Technical Sales Specialist Pump

Purpose of Role:

To build and develop the APAC markets and establish the long-term business strategy for Pumps with a view to increase market share in traditional markets identify and grow new market opportunities and to significantly grow the revenue base for the Pumps offering in the APAC market. Continuously improve operational efficiency and the technical competence of the local team; and contribute strongly to the overall company results culture and development. Work collaboratively with APAC Capital Sales & Site Sales Services teams Other Regions PCV teams and Global Product Line Management to secure orders. Accountability for the Cyclone Budget in APAC.

Major Responsibilities:

Responsibilities and duties include but are not limited to:

• Lead the capital sales process for Pumps proposals establishing & maintaining key customer relationships primary selections technical sales establishing pricing strategies negotiating proposals and securing orders for FLSmidth.
• Lead the site conversions for Pumps on competitor installed base propose technical solutions to improve pumps performance and reduce total cost of ownership for customers.
• Establish strategies to protect the Pumps installed base of FLSmidth and ensure the customers are supported technically and operationally within the broader PCV & Site Sales support networks.
• Be responsible for new business development by prospect for potential new clients and turn this into increased business
• Meet potential clients for growing maintaining and leveraging off current client network to grow revenue opportunities.
• Accountability for the Pumps budget in APAC with preparation of budgets & forecasts & other ad hoc reporting as required and support the team to achieve the results.
• Financial performance of Pumps OI Revenue & CM% responsibility for APAC resides with this role.
• Lead the development of sustainable profitable growth within FLSmidths PCV by implementing the long-term strategy; continuously improve operational efficiency and the technical competence of the local team; and contribute strongly to the overall company result culture and development.
• Strive for continuous improvements in our Safety First and Quality-focused culture. Grow and develop engage and motivate a large and diverse team (sales and product support teams) to continually increase customer satisfaction. The clear focus is thorough execution to deliver results.
• Ensure product design is maintained to Australian safety standards and the quality of the product is consistently premium and never compromised whilst ensuring a focus on Safety First and Quality at all times;
• Work with Sales and proposals teams to develop proposals that addresses clients needs concerns and objectives
• Participate in pricing for new products
• Arrange and participate in internal and external client debriefs.

• Be responsible for Business Development Planning and attend industry functions such as association events and conferences and provide feedback and information on market and creative trends.
• Present to and consult with mid and senior level management on business trends with a view to developing new services products and distribution channels.
• Using knowledge of the market and competitors identify and develop the product offerings unique selling propositions and differentiators.
• Be responsible for Management and Research and maintain a thorough understanding of the Pumps offered both by FLSmidth and their competitors and what the new developments for pumps are in the market place and ensure the FLSmidth offering is cutting edge and competitive. The overall aim to provide sustainable productivity enhancements to FLSmidth customers with advance cyclone solutions.
• Enhance the potential of existing products by championing more effective production processes and development of local supply chains to support quality manufacturing of Pumps parts spares and units regionally with better lead times and improved price levels. Provide the end-to-end solution to make this change and engage all internal /external stakeholders develop budget and project manage the outcome within a set timeframe.
• Collaborate with PCV teams in Other Regions to ensure we secure capital projects outside our APAC region ensuring great customer service if order is placed locally.

• Any other duties as reasonably directed by your Supervisor

Knowledge Skills & Experience

• Bachelors degree in relevant discipline.
• At least 10 years specific Pumps technical capital proposals & field troubleshooting experience within the mineral processing industry either in Australia or overseas.
• A high level of understanding of Pumps solutions will be highly regarded
• Existing strong network of key stakeholders within mineral processing industry.
• Demonstrated ability to develop strong relationships and credibility both internally and with external clients with strong customer service skills & technical solutions.
• Demonstrated business acumen to develop realistic business plans with stretch targets and the clear plan to reach those targets.
• Highly developed negotiation skills and demonstrated experience in conducting successful negotiations as a company representative.
• Highly developed sales skills with the ability to close deals and also willingness to support local sales team.
• Ability to work in a team or individually on multiple concurrent projects.
• Computer experience using standard MS Office suite of programs is required
• Demonstrated ability to deliver in a fast-paced changing environment while maintaining high attention to detail.

Safety:

• All employees and workers are required to conduct themselves in accordance with our HSE Vision to achieve Zero Harm to; our people the environment we work in our customers and our suppliers.
• All employees much have a positive approach toward continuous safety improvements.
• The employee or worker must comply with all aspects of the FLSmidth HSE Policy and any reasonable instructions procedures or systems of work which are given in the interest of providing safe workplaces and eliminating environmental harm.
• The employee must take reasonable care for their own health and safety and ensure that their actions do not adversely affect the health and safety of any other person in the workplace.

Behaviours:

• Deliver on set strategic priorities of FLSmidth and inspires a shared vision for its future direction.
• Reliable honest and loyal with a professional attitude and a strong customer service attitude
• Communicates effectively and appropriately with a variety of stakeholders including external partners teams colleagues and contacts.
• Interacts with colleagues internal and external clients in a professional manner.
• Works effectively within a team or other work group as appropriate.
• Works effectively with senior management colleagues and seeks opportunities for enhancing the effectiveness of teams.
• Considers and respects the ideas circumstances and feelings of others.
• Treats everyone with fairness and respect adhering to the principles of diversity and inclusion.
• Takes ownership of own performance and development.
• Assists and supports the development of others.
• Identifies and champions new approaches for improving organisational results and achievement.
• Supports promotes and implements change encouraging the adoption of new methods and overcomes barriers to acceptance.
• Provides direction on how to manage conflicting priorities and tensions.
• Buys in to and makes recommendation for continual improvement within their area of responsibility
• Takes accountability for level of performance and success.

Challenges

These are high level challenges required of the role.

• Pumps OI APAC CAGR % as per strategic initiatives
• Take the lead & ensure cyclone capital projects or conversions are converted to orders dont wait for others to make this happen.
• Develop strong customer relationships & networks well in advance of projects that allow you to deliver on growth targets

Travel - Travel is expected in this role. Volumes will vary based on the requirements of the role.

FLSmidth is the leading supplier of engineering equipment and service solutions to customers in the mining and minerals industries for more information please visit Experience:

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