Sales Engineer (Business Development) at Danfoss

Job Description

• Danfoss is looking for an energy-efficiency minded Sales Engineer to develop and manage our sales.
• The preferred candidate will have a proven track record of supporting customer accounts at the corporate level as a true partner to our customers.

Job Responsibilities

• Responsibilities of this position include, but are not limited to, the following.
• Develop the business in the District Cooling area, primarily focus on Sub-Saharan Africa, East, and West Africa, secondarily and in Africa in general.
• In this respect you would develop the potential opportunity pipeline, which includes mapping of existing systems and potential short to mid-term opportunities.
• You would be also responsible for building relationships with Key Accounts in the Sub-Saharan Africa region. Thus, you would be expected to work tightly with front-line sales and support functions in sales, as well as with regional management.
• You would implement general District Energy strategy, specifically the part connected with District Cooling. This involves conveying the value proposition to the markets, and adjusting and tailor fitting, as well as providing feedback from value preposition to product management.
• You will be expected to be updated on product improvements modifications and new product opportunities in the defined markets.
• The primary product groups you will develop and assess sales opportunities for Danfoss are control components (motorized control valves, self-acting pressure independent controls, actuators, sensors, and line components e.g., ball valves) and optimization and monitoring SW, and where possible also identify opportunities for secondary side of district cooling. Secondary product group will be energy transfer stations.
• Sales growth for the HVACR product portfolio within the assigned region of account manager territories.
• Develop an understanding of account needs within the region, key decision makers, applications, products/product development plans and competitive situation.
• Provide input for the demand plan and rolling forecast.
• Lead customer visits and maintain/cultivate senior level customer relationships.
• Maintenance of a high-quality opportunity pipeline (MYP, NWT?).
• Identify, appoint and develop suitable sales partners to achieve strategic objectives
• Channel and performance management of appointed sales partners

Background & Skills

• At Danfoss, we believe that a diverse and inclusive workplace fosters creativity, innovation, and a broader perspective in decision-making.
• When you consider this job posting, do you feel like your profile is not a perfect match?
• Numerous studies have found that women and people of color are more likely to apply only when they meet all requirements listed in the job posting. Even if you do not check all the boxes, we encourage you to apply anyway.
• We are curious to find out how you can bring new insights to the role or to Danfoss as an organization.

The ideal candidate possesses these skills.

• Master’s degree or equivalent in business/sales combined with solid business development and/or sales experience along with great communication and collaboration skills is required.
• A qualification in Mechanical engineering will also be an added advantage.
• Ideally the successful candidate will have proven experience in the refrigeration business with technical knowledge of how systems work
• A minimum of 5 years relevant sales experience of technical products related to Refrigeration, is desired.
• Distribution channel sales partner development and management
• Fluency in English, any language spoken in Africa region would be an added advantage
• Strategic, neutral and unbiased analysis of short and medium-term market and industry trends
• Supporting Regional Management Team on selected must-win*battles
• Overseeing Public Affairs initiatives focusing on ESG Goals
• Understanding of HVAC systems with emphasis on District energy
• Understanding of mechanical, electronic, and SW products used in HVAC systems
• Knowledge about products used in District Cooling is an advantage
• Connecting Danfoss brand with Government, Trade Councils, World Economic Forum, NGO’s etc.