The BDM reports to the Country Manager functionally and dotted line reporting to HGM Commercial Leader. The primary responsibility of the BDM is to make market and win competitively, ensuring that sales objectives from assigned product line(s) are achieved within the assigned region through a coordinated sales effort utilizing all available sales resources.
BDM’s must be market experts, help to develop new opportunities through sales enablement and have knowledge of product, technology and competitive trends to win.
Job Purpose :
Responsible for active customer presence to enable sales and (Accelix) Condition Monitoring Online growth. Maintains up to date technical, product knowledge and experience to support or close a sale, as well as to identify and close additional opportunities in cooperation with HGM FRS Sales Engineers.
Work cross-functionally with Service, Product Management and R&D, to innovate and support the commercialization of (long-term) Online projects (Hardware & Software / Accelix) sales.
Provide hands on training, installation and technical support to end users and supports sales enablement.
Primary Responsibilities :
Search, identify& qualify potential customers for CM Online Projects (Hardware and Software / Accelix), CM Project Consultants and Project Companies (who design new machine / factory projects, including CM)
Build relationship to key decisionmakers at positively qualified potential customers for CM online Projects, CM Project Consultants and Project Companies
Provides expertise to end users and partners at a commercial-technical product level.
Maintains self-technical and product expertise in order to sustain effectiveness as a product specialist, understanding product application in a variety of situations, and employing comprehensive knowledge of competitive products and industry standards.
Collaborate with other sales and marketing team members to prepare responses to proposals, produce demos, organize training and address customer-requirements.
Assists customers in understanding how our solutions can support their systems.
Act as an effective link between sales and product marketing, to drive market segment growth.
Uncover and identify new product development opportunities for the long-term success of the business.
Capture customer VOC (Voice of Customer) and feedback to BU teams.
Together with the BU, identify the opportunity to develop growth plans.
Work together with other functions to drive continuous improvement in the customer experience.
Using VOC techniques, capture insight on a periodic basis and encourage dialogue to anticipate future customer's needs;
share VOC with R&D / Engineering / Product management
Builds and maintains a network of colleagues, associations and customers to share information and obtain prospects (both in and outside of Fluke and other Fortive Op Co’s)
Provide customer training and demos to end users together with regional Sales Engineers
Responsible for sales enablement activity in region
May act as lead in a team when presenting products / services to existing or prospective customers.
Begins to build contacts with customers by being regularly available and responsive to their interpersonal and business needs.
Networks with the product management and engineering team to advance the needs of the customer while acting in the best interests of Fluke.
BSc in Mechanical Engineering or related discipline.
Minimum 8 years directly related sales experience (Condition Monitoring).
It would be highly advantageous to have worked previously for a CM Equipment Manufacturer.
You will have experience in looking after big customers
You are self-motivated with good communication and relationship building skills.
You are detail oriented and a team player with profound time management skills.
Fluent in English
Key Performance Indicators :
Achievement of sales targets (joint quota with Regional Sales Managers)
Potential Account / Key Account relationship building
Technical product and application knowledge
Long-term new product development project management (project milestone)
Please upload your resume and motivational letter as one PDF file.
Using your first and your last name as file name.
Example : firstname.lastname.pdf.