Iss Regional Opa Sales Support Manager
hace 2 semanas
At Metso you will join a supportive and inclusive network of colleagues from around the world. There will always be a chance for you to learn and try something new.
This is your invitation to rise above what was possible yesterday.
Job posting end date: 08/11/2023
We are now looking for a ISS Regional OPA Sales Support Manager. You will be located in Chile and the preferred location for the position is Santiago.
PURPOSE OF THE ROLE
Drive and support the solution sales and profitable growth for the given responsibility area. Work with MA team to manage funnel, prioritize and win cases in accordance with BA/BL requirements. ISS Solution Sales Team will be responsible to develop and manage the Outline Pricing Agreements (OPA) sales globally.
This is currently being done by the Market Area with no clear ownership, various level of success and total package quality.
To fix the above-mentioned challenge, it is believed that a 2 years project is required to deliver the below critical tasks:Year1:
Define, document and communicate OPA sales process, tools and guidelines taking into consideration the latest Market Area best practices.
Engage with process stakeholder to deliver better total packages to our customers.
Year2:
Promote OPA new way of working.
Manage OPA sales
Audit Market Areas compliance with regards to defined process, tools and guidelines.
At the end of the fixed term, the OPA solutions sales manager role could become a permanent position within the ISS sales Team with the ISS Proposal Managers.
Lenght of tempory contract in months: 24 months
KEY ACCOUNTABILITIES AND RESPONSIBILITIES
- Responsible for Outlined Price Agreement (OPA) regional sales support and overall performance, in accordance with defined standards, guidelines, best practices and corporate objectives
- Support the communication and continuous improvement of the standard Outlined Price Agreement sales processes, workflows, tools, guidelines and legal Must-Haves or template agreement
- Ensure the requirements of the relevant Market Areas (MAs), Business Areas (BAs), Business Lines (BLs) are considered to meet (or exceed) customer expectations and Metso Outotec objectives
- Deliver customer feedbacks to OPA model and suggest improvements
- To support Sales and participate in customer agreement sales discussion and negotiations together with Market Area Sales
- Oversee the overall sales cases progress.
Global Quotation System (GQS), BLs) and escalation of major concerns within the management organization
- Coach and train the Market Area Teams to be autonomous with selling OPA
- Develop specific sales strategies to grow OPA agreements together with Market Area Sales Teams
- Manage overall compliance with defined OPA sales standards, guidelines, best practices, legal Must-Haves, proposal and risk management procedures
- Ensure best practices are reviewed, approved, documented and communicated
- B.Sc. or M.Sc. degree in a relevant study field (A Qualification in Engineering or business is highly regarded)
- Customer and solution focused attitude
- Proven work experience as a Sales Support Engineer or Sales Support associate
- Hands on experience with CRM systems
- Good knowledge of MS Office
- Knowledge and understanding of SAP preferred
- Indepth understanding of sales principles and customer service practices
- Excellent communication and Teamwork skills
- Ability to travel and work across different time zones
- Mandatory languages: English and Spanish
PERFORMANCE METRICS
Net Promoter Score (NPS)
OPA Orders received bookings
Profitability
Hit rate
Agreement renewal rate
OPA sales compliance
You will belong to a top-notch company where people are passionate about making a positive change in the world through sustainable innovations.
Metso is a frontrunner in providing sustainable technologies, end-to-end solutions and services for the aggregates, minerals processing and metals refining industries globally.
By helping our customers increase their productivity, improve their energy and water efficiency and environmental performance with our process and product expertise, we are the partner for positive change.
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