With our Global headquarters in Wadgassen (Germany), several locations worldwide, Perth and Port Hedland, over 80 years of experience in the planning, design, manufacture, supply and maintenance of materials handling systems, KOCH Solutions offers customized solutions as a full-service provider, optimally tailored to the requirements of our customers.Since September 2023 KOCH Solutions unites various strong brands of our industry under one global umbrella.
With the acquisition of a mix of intellectual property and order backlog of legacy FLSmidth, Sandvik and Thyssenkrupp Mining Technologies portfolios, such as stackers, reclaimers, ship loaders, car dumpers, train loading stations and conveyors, we are the partner of choice to our customers with our unique selling offering, bringing together the best of more than 200 years of collective knowledge in the Mining and Bulk Materials Handling business.As a Sales Commercial Manager, you'll play a pivotal role during the Sales-/ Bid/ Tender phase driving:Sustainable business growth,Setting the basis for a successful project execution and asset management services,Enhancing and maintaining strong relationships with clients-/ stakeholders in the Mining industry.Strategic planning and bid management,Commercial management,Contract management and negotiation, client-/ stakeholder management.Business Development & StrategyPromote KOCH Solutions, the global leading OEM/ Technology Company for Bulk Material Handling Equipment.Develop a detailed understanding of the market for Bulk Material Handling Equipment and identify potential Clients, emerging trends, and growth areas.Support the Head of Sales, implementing strategies to serve the market and develop targeted strategies to penetrate new markets.Support the tender or Client pre-qualification process.Support the process (including analysis supporting decision process) of bid or no-bid decisions after analysing the tender documents.Collaborate with Senior Management to set up sales targets and create actionable plans to achieve these goals.Cross functional collaboration, with various departments (Engineering, Execution, Procurement, Finance, etc.)
while developing Sales strategies or during Tender preparation.Commercial ManagementManaging all commercial aspects during the Sales period within commercial, legal and financial frameworks conditions and in compliance with the business rules and regulations.Support the Head of Sales, developing the Commercial Framework and -pricing principles.Define the Commercial Execution Concept including Security-/ Guarantee-/ Insurance concepts, Currency Management (e.g.
Hedging, multi-Currency Contracts), International-/ Local Tax affairs and Export Control.Ensure commercial alignment between Sales and Procurement (Procurement alignment with the agreed Commercial Framework/ -Execution Concept).Calculation of commercial budgets (e.g.
cost for hedging, insurances, securities, interest on cashflow, tax).Cashflow planning in consideration of all commitments (Outflow), received funds (Inflow) in conjunction with the execution program.Analyse commercial, financial and payment risk and develop corresponding strategies and payment security concepts supporting a positive Cashflow.Analyse and define financial securities related to Client.Support the Head of Sales, implementing and maintaining the internal approval process for Bid-/ Tenders.Establish commercial documents required for the bid (including pre-qualification documents).Develop and maintain process for handover of commercial items from Sales to Execution.ExperienceMinimum of ten (10) years of experienced gained in Commercial Management roles in Sales, Project Execution or Asset Management Services in industries with EPC portfolio.A proven track record in sales, preferably within the mining-, construction or oil & gas industry.Proven track record managing large bids.Experiences within Bulk Material Handling Equipment or Heavy Machinery (preferable for an OEM) are advantageous.Excellent communication and presentation skills.Ability to work in a high-pressure environment, manage multiple priorities, and meet tight timelines.Proficiency in CRM software and Microsoft Office Suite.Industry Knowledge:Familiarity with mining-/ construction processes, regulations, and market dynamics.#J-18808-Ljbffr
