Sales Manager / Solutions Consultant
At a glance
Mid-level Solutions & Sales Engineering role at Vanderlande. Sydney · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Build customer, consultant, and prospect relationships while finding warehouse automation opportunities across ANZ
- Run pursuits from initial prospecting through qualification, solution design, proposals, negotiation, and contract close
- Own customer relationships, lead meetings and presentations, and connect operational needs to warehouse automation solutions
- Shape bid strategies, manage submissions, and tailor quotations and proposals to each client's requirements
- Work with legal, finance, and internal teams to close compliant agreements and align proposed solutions
What you bring
- At least five years combining sales and solution consulting for warehouse automation, material handling, or comparable technical solutions
- A record of delivering against personal sales targets and managing the complete sales process independently
- A bachelor's degree in engineering, business, marketing, management, or a related area, or equivalent relevant experience
- Technical and commercial judgment to turn customer processes into system concepts, budgets, business cases, and value-based models
- Advanced English plus strong presentation, writing, listening, analytical, and negotiation abilities
Who this fits
You’ll suit a proactive seller-consultant who can manage several pursuits independently, translate operational requirements into technical concepts, and influence stakeholders at different seniority levels. The role is based in Sydney and involves travel of up to forty percent, mainly across ANZ. You’ll work in an international, multicultural setting.
From the employer
Job Title
Sales Manager / Solutions ConsultantJob Description
Business Development:
Create & nurture a strong industry network with customers, potential customers, and consultants.
Identify & pursue new business opportunities in the warehouse automation sector.
Develop & maintain a robust sales pipeline through prospecting, lead generation, and networking.
Identify & target potential clients through various channels, including direct contact, networking, referrals, and online research.
Strategy & Planning:
Develop & implement comprehensive strategies to identify & close new business deals.
Develop & execute a comprehensive BD plan that aligns with the company's growth objectives and strategic fit.
Stay informed about market trends, competitor activities, and industry developments to adjust sales approaches accordingly.
Collaborate with internal teams to ensure customer satisfaction.
Client Relationship Management:
Be the external face of the company with full customer ownership responsibilities.
Build and nurture strong relationships with key decision-makers and stakeholders in target industries.
Understand clients' operational challenges and goals to offer warehouse automation solutions.
Conduct regular client meetings and presentations to showcase Vanderlande's capabilities and product offerings.
Proposal Development:
Define win strategies to develop comprehensive, compelling, and competitive proposals.
Manage all stages of the bid process to ensure a winning submission.
Prepare and present compelling proposals, quotations, and presentations to potential clients.
Understand client requirements and tailor solutions to meet their specific needs.
Work closely with the teams to ensure proposed solutions align with client requirements.
Negotiation and Contract Closure:
Lead negotiations to reach mutually beneficial agreements and close sales deals.
Work with legal and finance teams to finalise contracts and ensure compliance with company policies.
Skills and Qualifications
- Bachelor's degree in engineering, business, marketing, management or another related field, or equivalent relevant experience.
- 5+ years of combined experience in sales and/or sales engineering / solution consulting for warehouse automation, material handling or comparable technical solutions, with demonstrated results against personal sales targets.
- Proven ability to own the full sales cycle from start to finish: prospecting, qualification, solution development, proposal, negotiation and close.
- Strong technical acumen: able to understand customer processes and translate requirements into system concepts (e.g. process and material flow diagrams), supported by design tooling and internal experts.
- Strong commercial acumen: comfortable building budgets, business cases and ROI/labour/space models, and selling on value rather than price.
- Strong analytical thinker, able to solve abstract problems, maintain the big picture and zoom in on detail where needed.
- Energetic, entrepreneurial and proactive; able to run multiple pursuits in parallel, manage competing priorities and work independently with minimum supervision.
- Exceptional written and verbal communication, presentation, listening and negotiation skills; able to build rapport and apply influence at all levels of seniority.
- Advanced English proficiency (speaking, reading and writing).
- Ability to travel up to 40%, mostly within ANZ, and to work within an international, multicultural environment.
Highly Desirable Requirements
- 7+ years of experience across sales and solution consulting in the warehouse automation industry.
- Postgraduate master's degree in business, marketing, management, engineering or another related field.
- An established network of warehouse, supply chain and logistics industry contacts in ANZ.
- Experience with Vanderlande's targeted market segments, products and platforms.
- Experience with simulation, layout and design tooling (e.g. Visio, AutoCAD, Navisworks) and CRM systems.
Diversity & inclusion
Vanderlande is an equal opportunity/affirmative action employer. Qualified applicants will be considered without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, or disability status.
Not this one either?
Claude or ChatGPT reads the other 90,175 for you.
Get better matches →
