Sales B2B Executive (Cables / Connectors / Industrial Automation)

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• Travel to visit prospects, new and existing customers; introduce Lapp products and services to gain customer acceptance.
• Support marketing activities by attending trade shows, conferences, and other marketing events.
• Close sales and provide after-sales support service.
• Achieve monthly and annual sales plans.
• Develop a pool of customers: identify new accounts and gain relevant account data.
• Evaluate customer base for Lapp sales potential (ABC-analysis), including the entire Lapp product and service offer.
• Hold technical presentations and demonstrate how a product or service will meet customer needs.
• Utilize value propositions for a value-based selling approach.
• Apply available sales tools to prepare sales visits (e.g., cross-selling tool).
• Obtain project leads from various sources (internal/external) and filter them according to the Lapp Project criteria.
• Make contact with the project owner's representatives, gain relevant project data and introduce Lapp as a solution for their power and data transmission needs; obtain request for a proposal.
• Negotiate tender and contract terms and conditions.
• Make contact and develop a harmonious relationship within the targeted distributor Decision Making Unit (DMU).
• Develop annual joint growth plans with all key territory distributors including growth targets, end-user joint calling, growth incentives, marketing plans, product training, and inventory planning.
• Continually update customer relationship information and log visit reports into the CRM system.
• Provide feedback to Product and Market Management for opportunities and competitor activity.
• Live the Lapp Guiding Principles and the Lapp Sales Effectiveness Culture.
• Proficient use of software-based tools (SAP, CRM, LappNet) and E-shop promotion.