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VP Sales / Sales Director Europe

25 May, 2020

Additive Industries

Additive Industries is accelerating industrial additive manufacturing by offering a modular 3D printing system and seamlessly integrated information platform to high-end and demanding industrial markets. With substantially improved reproducibility, productivity, and flexibility, Additive Industries redefines the business case for additive manufacturing applications in aerospace, automotive, medical technology and high-tech equipment.

Job mission

Additive Industries is growing fast since its metal additive manufacturing system MetalFAB1 is well received in the market. In its European home market, Additive Industries has been able to create an installed base with market and innovation leaders in various industries like Alfa Romeo F1 Racing, VW and BMW in the automotive industry and SMS Group and K3D in general machine building respectively food technology. In North America the largest installed base is in aerospace. In order to grow to a global Top 3 position in the 3D metal printing (laser beam powder bed fusion) market, Additive Industries is hiring a Sales Director Europe with the potential to develop to a global VP Sales position. As a Sales Director, you develop a sales strategy for Europe and manage the European sales team (regional Sales Managers and a support team of Sales Engineers), while you also establish and maintain relationships with new and existing customers. You are responsible for the complete sales process and continuously track progress, improve intelligence and report about execution. You will drive market research, visit (potential) customers, give demonstrations of the system and software and manage the decision making process. Furthermore, you are responsible for developing and leading the European sales team to ensure our commercial ambitions throughout Europe are realised. Moreover, you are managing the relationship with our customers together with the other teams to have the highest customer satisfaction in the market and to ensure continuous user feedback, input for our Product Roadmap and identification of follow-up sales.

With a technical background and international experience in capital equipment sales preferably in the aerospace, automotive or machine tool industry, you are eager to work in a promising new technology market. You are well organised and punctual, a good listener and well informed as well as broadly interested in the markets Additive Industries targets: aerospace, automotive, medical implants and/or high tech equipment parts. You share our passion of defining and realising the best 3D metal printing solutions for our demanding customers.

The ingredients for a successful performance are in sum:

  • You provide leadership for the development of European strategic sales plans including objectives and strategies for targeted markets;
  • You develop market intelligence reporting regarding potential customers, applications and target markets and use this knowledge for initiating, developing and executing the acquisition of new customers;
  • You are responsible for key customer relationships and implement strategies for expanding the company’s installed base: you develop key account plans, identify opportunities through regular communication in order to promote Additive Industries' products and optimize client satisfaction;
  • You give direction and lead the Sales team in Europe to excel, organise a timely market dynamics analysis and accurate (sales funnel) reporting and both identify and mitigate commercial and market risks;
  • You visit (potential) customers across Europe (willingness to travel 20% - 50% of time) and make sure they are visiting Additive Industries in return;
  • You clearly list all customer requirements (consultative selling), build convincing business cases, define system configurations and present cost price calculations to win potential customers over;
  • You negotiate and close contracts in accordance with commercial and legal procedures and guidelines;
  • You drive the overall sales process, develop pricing strategies for Europe and collect customer input for Additive Industries’ product roadmaps;
  • You know exactly what competitors of Additive Industries are doing and are aware of pricing, compensation and distribution channels;
  • You are responsible for the execution of the sales plan for Europe and ensure our high growth ambitions are met;

Reporting

The Sales Director Europe/VP Sales reports to the CEO. Knowledge and experience

Education

At least a Bachelor’s but preferably a Master’s degree in Technology Management, Industrial Engineering, Technical Business Administration or similar

Work experience

  • Successful and demonstrable track record in developing the sales strategy of capital equipment or projects, closing deals and building long term customer relationships;
  • At least 10+ years of successful experience in an international industrial environment, developing and managing a regional (European) Sales team; · Creative and commercial mind-set, ability to build effective relationships and operate in a broad range of functional areas;
  • Good communicator (in English), both verbally, in writing and presenting, mastering the German language is an advantage;
  • Proficiency in Microsoft Office (Powerpoint, Word, Excel) and preferably Dynamics CRM

Personality

Additive Industries is a young and fast growing professional organization. We have developed a strong pragmatic team attitude in which we work and experiment together in achieving our joint goals. We are looking for a broad range of people with diverse backgrounds to join our organization.

We have formulated the following personal traits contributing to our company culture:

  • Open, self-confident and result oriented
  • Driven by technical challenges, eager to learn and entrepreneurial
  • Proven team player who takes ownership
  • Professional and structured ‘Fun to work with’