Head of Bakery NAM

• Interprets the role as “micro General Manager” for the assigned geography by coordinating R&C FLS, Agents (if applicable) & Field Service Engineers being focused on delivering short term assigned targets of top line and bottom line and by enabling a sustainable mid/longer term growth through a mix strategy.
• Be himself/herself directly engaged with hands on selling and customer meetings with special emphasis on strategic customers and Key Accounts (60% of time)
• Updates & executes a Regional Playbooks mapping the market, targeting according to segments (key accounts and consolidated market) and producing a robust projects pipeline
• Cultivates existing customers and expands the overall customer base by gaining new ones through regular customers visits, leads, campaigns and promotions in alignment with the R&C teams, the Inside Sales & Support group and the Marketing team within the Bakery & EFT BUs
• Coordinates and drives the day-to-day Sales activities across the entire Bakery & EFT BUs Applications spectrum and throughout the entire selling process (from RFQ to I&C) finalized to PO collection and Sales conversion. Pivotal is the cooperation and alignment with the Technical Offer team, the Inside Sales & Support group and all the other key functions within the Bakery & EFT BUs
• Ensure high levels of customer satisfaction and Service quality. Address and resolve major customer issues and grow the Service business
• Prepares Sales plans, contributes budgets & forecasts, and aligns with other key functions on execution (e.g. Sales Area Management, Application Management, Project Management, Engineering, Procurement, Manufacturing, Logistics)
• In charge of CRM infeed and maintenance finalized to grow market visibility, projects pipeline and improve Hit Rate by aligning with FLS in R&C (when applicable) and Agents (when applicable)
• Management of the regional Agent’s network (if applicable) including Sales and operational performance (engagement, commissions, compliance)
• Aligns on Pricing, discounts, legal & commercial terms with the BUs, the line Manager, Finance, Legal
• Represents the Bakery & ET BUs during business negotiations, strictly following the agreements of Pricing and commercial terms aligned with the solid line Manager, Finance and approved PADB
• Supports the Business in managing claims and risks associated with customers, applications and technologies
• Supports strategy, business development and R&D activities, providing customer, competitor & market insights also through VOC and OVOC campaigns facilitation, and coordinating joint development activities with regional customers leveraging the Test Centers in Italy. With that respect, vital is the cooperation and alignment with Application Managers, the Innovation team and Engineering within the Bakery & EFT BUs
• Is individually compliant with all the GEA Group values, codes of conduct and strategic direction, and is committed to ensure that the same compliancy stands with R&C FLS (when applicable) as well as with Agents (when applicable)
• Delivers the agreed country annual budget (NM & Service) for OI, GM (%) at OI, Hit Rate, Sales, New Customers, M/S, CRM Pipeline, Service OTIF
• Recruit, train, and lead regional teams, including sales managers (3 Bakery, 1 Extrusion), aftermarket service techs, and functional staff. Set clear goals and performance standards

• Degree (university) in engineering, economics or equivalent
• Master’s degree not required, but beneficial

• Min 10 years experience in Sales, Business Development or Project Management lead customer facing roles with direct target achievement responsibility and commercial strategy definition
• Ideally in Bakery. Necessarily in any other B2B Industrial capital intensive equipment sector
• Experienced in international Sales
• Strong commercial acumen and negotiation skills
• Strong understanding of legal and commercial contracting
• Strong understanding of North America market dynamics
• Fluent in English, preferably with a second language (French or Italian)

• Customer centricity with focus on needs and fulfilment of expectations
• Strong communicator, with executive standing and able to present and behave in public at any level
• Ability to handle complex commercial and technical challenges
• Ability to manage in difficult situations, and to execute under time pressure
• Capability to design, implement and execute a holistic commercial strategy and be the lead for short cycle achievements
• People lead skillset & experience

GEA