BU Web Fed Head of Sales Africa at BOBST

Position Summary:

For the Central Africa region, the Group is seeking to recruit a Head of Sales for its Web Fed Business
Unit (BU WF).

• Leads and is accountable for BU WF sales and sales network in the Zone (from Sub-Saharan down to South Africa not included)
• As a member of the local management team actively defends the best interest of the Group and promote one company culture common to all Business Units
• Be the "BOBST Face" in our industry for the region: promoting and living the values of the Group.

Responsibility

Sales’ specific tasks:

• Develop a close proximity with the decision makers and key people within established or potential customer organization
• Develop, in close coordination with the BU WF Business Director, an efficient Sales’ Network to serve all customers (existing or potential) within the zone
• Gives the appropriate support to the Product Lines (PL) throughout the sales process, through effective and transparent communication and ability to translate local customer requirements into product specifications
• Elaborates and maintain a realistic local sales plan and takes the responsibility for the delivery of the expected sales (quality and volume)
• Is responsible for the skills development of the sales team and the growth of its members
• Understand and highlight all competitive threats to the business.

Markets related tasks:

• Establish BOBST as a preferred supplier in Central Africa for Flexographic presses and Coating Laminating
• Develop and deploy for each product a zone marketing plan and seek to cost-effectively penetrate the targeted markets/segments
• Understand and highlight all competitive threats to the business
• Support the product development by reporting the evolution of the customer needs
• Collect and communicate the flexible materials markets capacities, structures and trends (twice a year).

Budget and objective achievement:

• Deliver to the agreed yearly sales budget and objectives in the zone
• Participate actively in the Budget and Objectives preparation.

Service:

• Collaborate with the Services teams (local & PL)
• Support PL to obtain customer satisfaction excellence, provide factual & objective reports of any complaints or non-satisfied customers to the BU WF Business Director, local Service manager and
• PL Service support.

Business Reporting:

• Prepare the sales activities monthly BU WF report of the Zone. Discuss it with the BU WF Business
• Director at the end of each month
• Maintain the quotations list and follow evolution of the leads. Manage the hot and active projects list for the BU WF products.

Requirements

Critical Skills and Personal Attributes

Functional skills:

• In depth knowledge of the Flexographic presses, its application in the Flexible packaging industry and its customers
• Proven leadership in sales management
• Ability to understand the business and its challenges
• Good knowledge of the machinery industry and sales with focus in printing, machine-tools and electronics
• Strong negotiation skills

Personal skills:

• Proactive work style, highly reliable and accountable
• Fluent in English necessary
• Strong communication & negotiation skills
• Act dynamically and pragmatically under pressure
• Ability to take initiatives, actions and be accountable
• Creative, team builder, team leader, result oriented
• Care for the well-being the people under his responsibility

Education and Experience:

• Degree in business administration or in engineering (with proven track of at list 5 years of B2B experience in a key role with same responsibilities)
• Proven Commercial and Marketing background
• Previous experience in either the flexible packaging industry, narrow web Flexo, film sales
• Have sound experience in a Senior Sales Position with success track records.