Sales Engineer

Jobtitel: Salgsingeniør - Fødevarer og drikkevarer og rene processer - Norden

Sted: Norden

Stedstype: Fjernarbejde (på patch)

Hjemmeside:

Gruppe:

Watson-Marlow er en brancheførende teknologiorganisation dedikeret til udvikling af væskehåndteringsløsninger til life science- og procesindustrien. Vi hjælper vores kunder med at levere kritiske produkter og tjenester, der spænder fra frisk drikkevand og terapeutiske lægemidler til fødevarer og papir. Gennem vores løsninger hjælper vi virksomheder med at blive mere effektive, bæredygtige og rentable.

Job Summary:

Som salgsingeniør vil du spille en central rolle i at drive bæredygtig forretningsvækst ved at etablere og pleje kunderelationer, levere teknisk ekspertise og promovere vores innovative væskehåndteringsløsninger på tværs af en udpeget region og undersektor. Aktivt søge selvgenererede vækstmuligheder. Som en betroet rådgiver vil du kombinere teknisk viden med kommerciel skarpsindighed for at levere skræddersyede løsninger, der opfylder kundernes behov, samtidig med at de er i overensstemmelse med vores totale kundeløsningstilgang.

Du vil være ansvarlig for at identificere og engagere potentielle kunder, administrere en robust pipeline af muligheder og understøtte vækst af nøglekunder gennem rådgivende salgspraksis. Rollen involverer hyppig interaktion med kunder, herunder besøg på stedet og virtuelle demonstrationer, for at fremvise funktionerne og fordelene ved vores banebrydende produkter.

Din evne til at arbejde selvstændigt, rejse meget og tilpasse dig dynamiske udfordringer vil sikre succes i denne betydningsfulde rolle.

Hvad du skal lave

• Konsultativt salg Brug en konsultativ tilgang til at guide kunderne gennem deres købsproces. Start med at undersøge hver kunde for at danne en hypotese om deres potentielle smerte eller gevinst. Valider dette direkte med kunden, og hjælp derefter med at afgrænse og definere problemet. Udvikl en skræddersyet løsning og implementeringsplan sammen med kunden.
• Account Management: Etablere og vedligeholde en bæredygtig pipeline af potentielle muligheder ved at vækste nøglekunder og hurtigtvoksende industrier inden for den udpegede sektor.
• Forretningsudvikling: Identificer og engager potentielle kunder gennem research, netværk og branchearrangementer, og promover hele Watson-Marlow-produktsortimentet.
• Kundepartnerskab: Ager som en betroet rådgiver for eksisterende kunder, tilbyd teknisk ekspertise og opbygg langsigtede relationer ved at forstå kundernes behov, fejlfinde problemer og give proaktive anbefalinger for at forbedre systemets ydeevne.
• Håndtering af salgsleads: Tag ejerskab over salgsleads og forespørgsler, giv skræddersyede tilbud og sørg for rettidig opfølgning.
• Strategisk allokering af arbejdsbyrde: Strategisk allokering af arbejdsbyrde på tværs af EMEA-supportfunktioner for at frigøre kapacitet til kommercielle initiativer med stor effekt.
• Produktdemonstration: Besøg proaktivt kunder og deltag i messer, der fremviser Watson-Marlow-produkter gennem demonstrationer på stedet eller virtuelle, med fremhævelse af funktioner, fordele og anvendelser i den virkelige verden.
• Undersøgelse af tendenser: Undersøg konkurrent-, markeds- og branchens tendenser; engager dig i løbende faglig udvikling for at forblive på forkant med branchens fremskridt; del indsigt og bedste praksis med globale kolleger for at forbedre den kollektive succes.
• Brug af CRM-værktøjer: Brug CRM-værktøjer til at spore og administrere kundeemner, sikre konsekvent opfølgning og progression gennem salgstragten og levere præcise og rettidige prognoser for at understøtte bæredygtig forretningsvækst.
• Fremme af samlede kundeløsninger: Implementer ambitionen om samlede kundeløsninger ved at udnytte rådgivende salgsfærdigheder og agere som en sand 'partner' for den vigtigste kundebase.
• Fremme kerneværdier: Fremme kerneværdier og fremme en kultur præget af sikkerhed, samarbejde, kundefokus, ekspertise og respekt på tværs af teams for at levere exceptionelle resultater.

Dette er, hvad du skal bruge for at få succes i denne rolle

• En bachelorgrad eller diplom i et beslægtet fag eller tilsvarende teknisk erfaring inden for en beslægtet branche er påkrævet.
• På grund af vores forretning skal du have teknisk salgserfaring med salg af procesudstyr eller lignende tjenester/produkter til kunder i industrielle processer. Erfaring med drikkevarer og rene processer er en fordel.
• Du vil have en stærk kommerciel forståelse og dokumenteret evne inden for både key account management og forretningsudvikling i et teknisk B2B-miljø.
• Vores salgsingeniører skal ofte handle selvstændigt, derfor er det vigtigt at have iværksætterfærdigheder, herunder problemløsning, budgettering, netværk og samarbejdsevner.
• Ansigt-til-ansigt-interaktion er afgørende for partnerskaber, så evnen til at rejse 60-70% på tværs af det udpegede område er afgørende.
• Da vi er en virksomhed med hovedsæde i Storbritannien, er det vigtigt med engelskkundskaber, og på grund af geografien og kundernes behov er dansk også påkrævet. Andre nordiske sprog er en fordel.

