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Job ID :
42898BR
Location :
Peru - San Isidro
:
Job Description
­
Sales Channel Manager - Mining (North Latam)
This person will be responsible to develop the position and the sales of ThermoFisher / CAD Division (mainly M&M) in the Mining industries in Peru and Colombia (main focus) including metals / copper mining + coal + cement + any other commodity mining industry in the region and also its logistics companies (like Ports). In a second stage we would like to expand also in Ecuador and Bolívia.
  • Responsible for the Sales of Thermo Scientific products into the Mining industry, more specifically a range of on-line analysis and sampling solutions (online analyzers for flotation process, laboratory equipment for material / ore analysis, etc), as also equipment for bulk material handling (BMH) and beneficiation/concentrator applications.
  • We will also look across CAD BUs like EPM to identify other opportunities we can grow sales in Mining in the same region
  • Responsible to identify, develop and manage sales partners / channels / distributors to maximize our market coverage in our target markets
  • Responsible to develop close relationships with our key target end customers:­Las Bambas, Cerro Verde, Buenaventura and others.
  • The territory scope of this position includes Peru, Colombia as main focus­(and all other in North LATAM such as Ecuador and Bolívia)
  • This person will interact with areas such as: Sales, Marketing, Product Management and Services, Project Management, Engineering teams and Research & Development Team in Australia
Job Requirements:
Sales activities
  • Meet and exceed territory product sales revenues and bookings Annual Operating Plan (AOP) targets.
  • Drive to increase market share in the nominated territory year on year.
  • Develop a rapport with existing and prospective customers and industry bodies and drive new business opportunities.
  • Develop specific sales leads.­ This will involve telephonic and electronic communication along with regular visits to customer’s sites. Include all sales opportunities in SalesForce.com (sales system to manage leads and projects).
  • Determine winning sales strategies for each sale.
  • Sell product support agreements (PSA) with new equipment sales wherever possible in cooperation with Service team.
  • Liaise with customers and internal personnel to ensure the best outcomes for the customer in terms of sales, service and support.
  • Develop general sales network in the market area.­ This includes development of:
  • Representatives where applicable or Partnerships with other companies;
  • End User contacts;
  • Engineering companies;
  • General support of existing customers to ensure customer satisfaction;
  • Develop new markets for products.
  • Drive continuous improvement by feeding back product performance and customer perceptions of our products and services (including documentation) to the company. Positive as well as negative feedback.
  • Follow standard sales work processes for:
  • Preparation of project information and equipment selection (TIPS form).
  • Preparation of budget estimates, quotations, tenders and submissions.
  • Prepare and submit a monthly Sales Data base for incorporation into the monthly SIOP report.
  • Prepare and maintain a Sales Strategy planner for each major sales project
  • Hand over Purchase Orders to Project Management providing all required information
In cooperation with other various functional groups:
Marketing
  • Attend tradeshows in your territory and provide a report at the conclusion of the show.
  • Work with Marcom for specific activities in your sales territory
  • Provide competitive market information
  • Obtain general market intelligence and feed this to sales management and the marketing team.
  • Strategic Planning
  • Provide input to the development of the annual mineral market strategic plans in relation to market information, industry trends, market analytics and the like
New Product Development
  • Provide input into phase gate proposals for new product development.
Qualifications (Education, Experience and Key Competencies):
Education:
  • Preferably a person with strong metallurgical background: Metallurgical Engineer / Other options: Chemical or Mechanical Engineer
  • Having a MBA or Master in Administration will be a key differentiation
  • Fluent in English and Spanish
Experience and Key Competences:
  • Successful history of capital equipment sales experience, especially in the Mining industry - minimum of 5 years
  • We look for a Mining person with proven track record in selling engineered solutions / systems to­Mining customers in Peru
  • Proven network in key decision makers in the Mining industry in Peru(including access to high level of key decision makers, not only operations people), with knowledge of the main mining plants for Copper, Gold, Silver and Iron in Peru
  • Demonstrated sales leadership based on intellectual and personal integrity and interpersonal skills.
  • Experience of business development using Partners or Channels / Distributors to provide solutions to customers – it will be necessary to give concrete examples including names and contacts at described Partners or Channels / Distributors
  • Experience with having worked / developed sales with Engineering or Integrators – companies able to engineer our solutions into a bigger turn-key project. Relating independent product offerings into an integrated solution sale that offers the highest value proposition to the customer


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