Introduction
About the company
Our client is not just an ordinary company; they are a company that offers innovative solutions for asset inspection. As pioneers in the world of Software as a Service (SaaS), they stand at the forefront of the digital transformation in the energy, storage, and petrochemical sectors with a unique three-step approach that is revolutionizing the industry.
The Innovative Three-Step Approach:
- Asset Digitalization: Transforming physical assets into ‘digital twins,’ where the virtual world and reality merge, offering a host of benefits, such as real-time monitoring, simulation, and a better understanding of asset condition. It also enables predictive maintenance, which can help reduce unplanned downtime and repair costs.
- Deployment of Sensors & Robotics: Embracing the future of inspections with advanced technology for unparalleled inspection data. This includes the use of sensors and robotics to inspect hard-to-reach or hazardous locations, ensuring precise data collection, enhancing employee safety, and improving the quality of inspection data.
- Data Mapping: The fusion of collected data with ‘Digital Twin’ technology for proactive, visionary maintenance planning. This not only enhances asset efficiency and reliability but also reduces operational costs and minimizes risks.
By putting this approach into practice, our client has the potential to truly transform the industry. It empowers businesses to become smarter, more efficient, and proactive in asset management, which is paramount in sectors where downtime and faults incur significant costs. This innovative approach has the potential to disrupt the industry.
Function
Job Description
You will have a wide range of tasks and responsibilities focused on attracting, persuading, and retaining customers. Here are some key tasks and responsibilities:
1. Customer Identification and Lead Generation:
- Actively seek potential customers through various channels such as networking events, online platforms, and social media.
- Identify leads that match the ideal customer profile of the SaaS platform.
2. Outreach and Communication:
- Take initiatives to contact potential customers via email, phone, social media, or other suitable communication means.
- Initiate conversations to understand customer needs and determine how the SaaS platform can fulfil those needs.
3. Needs Analysis:
- Thoroughly investigate the challenges and requirements of potential customers to understand how the SaaS platform can add value to their business processes.
4. Customization and Presentation of Solutions:
- Tailor the value proposition of the SaaS platform to the specific needs of each customer.
- Deliver compelling presentations and demonstrations of the platform to clarify benefits and features.
5. Negotiation and Quotations:
- Negotiate prices, contract terms, and other details to reach an agreement beneficial to both the company and the customer.
- Prepare and send quotations containing the discussed details and terms.
6. Relationship Building:
- Develop and maintain strong relationships with customers to build trust and loyalty.
- Act as the primary point of contact for the customer and effectively manage communication throughout the entire sales process.
7. Collaboration with Internal Teams:
- Collaborate with the marketing team to support the development of marketing materials and campaigns that complement sales efforts.
- Communicate effectively with the product development team to convey customer feedback and needs for future platform enhancements.
8. Sales Documentation and Reporting:
- Maintain accurate sales records, including lead status, conversation notes, and quotations, in the sales management system.
- Generate sales reports and share progress with management.
9. Customer Retention and Upselling:
- Ensure smooth onboarding of new customers and assist them in fully utilizing the platform.
- Identify upselling and cross-selling opportunities with existing customers to increase customer value.
10. Market Insights and Training:
- Keep track of industry trends, competition, and technologies to stay updated and understand how the SaaS platform differentiates itself.
- Continuous training and development to enhance product knowledge and sales skills.
In general, the role of an excellent Sales Manager within a SaaS platform company revolves around understanding customer needs, offering valuable solutions, and building sustainable relationships to help the company grow.
Requirements
Qualifications
1. Professional Background
- You have 10+ years experience in sales to / for the petrochemical industry
- You have an extensive network within the petrochemical industry
- Experience in SaaS sales is a plus
2. Key qualifications and skills
A successful Sales Manager for our client requires a combination of technical knowledge, strong communication skills, and in-depth industry insights.
Here are the key qualifications and skills needed to thrive in this role:
- Technical Insight: The sales rep must have a deep understanding of asset integrity management and the associated software solutions. They should be able to comprehend and communicate the technical aspects of the platform, helping clients understand the benefits and how the software can optimize their business processes.
- Industry Knowledge: A solid understanding of the petrochemical sector, including processes, challenges, and trends, is essential. This enables the sales rep to engage in relevant conversations, identify customer issues, and tailor solutions to specific needs.
- Relationship Management: Building and maintaining strong customer relationships is crucial. The sales rep must build trust, listen to customer needs, and offer personalized solutions aligned with those needs.
- Communication Skills: Effective communication, both verbal and written, is vital. The sales rep should be able to translate complex technical information into understandable language for non-technical stakeholders. They must also deliver persuasive presentations highlighting the platform’s value.
- Problem-Solving Ability: The capacity to analyze challenges and propose solutions the platform provides is vital. The sales rep should demonstrate how the software can address asset integrity-related problems and improve overall operational efficiency.
- Self-Motivation and entrepreneurial mindset: The role demands proactivity and self-direction and taking ownership. A successful sales rep should be motivated to generate leads, initiate outreach efforts, and pursue opportunities even in the face of challenges.
- Result driven: A great motivation by results and a winner’s mindset that nothing will keep you from achieving your goals, as well as resilience and tenacity in the face of setbacks as well as a
- Team Player: Collaborating with internal teams like product development and customer support is essential to accurately convey customer needs and ensure effective solution implementation.
- Market Insight: Continuously monitoring market trends, competition, and emerging technologies is critical to staying relevant and adapting the platform to evolving needs.
Offer
What they offer
You will drive the growth of Falcker in the region together with the CEO at a particularly exciting time of the company. Joining our team means you’ll be a part of reshaping industries and making a tangible impact. We offer competitive compensation, performance-based incentives, and opportunities for career advancement as we expand globally.
