Regional Sales Manager

Position Summary  :

The Regional Service Manager is the Seller of BUSV. The RSM is initiating sales conversations and making the selling process easy for the customer. The RSM recommends and push the best Services Products for the customers’ needs. With this function he become accountable of the business development of the products sales in the area.

• 70~80% of the job done on customers sites over on the area 
• Area is Africa & Middle-East 
• Main Products responsibilities : Sheet-Fed / Corrugated Board  

Main Responsibilities :

1. Grow service & parts business revenues and accelerate sales growth in the region 
2. Increase sales of service focus items  
3. Sustain/ improve customer satisfaction 
4. Develop the relationship with decision makers within the customers’ organization 
5. Intervene in case of overdue cases for selected customers 
6. Participate in customer calls and internal event analysis sessions, as requested 
7. Roll out and implement newly developed service offerings 
8. Lead the market intelligence work for her/ his concerned territory (including price levels, competition actions, market dynamics) 
9. Build up on an industry network including brand owners pain points knowledge 
10. Drive Customers contacts to organize Maintenance plus and Premium visits. Lead maintenance contracts follow-ups. 
11. Make sure to do necessary customer contact database updates in case of changes or modifications 
12. Work cross functionally with machines capital sales team to deliver a combined value proposition to our customers. Promote and enable partnership between BUSF and BUSV 
13. Act in respect of the code of conduct and the values of the Company and encourage other to do so 
14. Any ad hoc task or project required  

KPI & Reporting  

1. Focus sales objective 
2. Quotations conversion rate to orders (Hit rate) 
3. Satisfaction measurement of targeted Key Account customers  
4. Closure efficiency  5. Overdues of dedicated customers 

Main Interfaces  

1. BSC Head 
2. Customers  
3. Service Factory  
4. Technical Support 
5. Customer Care  
6. Finance   

Critical Skills & Personal Attributes  

1. Proven track record in developing commercial relationships and servicing clients. Service driven, solution and result-oriented 
2. Strong interpersonal skills  
   
3. Sharp negotiations skills (from prospecting to closing) 
4. Good industry market knowledge (incl. clients, competitors and understanding of brand owners operating mode) 
5. English (at least B2) and local language required (C2) and previous exposure to local culture 

Education & Experience  

1. Technical or commercial education (University level or equivalent recommended).  
2. 5 years and more successful experience in similar role in industrial domain. Ideally, exposure to manufacturing and production environment (to packaging industry a plus)