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Job Description
- Responsible for sales territory SIU Flexible Packaging In Egypt and Packaging and Converting for Morocco, Algeria, Libya, Mauritania for a customer base around 25 in 2020 going up to 75 in next 3/4 years.
- Responsible for 1.5M Euro in 2020 with plans to develop business with added new territories to 4 M euro in next 3/5 years Sales.
- Results and Cost Responsibilities: accountable for accurate planning and reporting
- Expand and secure existing customer relations
- Specific talks with customers and developers for general product consultancy, establishing specific demands, finding out about new product possibilities and identifying potential improvements.
- Monitoring market trends; actively participating in defining gaps and propose solutions
- Implement new products / systems or complementary product to the market as well as penetrating newly defined market areas
- Work in close cooperating with Area Technical Managers and technical labs
Job Requirements
MINIMUM REQUIREMENTS
- 7 years of relevant sales experience; related industry and B2B experience and related degree required
- Experience in flexible packaging and tape and label market
- Outstanding Commercial skills at all level of contacts
- Demonstrated sales experience with proven track record
- Proficient command of Arabic, English and French languages.
- Experience with PC skills in Windows environment
- A disciplined yet creative approach
- Good reporting skills.
PREFERRED QUALIFICATIONS
Sales Competencies & Behaviors
- Negotiation: Negotiates more complex situations within and outside of the organization. Thoughtfully develops creative solutions that satisfy all parties.
- Territory Management: A solid understanding of business, financials, products/services, the market and the needs of assigned accounts; may help to develop colleagues' understanding of business and other development needs.
- Presentation: Comfortably presents to a broad and diverse group, maintaining group focus and appropriately responds to unrehearsed questions. Progresses agenda.
- Questioning/ Listening: Actively listens to others; asks appropriate questions indicating interest in customers’ business with broad knowledge of the subject; focuses without interruption; evaluates verbal statements and nonverbal behavior to gain insight; responds appropriately in a non-judgmental manner.
- Communication: Delivers accurate, clear, and concise messages. Presents an open persona that encourages even the most reluctant person to express his/her views. Demonstrates the ability to recognize when others are having difficulty understanding his/her messages and adapts style appropriately.
- Prospecting: Applies effective techniques, promptly establishes connection with key contacts at new prospects with relevant messaging, assesses needs / interest and prioritizes in own pipeline activity.
- Team Player: Seeks to work with teams. Encourages people with opposing viewpoints to express their thoughts. Assumes accountability for team goals.
Knowledge
- Technical knowledge of products & services: Applies problem-solving skills using technical knowledge, and is able to independently, technically support customers
- Sales Process & Sales Tools: Creates advantage through deep understanding of customer needs and accelerates sales process by selecting the right opportunities
- Trends in market & Industry: Has a broad understanding of markets and industry, and frequently weaves knowledge into conversations with customers
- Supply chain: Is able to optimizes offer for the customer and HBF by creatively using supply chain knowledge
- Equipment & application process: Able to recommend basic improvements to customers' processes
- Substrate: Has broad working knowledge of multiple substrates with advantages and disadvantages of each
- Business Acumen: Consistently applies pricing strategy to achieve margin goals; has broad understanding of all key business concepts.
- Accountabilities: Ability to train & mentor entry / new sales roles; Demonstrates an ability to communicate and influence at all levels; Technically competent and independently able to manage demonstrations and technical problem-solving; focused on growth (larger opportunities), and optimizing price and profitability
- Accountable for delivering results
- Degree of Supervision: Low degree of supervisory contact
