Area Sales Manager - South Germany (m/f/d) in Bensheim, Germany at Laetus

Date Posted: 9/14/2019

Job Snapshot

Job Description

Job ID: LAE000162

About Us

Laetus is world leading supplier of innovative and value-adding quality & security inspection systems and complete Track & Trace solutions for the Pharmaceutical, Cosmetics and FMCG industries. With 40 years of experience and a global network of sales, service and project management, Laetus helps you to maintain highest levels of product quality and production efficiency. A strong commitment to our customers and partners have ever since been the key focus of our company and have made our product brands market standards in code reading, quality and fill inspection with more than 18´000 sold systems all over the world. Laetus is a member of the Coesia group and forms with FlexLink, Hapa and Sacmo the Coesia IPS Divison (Industrial Process Solutions). 


Reason for Role and Position Summary

An exciting opportunity has become available for an experienced Area Sales Manager to join the rapidly growing business (50% growth last year) and manage the North of Germany. You will be responsible for a growing budget and play an integral part in further expanding the company’s sales footprint in Germany.
As Area Sales Manager your focus will be to increase profitability in a dedicated sales area. In this territory you will be responsible for generating project and solution-sales activities with a value-add approach, dealing with senior stakeholders on a regular basis. The target markets we serve are Pharma, Food, Beverage, Industrial, Automotive and other markets that require security solutions with vision inspection or traceability requirements. 

There is a great customer potential across the region and there is already an existing pipeline to maximise as well. You will manage several accounts that are crucial to the business whilst identifying and targeting new business opportunities that sustain further growth.  

The ideal candidate will demonstrate to have a senior sales track record in a similar industry and environment. The Area Sales Manager will have a pro-active, structured and strategic approach to business opportunities mixed with an ambitious and “hunter” attitude to ensure Laetus keeps at the forefront of the market.

Tasks / Responsibilities:
This position is responsible for identification and development of new and existing customer accounts with multiple influencers in their assigned geographic territory.  This position will be responsible for promoting the company’s products, from Track and trace solution´s to fully integrated Visual Inspect solutions and services. This highly autonomous role requires strong business acumen, planning, and the ability to execute strategically.

• Develops monthly sales territory and account plans to achieve assigned targets.
• Executes planned activities and documents in Laetus CRM
• Manages all opportunities utilizing CRM and following standard sales process steps.
• Prepares and presents a monthly funnel review utilizing CRM to demonstrate the quality of the funnel, activity plans and command of the account base.
• Prepares and presents monthly forecast by accurately managing opportunity dates, dollar value and probabilities in CRM.
• Establish and maintain relationships with engineering firms and other accounts that indirectly influence the buying decisions of the customer
• Develops a network of customer and industry contacts in the territory to position Laetus as a key member
• Collects and reports information on all competitive activity, business opportunities, sales trends and results within the assigned market providing input during monthly business review
• Provides key field input in corporate programs including market research, Kaizen events and equipment beta testing.
• Achieve annual sales volume and profitability targets.
• Develop/maintain high level of understanding of the value proposition and present this when identifying/ understanding customer needs.
• Manage and develop direct accounts and key dealer.
• Identify and close new direct sales opportunities.
• Identify and develop new dealers.
• Efficient sales territory and Funnel opportunity management
• Professional and appropriate communication both internally and externally.
• To produce, manage and run demonstrations, events and presentations.
• To develop and maintain knowledge and experience of relevant developments both in our product range and in our key markets.
• Attend and contribute to sales meetings, presentations etc, recognizing the value of one’s own contribution to these events
• Help build an environment that encourages creativity, operates with honesty and fairness, is open to new ideas, and encourages and solicits contribution of ideas
• Support and assist management in identifying where change will be beneficial to the company/department, promote change, be supportive of change and help accomplish change
• Promote concept of serving internal and external customers with quality service in a timely manner
• Support learning and be a mentor in the areas in which you have strengths and create opportunities for learning to occur with others
• Communication:
• Provide timely, open communication to all Laetus customers, distributors and personnel in the region
• Communicate sales and operating plans, initiatives and performance to regional sales team, in a timely manner
Continuous Learning:
• Keep abreast of new technology and activities in industry
• Keep abreast of industry sales trends
Available Working tools:
• Danaher Business System Tools
• MS Office applications
• ERP System
• CRM System
• Laetus product configuration and pricing tools

Job Requirements


Educational background
• Bachelor’s degree in a technical or Business

Professional Experience
• 5-10 years of direct sales experience.
• B2B experience selling complex industrial products and solutions.
• Experience in 1 or more Laetus vertical markets is an asset (packaging, visual inspection, Track and Trace in Pharma, medical devices, FMCG, nutrient business).
• Formal sales training and/or experience in value selling.
• Hands on experience using a CRM (i.e. 
• Ability to develop and execute to a business plan and manage territory as it is one’s own business
• Engages stakeholders and internal resources to best serve customers
• Listens to voice of the customer and asks questions which inspire breakthroughs for our customers
• Willing to move to action quickly and not get derailed in details or fear of failure
• Is used to metrics, KPI, and forecasting to self-manage productivity
• Develops, nurtures, and understands health of customer opportunity funnel and openly works with leadership and sales operations to ensure best results
• Fluent in German and English – other Languages are beneficial 

• Followership:  can quickly establish credibility, trust and support with all levels of the organization and with Customers 
• Zoom in/ zoom out:  ability to perform detailed analysis, connect insights, articulate the solution, and execute at a tactical level
• Collaboration:  manage relationships, deliverables, expectations and leverage expertise of business units and functions across Laetus and PID
• Resilience:  maintain a positive “we will win” attitude in the face of obstacles
• Ownership:  approach work with a strong sense of accountability, commitment and urgency
• Growth mind set:  creatively develop paths forward to growth where others get stuck, commit to continuous improvement at personal and organizational levels
• Self-driven problem solver:  confidence and self-motivation to proactively identify root cause of issues, propose solutions and fill leadership gaps
• Able to travel up to 75%
• Driver’s License

Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.
Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.