Job Description
* Manage our IPS Team in a manner that results in their development, promotes good employee relations, high motivation and a commitment to our company and our customers.
* Key Account Management
o Acquire a thorough understanding of our key accounts needs and their requirements.
o Develop and grow trusting relationships with our key accounts.
o Coordinate periodic key account review meetings.
* Nurture relationships with our existing contract accounts & up-sell services where appropriate.
* Work closely with our local Sales Team and global Business Teams to grow our business, through the implementation of joint local sales and service strategies.
* Grow our service business revenue and market share by acquiring new business through penetrating competitor accounts and recovering previous customers.
* Provide timely response and support to our customers (including handling of complaints).
* Manage the IPS Germany P&L (including inventory and timely periodic forecasting) ensuring the achievement of service revenue and margin targets in line with our long- range plan.
* Provide management and leadership to the German service team ensuring that goals are met.
* Regularly observe and train staff to ensure they have the skills required to meet their business objectives.
* Ensure our business management systems are utilized correctly and accurately to provide efficient control of our service operation.
* Monitor installation and warranty costs and activities for efficiency.
* Make a full contribution to the company’s efforts to reduce costs, improve quality and our customer experience using process improvement and the ITW Tool box as required.
* Represent IPS Germany at Instron Germany GMBH management team meetings.
* Ensure that all relevant local legislation is complied with.
* Perform other related duties that may be required from time to time.
KEY COMPETENCIES (INCLUDES SKILLS)
* Ability to:
o Understand and sell technical service products
o Negotiate commercial contracts
o Forecast
o Manage key accounts
o Build relationships
o Prospect
* Exceptional Communicator: able to communicate fluently in English and German to varying audiences both through verbal and non-verbal means. Must be able to collate, analyze and communicate relevant information in the’ Customers’ language.
* Leadership: can energize and enthuse their team around a common goal or purpose, providing support and direction as needed. Must possess a high level of emotional intelligence and influencing skills.
* Customer oriented: create and sustain a culture that puts a high priority on responsiveness to customer needs and that values a high degree of customer satisfaction.
* Prioritization: ability to prioritize through the evaluation of tasks and balancing a variety of competing stakeholder needs.
* Supervising and developing direct reports: working actively to drive direct reports performance, develop those with potential and support those where performance may need extra attention.
* Organizational agility: be well organized, able to navigate all levels of the organization as required to get the job done. Have a good understanding of how the organization functions.
* Self-starter: pro-active with the ability to work with minimum supervision.
* Team Player: work well as a team player.
* Embodies the organization’s values and behaviors.
Qualifications
* Degree level or equivalent qualification in Engineering.
* Full clean German driving license.
Additional Information
* Previous experience in a similar role, managing teams driven by objectives and financial targets.
* Good financial understanding and experience managing budgets and full P&L.
* A successful track record of selling profitable and sustainable service products.
* Business development, sales and negotiation experience.
* Experience of managing and improving customers’ experience.
* Strategy development and implementation.
WORKING CONDITIONS
* Role will be office and field based. (Up to 60% travel will be a requirement of this role)
* A variety of office and factory environments with limited physical discomfort due to temperature, noise, dust etc.
This is an opportunity to join a high-performance team where you can have a significant impact. Benefit from competitive compensation and benefits.
Instron is an equal opportunity employer.