Description

Position and department
The Sales Engineering department of the BU Airports at Vanderlande is responsible for the translation of customer requirements in competitive designs, generating quotes and other sales documents as requested in tender processes, calculating prices, analysing risks and opportunities and supporting sales managers in front of the customer and/or consultant by giving technical presentations.

At the Sales Engineering department it is all about understanding the requirements of the customer, doing what is needed to win the project and ensuring that what is offered is both competitive and feasible in terms of costs, solutions and planning. Within the department Sales Engineering Services is responsible for the solution and pricing of service projects and O&M contracts. The service sales engineering department reports to the Director Sales Engineering Airports. 

Role and objective
As Manager Service Sales Engineering you will be responsible for setting up and developing the service sales engineering department. Together with Service Account Managers you will draft the (key) customer account plans and sales strategy for service, including product developments needed to succeed.

You will be responsible for the (quality of the) concept and pricing of service projects and O&M contracts in a high-dynamic environment. For major contracts you will manage the bid phase. Where relevant a strong and pro-active collaboration with the project sales team is established. 

Tasks and Responsibilities
In this role, you will:

• Set up and develop the Service Sales Engineering department within the Airports EMEA organization
• Lead the team in tactical and strategic responsibilities related to service sales engineering on service projects and O&M contracts
• Play a leading role at the concept stage. You are the expert and will direct the concept and sales project team comprising all the crucial disciplines for the sales stage (sales, engineering, service, IT, HLC, legal, pricing, planning, etc.). 
• Manage the bid phase for major contracts.
• Be responsible for the quality of the solution and the cost price (and thus also the margin) of service projects and contracts. 
• Work independently on service projects and/or O&M contracts < 25 million.
• Take on a leading role in deciding which direction to take in customer portfolio and service products. 
• Keep overview on multiple outstanding bid phases and identify and communicate the impact of solution and pricing choices to the attention of senior management.
• Give leading input for (key) customer account plans.
• Take an identical role within bid phases for projects, based on resource needs.

Manager Sales Engineering Services Job Requirements

Job requirements

• A Master's degree (preferably in a technical program).
• 5+ years experience in sales engineering and/ or service management
• Leadership flexibility in working with different cultures and business maturity levels.
• Ability to communicate and influence on senior/director level with customers. 
• Commercial awareness, able to generate sales leads and sales.
• Clear understanding of cost calculations and overall costs of concepts.
• Entrepreneurial skills in terms of innovation and problem solving.
• High level of business acumen, understanding and dealing with risks and opportunities in a manner most likely to lead to a positive outcome.
• A result oriented mindset; high ability to think, act and decide to achieve the intended objectives and results.
• Ability to plan and execute work based on bid phase needs.
• Process oriented, strong analytical capabilities. Based on analysis and experience, able to pinpoint the weak spots in concepts. 
• Able to add value to a number of projects and contracts at the same time.
• Excellent verbal and written skills in English. 

• Strong stakeholder management and negotiating skills are essential in this role.
• Able to act as a senior business partner for senior management.
• Leadership flexibility and cultural awareness. 
• Strong customer focus.
• Conceptual and structured thinker.

• 27 days’ vacation & 13 ADV (working hours reduction) days
• Flexible working hours
• Laptop / phone
• Training facilities
• Travel expenses
• Collective pension scheme and insurance facilities for healthcare, car, WGA (Return to Work Scheme for the Partially Disabled) etc.

Manager Sales Engineering Services Application Information

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Manager Sales Engineering Services Summary

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