Job Title: Sales Engineer - Food, Beverage and Clean Process Nordics

Location: Nordics

Location Type: Remote (on patch)

Website:

Group:

Role Summary

As a Sales Engineer, you will play a pivotal role in driving sustainable business growth by establishing and nurturing customer relationships, providing technical expertise, and promoting our innovative fluid management solutions across a designated region and subsector. Actively seek Self Generated Growth opportunities Acting as a trusted advisor, you will combine technical knowledge with commercial acumen to deliver tailored solutions that meet customer needs while aligning with our Total Customer Solutions approach.

You will be responsible for identifying and engaging potential customers, managing a robust pipeline of opportunities, and supporting key account growth through consultative sales practices. The role involves frequent interaction with customers, including on-site visits and virtual demonstrations, to showcase the features and benefits of our cutting-edge products.

Your ability to work autonomously, travel extensively, and adapt to dynamic challenges will ensure success in this impactful role.

What you'll be doing

• Consultative selling Use a consultative approach to guide customers through their buying journey. Start by researching each customer to form a hypothesis about their potential pain or gain. Validate this directly with the customer, then help scope and define the problem. Co-develop a tailored solution and implementation plan with the customer.
• Account Management: Establish a and maintain a sustainable pipeline of potential opportunities by growing key customers and high-growth industries within the designated sector.
• Business Development: Identify and engage potential customers through research, networking, and industry events, promoting the full range of Watson-Marlow products.
• Customer Partnering: Act as a trusted advisor for existing customers, offering technical expertise and building long-term relationships by understanding customer needs, troubleshooting issues, and providing proactive recommendations to enhance system performance.
• Managing Sales Leads: Take ownership of sales leads and inquiries, providing tailored quotations and ensuring timely follow-ups.
• Allocating Workload Strategically: Strategically allocate workload across EMEA support functions to free capacity for high-impact commercial initiatives.
• Demonstrating Products: Proactively visit customers and attend exhibitions showcasing Watson-Marlow products through on-site or virtual demonstrations, highlighting features, benefits, and real-world applications.
• Researching Trends: Research competitor, market, and industry trends; engage in ongoing professional development to stay at the forefront of industry advancements; share insights and best practices with global colleagues to enhance collective success.
• Utilising CRM Tools: Use CRM tools to track and manage leads, ensuring consistent follow-ups and progression through the sales funnel, and deliver accurate and timely forecasts to support sustainable business growth.
• Driving Total Customer Solutions: Adopt the Total Customer Solutions drive by utilising consultative sales skills and acting as a true 'partner' to the key customer base.
• Championing Core Values: Champion core values, fostering a culture of safety, collaboration, customer focus, excellence, and respect across teams to deliver exceptional results.

This is what you'll need to be successful in this role

• BSc or Diploma in an aligned subject or equivalent technical experience within in an aligned industry is required.
• Due to the nature of our business you will need technical sales experience selling process capital equipment or similar services/products into industrial process customers. Beverage and Clean Process experience is an asset.
• You will have a strong commercial accuman, with a proven ability across both key account management and business development in a technical B2B environment.
• Our sales engineers are often required to act independently, therefore its essential to have entrepreneurial skills including problem solving, budgeting, netowkring and collaboration skills.
• Face to face interation is essential for partnering so the ability to travel 60-70% across the designated patch is essential.
• As we are a UK headquartered business proficiency in English is essential, due to the geography and customers in Danish is also required. Other Nordics languages are an asset.

At Watson-Marlow, we believe in taking care of our colleagues. We offer a generous benefits package, including:

• A competitive salary
• Flexible working arrangements
• A generous holiday allowance
• Three days' paid volunteering leave
• Additional support and benefits through our Everyone is Included Group Inclusion Plan

Everyone is Included at Spirax Group

We are passionate about creating inclusive and equitable working cultures where everyone can be themselves and achieve their full potential. For us, that means supportive teams and strong relationships where everyone's contribution is valued - across social and cultural backgrounds, ethnicities, ages, genders, gender identities, abilities, neurodiversity, sexual orientation, religious beliefs, and everything else that makes us human and unique.

We want everyone to be able to make their difference here, so we will always consider requests for flexible working.

We know that everyone needs some extra help from time to time too, so we have introduced a range of additional benefits through our Group Inclusion Commitments. These include

• Gender-neutral parental leave
• 15 days of extra paid caregiver leave
• Paid time off and support for anyone experiencing pregnancy loss or domestic abuse
• Menopause-friendly workplace principles and more

Learn more at

We are also a Disability Confident Committed Employer. If you would like to apply using this scheme, please select this option in our application form.

We are an equal opportunity employer committed to fostering an inclusive and diverse workplace. We encourage candidates from all backgrounds to apply.

If you require accommodations during the application process, please let us know.

Company Overview

At Watson-Marlow Fluid Technology Solutions, part of Spirax Group, we are driven by innovation and are dedicated to creating an inclusive workplace where everyone is empowered to make a difference. As a world leader in manufacturing peristaltic pumps and associated fluid path technologies for the life sciences and process industries, we offer a wide range of products, including tubing, specialised filling systems and products for single-use applications.

Our shared Purpose is to create sustainable value for all our stakeholders as we engineer a more efficient, safer and sustainable world. Our technologies play an essential role in critical industrial processes and industrial equipment across industries as diverse as Food & Beverage, Pharmaceutical & Biotechnology, Power Generation, Semiconductors and Healthcare. With customers in 116 countries, we provide the solutions that sit behind the production of many items used in daily life, from baked beans to mobile phones

Our inclusive culture and Values, unites us, guides our decisions and inspires us everywhere that we operate. We support our colleagues to make their difference for each other as well as customers, communities, suppliers, our planet and shareholders by creating a truly equitable working environment where everyone feels included.