Head of Vertical Market Solutions
- Banbury, United Kingdom
Dematic is a leading supplier of integrated automated technology, software and services to optimize the supply chain. Dematic employs over 7,000 skilled logistics professionals to serve its customers globally, with engineering centers and manufacturing facilities located around the world. Dematic is one brand under the KION Group of companies and has implemented more than 6,000 integrated systems for a customer base that includes small, medium and large companies doing business in a variety of market sectors.
Headquartered in Atlanta, Georgia, Dematic is a member of KION Group, a global leader in industrial trucks, related services and supply chain solutions. Across more than 100 countries worldwide, the KION Group designs, builds and supports logistics solutions that optimize material and information flow within factories, warehouses and distribution centers. The company is the largest manufacturer of industrial trucks in Europe, the second-largest producer of forklifts globally and a leading provider of warehouse automation.
This highly business critcal role will support the continued growth of Dematic across Northern Europe within our Apparel and General Merchandise market by being responsible to manage, lead & train the solutions team in the vertical market. The team you will manage will provide Concepting and Design support to the sales team for projects within the Channel sales vertical market. The role is also an integral part of defining the processes and strategy set by the solutions development management team.
Leading developing and motivate the direct reports in Concepting/Solution Design activities
Development of material handling solutions, using best practice, in order to create quotation documents in a responsible way to obtain profitable contracts
Systems developed having equipment and controls specified correctly, meeting throughput, unit load, dimensional, ergonomic and other system requirements. Testing requirements specified
Projects developed ensuring best use of team members, time, and resources.
A collaborative approach involving close interaction with the business development team prior, during and post project sale
Ensure analysis is correct, relevant for the business, & properly documented
Present the company to customers in line with the company image i.e. competence, application experience, high quality products and excellent customer care. Maintain good contact to existing customers and establish contact to new customers.
Assessment of project win probabilities, assessment of cost basis for projects, sign off if applicable, driving the process for the project.
Review the critical/technical aspects of the offer document (design, throughputs, productivity calculations, unit loads etc) before they are submitted to the customer
Participate in the Bid / No bid process for all projects
When/where required provide direct consultancy for customers
What We Are Looking For
To be successful in this business critical, influential and challenging position you must evidence:
- Knowledge of the materials handling market and its trends
- Knowledge of customer buying behaviour of automated material handling solutions within this vertical
- Experience of data analysis and application of results in planning, concepting and design of solutions
- Experience of presentations to customers of different levels within a business structure (Operators, Maintenance Engineers, Buyers, CEO's etc)
- Understanding of the principles of contract structures and negotiations
- Hold a HNC / degree or be qualified in an engineering or related discipline
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