COT1 katja pitschmann

Sales Director Drive Components North AmericaSaline | Job ID 10388

  • Job ID 10388
  • Division Components
  • Organization Liebherr Components Northamerica
  • Area of employment Sales
  • Country United States
  • Entry level Management positions
  • Type of contract full time
  • Date of entry ASAP

Through direction from Divisional Director Components and in agreement with the Business Unit’s global sales strategy, the Sales Director Drive Components North America develops and acquires accounts/key accounts in various key industry segments, preferably but not limited to construction machinery/equipment, Maritime Applications and various other industrial applications. This position is responsible for driving business development in the LUS-Components Division and ensure the COT- Business Units Drive Components are successful in existing and new market segments in North America.

Responsibilities

  • Analyze and monitor markets/industry segments for opportunities, trends and future developments with respect to business and product development
  • Develops a business plan and sales strategy for the defined market segment(s) that ensures attainment of company sales goals and profitability. Initiates and coordinates development of marketing and action plans to penetrate market segment(s) and application(s).
  • Arrange and negotiate customer specific Terms and Conditions for sales and delivery, supply contracts, non-disclosure agreements and other legal documents in coordination with Divisional Director LUS-Components Division.
  • Recruits, tests, and hires future sales team members based on requirements of and criteria agreed upon by senior management of Business Units and Divisional Director LUS-Components Division.
  • Responsible for the performance of the sales team. Prepare action plans by sales team for effective search of sales leads within the defined strategy.
  • Receive, examine and clarify customer specifications in accordance with application requirements and manages the projects with the customer. Uses his technical knowledge and expertise of mechanical engineering and hydraulics, to find and offer the best product solution to the customer.
  • Work in close collaboration with the respective Business Units of Liebherr Components’ business development and application engineering groups
  • Ensure and monitor sales team utilizes the CRM system to increase effectiveness.
  • Support the sales team in technical and commercial negotiations for quotes and orders, including, but not limited to frame agreement or supply agreement contracts, with new and existing customers
  • Meets established sales quotas and revenue goals. Insures that all sales team members meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes. Responsible for the performance and development of the sales team.
  • Maintains accurate records of all pricings, sales, and activity reports submitted by sales team.
  • Ensure timely, accurate and competitive pricing on all opportunities while striving to maintain maximum profit margin.
  • Provides timely feedback to senior management regarding performance.
  • Controls expenses to meet budget guidelines.
  • Compiles regular KPI or other Sales Reports in coordination with Divisional Director LUS- Components Division and/or Business unit’s requirements using CRM as a leading instrument for working, documenting and reporting. Ensures sales team utilizes the CRM system to increase effectiveness and transparency on multiple levels.
  • Compiles and submits for approval yearly sales forecasts on a customer-by-customer basis for the respective markets.
  • Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the SRB sales team.
  • Travel up to 50% of the time within North America and plus up to 20% overseas, mainly to Europe
  • Ability to maintain a valid driver’s license and passport

Competencies

  • Leadership – Inspires and motivates others to perform well and accepts feedback from others.
  • Management – Includes staff and support leadership team in planning, decision-making, facilitating and process improvement.
  • Judgment – Displays willingness to make timely decisions and exhibits sound and accurate judgment.
  • Delegation – Delegates work assignments, gives authority to work independently, sets expectations and monitors delegated activities.
  • Planning and Organizing – Prioritizes and plans work activities, uses time efficiently and develops realistic action plans.
  • Selling Skills: Demonstrates strong selling skills and makes sales that meet customer needs.
  • External Awareness: Keeps informed about market conditions, competitive information and political factors that may influence the goals of the organization.
  • Analytical Thinking: Breaks down problems and issues into components and analyzes the costs, benefits, opportunities and risks associated with each alternative solution.
  • Problem Solving – Identifies problems, gathers and analyzes information, and resolves issues in a timely manner.
  • Software Skills:  Excellent knowledge of MS office, ERP systems, and computer aided design software.
  • Negotiation Skills: Listens to all points of view and negotiates compromise.
  • Product and Application Knowledge: Has an excellent understanding of the product line and in-depth mechanical and hydraulic engineering knowledge related to Drive Components, such as gearboxes and winches. Has technical sales experience in construction/cranes industry and/or maritime/offshore applications and/or within other industrial applications.
  • Relationship Building / Networking: Builds rapport with a variety of people and develops alliances to work together toward common goals.
  • Integrity: Consistently demonstrates honesty, fairness, trustworthiness.
  • Communication: Organizes and expresses ideas and information clearly, using appropriate and efficient methods of conveying the information. Presents information professionally in front of an audience. Proficient in MS Office.
  • Initiative: Works independently to solve problems. Looks for opportunities to take on more responsibility.
  • Capability of travelling overseas, mainly Europe, for business and training purposes.
  • Familiar with U.S. Export and Import regulations.
  • Education and Experience: Master’s Degree in Mechanical Engineering or Hydraulic Engineering and/or other related science/engineering field or equivalent combination of education and experience; 15 years of experience in a related industry and at least 10 years in a Sales, Sales Support, Application Engineering, Business Development and/or Product Management role.

Our Offer

  • A comprehensive benefits package that includes major medical, dental and vision insurance; 401K plan with company match, paid vacation and personal days. Applications are only accepted via the online-portalwww.liebherr.com.

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  • Job ID 10388
  • Division Components
  • Organization Liebherr Components Northamerica
  • Area of employment Sales
  • Country United States
  • Entry level Management positions
  • Type of contract full time
  • Date of entry ASAP

The company

Liebherr in the USAIn line with its international growth, Liebherr’s venture into the United States began in 1970. Within a couple of years, the company expanded and completed its production facilities in Newport News, VA for its product line of hydraulic excavators. It was later converted into Liebherr’s manufacturing facility for mining trucks and remains home to Liebherr Mining Equipment Newport News, Co.  In addition to its production facility, Liebherr markets a wide variety of products and technologies through its companies located across the United States. The companies are Liebherr- Aerospace Saline, Inc., Liebherr Gear Technology, Inc., Liebherr Automation Systems, Co., and Liebherr USA, Co., the umbrella company for eight divisions that are positioned across the United States. 

Contact person

Laurie Perkins