Area Sales Manager Latin America - Ports and Maritime

Cavotec is a leading cleantech company that designs and delivers connection and electrification solutions to enable the decarbonization of ports and industrial applications.

Backed by more than 40 years of experience, our systems ensure safe, efficient and sustainable operations for a wide variety of customers and applications worldwide.

Summary :

• The Area Sales Manager is accountable for his / her region Order Intake and Contribution Margin targets.
• Close and deliver results based on the pipeline while reporting progress on projects to the Executive Sales Director on a regular basis
• Identify new business opportunities
• Maintain and develop high level sales relationships in order to maintain and increase market quotas
• REGION : Mexico, Central America, South America and Caribbean.

Requirements :

• Responsible for Order Intake and Contribution Margin coming from directly developed opportunities or coming from indirect sales channels (Intermediaries)
• Build and maintain a sales pipeline tracked on the CRM system (Salesforce)
• Ensure deployment of products strategic initiatives
• Relate to, coordinate with and manage key stakeholders in order to ensure and strengthen local partnerships
• Support the Executive Sales Director in deploying the global sales strategy facilitating growth and sales at the assigned area
• Support the Executive Sales Director in conducting Market Research to represent Cavotec and establish new / additional products / service offerings
• Develop a business plan covering order intake, contribution margin and revenue targets for the assigned area; assist in the development of the annual marketing plan
• Manage regional Intermediaries to meet agreed targets, and promote the organisation’s presence throughout the assigned area and market in support of direct activities or intermediaries activities.
• Identify new opportunities and promote system selling of division’s products
• Forecast Order Intake for each product within the assigned area
• Identify the major existing and new potential customers and markets and act as a company ambassador
• Identify the major top customers and ensuring their needs are being met, and that they are kept up to date with any new Cavotec products or developments through various methods including meetings and presentations
• Negotiate business opportunities and contracts with clients, based on pre-defined mandates or delegation levels.
• Monitoring progress and ensuring on-time delivery of larger projects
• Maintain a thorough understanding of cost and pricing structures for assigned products and customers
• Liaise with KAMs, in accordance with the Executive Sales Director, providing support and coordination for any Key Account in the designated area and market
• Responsible for contractual agreements with all Intermediaries
• Visit Ports / End-Users (together with Intermediaries, if there is any in the visited region) and provide offers to customers (to be prepared with Sales Support Manager).

Requirements :

• Electrical or Mechanical Engineering mandatory
• 2-5 years experience in industrial products selling
• Experience in the systems / solutions selling
• Sales Experience in the designated Region
• Experience in negotiating international sales contracts
• Management and interpersonal skills
• Good communicator, with fluency in English and Spanish (reading, spoken and written);
• Portuguese highly desirable
• Business development, Sales channels contracting, training, development and performance management
• Leadership, Entrepreneurial Spirit, Negotiation, Communication, Problem Solving, Influence

Candidates not in line with the requirements will not be considered.

Please attach your updated CV in English to your application.