The ASM role is responsible for managing all or part of a country within a defined market segment. Key responsibilities include coordinating agencies and line integrators, identifying new projects, establishing contacts with companies, and proposing tailored solutions to meet their needs, all with the goal of achieving the defined commercial targets.
Location Requirement: This is a remote role with a preference for candidates based in Madrid or Valencia.
As a TOMRA Food Sales team member:
- I work together with the TOMRA team to deliver great customer experiences in accordance with our TOMRA values, processes and principles
- I help my colleagues and give feedback to support development
Key Responsibilities:
I deliver results and am committed to win!
- I know my market potential and my market shares
- I am responsible for acquiring business in my market
- I visit customers and am on top of what is going on in my market
- I am a valued partner to my customers and work with the consultative sales approach mapping needs of customers and finding the right solutions
- To be a valued partner I plan, research, and educate myself on the TOMRA technology, competition, category and customer value
- I work proactively and in a structured way with sales planning
- I create opportunities and always maintain a pipeline of projects
- I convert potential to orders
- I ensure good quality hand over to Sales Admin and CPM
- I position TOMRA and drive customer satisfaction
- I am responsible for organizing promotion activities within my area such as Demos, Demo Weeks, Open Days, TOMRA Talks, Reference visits, Webinars.
- I involve Presales Engineering and ensure transfer of full product and process information from customers. This means providing feedback to Presales Engineering and translating the documentation and commercial/customer report
- I work with:
- Sales plans
- Agent Handshake
- Pipeline Management
Customer/Account Relationship Management
- I am responsible for the relationship with the customer
- I put TOMRA and our customers best interest first
Collaboration with Sales Team
- I am responsible for collaborating and mobilising the TOMRA Food Sales organization and supporting service to work in the best way for customers
- I discuss and align local Sales Strategy with BU Sales Manager
- I manage internal customer visits and create and provide commercial test reports, spotting plan, agent handshake
- I am responsible for managing customer demonstrations and reports
Working with Agents
- I am responsible for the day to day collaboration
- I manage the agent including setting expectations for the agent
- I create joint customer visits, share information and provide training, inspire for new possibilities
Health & Safety
- Comprehend your health and safety management responsibilities and adhere to all relevant legal obligations and TOMRA Safe standards to foster a safe working environment for everyone. This entails:
- Accurately document and investigate any incidents.
- Report and record all potential hazards, conducting risk assessments, and implement practical control measures.
- Effectively manage all employees and contractors through diligent supervision and comprehensive training.
Organization
- Complete administrative tasks in an accurate and timely manner
- Observe and comply with policies, procedures and quality management systems
- Observe and comply with our code of conduct
- Positively and actively support effective communication, encourage and provide constructive feedback
- Support the overall organizational vision, values and culture
- Any other reasonable duties as required.