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Sales Manger CVOH and I, Europe

  • Role Type
  • Permanent

  • Location
  • Any Ricardo office globally

  • Closing Date
  • 01/01/2020

Job Description

Job Description

Based in one of the Ricardo Technical Centres in the UK or in Prague you will be responsible for generating good quality leads in the Commercial Vehicle, Off Highway and Industrial (CVOH&I) Market Sectors from customers in the German speaking countries of Europe. Our product and service offerings include turnkey and bespoke development of propulsion and power systems (electric drive systems, engines, transmissions), connected and autonomous vehicles utilising a model-based systems engineering approach. Your day-to-day tasks will include understanding our target customers, making them aware of our capabilities and developing value propositions that we can convert to orders.  You will be very comfortable in meeting new customers and developing strong relationships with them. You will need to quickly develop an accurate understanding of our capability and an internal network of contacts to enable us to respond effectively to detailed customer questions and requirements.


Accountability / Key Responsibilities

Understanding the CVOH&I industry, including industry trends, financial measurements, key players and competitors, in order to develop and sell solutions that address client needs
Planning sales strategy and in many cases leading customer contact for business streams in your region
Establishing relationships with our target customers in your region and ensuring they are aware of all our capabilities with a focus on growing our electrification business
Understanding the needs of the target customers and outlining attractive value propositions that meet their needs, and feeding these back as RFQs to enable the business to develop compelling proposals
Feedback from market and clients to support development of Ricardo technology strategy and product offerings to CVOH&I customers
Developing and maintaining client network and relationships with senior level customer counterparts (Chief Engineer level and above)
Overseeing project delivery as “customer friend”, and effectively communicating the Voice of the Customer inside Ricardo
Understand customer buying process and being the main point of contact for customer purchasing and engineering/technical teams


Key Performance Metrics

Order intake
Customer relationship growth to key account status
As-sold margin and cash profile

Personal Profile

You will be a degree qualified engineer with substantial industry experience with an OEM, supplier or engineering service provider in at least one of the market sectors. You will have a strong technical background and direct experience of highly technical selling of products or services. In particular experience of powertrain electrification is required.  You will be seeking a move into a dynamic and challenging environment that will broaden your experience and reward you with increased levels of responsibility and ownership. Successful applicants will need to demonstrate:


A track record of technical sales within at least one of the market sectors
Experience of powertrain electrification
Preferably direct experience of product development in this sector
Proven skill in defining and developing winning value propositions, with the ability to develop strong, long-lasting customer relationships at senior level and profitable revenue streams
Credibility in a wide range of customer situations
Strong leadership skills and the ability to manage multiple leads
Ability to work in a matrix organisation and liaise effectively with key stakeholders in the relevant groups to drive greater business value
Proven interpersonal and communication skills at all levels
Fluent German in addition to excellent English
High degree of flexibility and willingness to travel, roles expected to include 60% of time out of the office talking to customers
Robust character with a strong drive and motivation to succeed
Great patience in dealing with client and team stakeholders in a wide range of dynamically changing situations
An ability to work under pressure and very tight timescales
An appreciation of, and an ability to positively resolve, issues arising from different cultures
Being a benchmark for upholding values aligning with those of Ricardo