Sales Manager – Rock Tools
Sandvik Group
full-time
Posted on:
Location Type: Hybrid
Location: Denver • Colorado • Nevada • United States
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About the role
- Lead, coach and develop TSSRs to deliver strong safety performance, customer coverage, capability uplift and target achievement.
- Deliver budgeted revenue, gross margin and market share results within the designated sales region.
- Own the opportunity pipeline: prospecting, qualification, value proposition, close plan and post-sale follow-up.
- Build and maintain senior customer relationships, lead customer engagement plans and regular business reviews.
- Maintain accurate CRM hygiene (opportunities, activities, account plans, Market Share) and lead a robust forecasting cadence.
- Provide timely reporting on sales performance, forecast accuracy, market conditions and competitive activity.
- Ensure pricing discipline and discount governance in line with Sandvik policies, recommend actions based on market/pricing analysis.
- Collaborate with Account Managers, Application Specialists and Product Managers to improve opportunities and deliver customer value.
- Know and understand customers’ business drivers, market challenges and competitor presence; identify key decision makers and buying processes.
- Create and execute territory/segment and key account plans that grow revenue and profitability for the Rock Tools portfolio.
- Monitor competitor activity and market trends; translate insights into actions that improve win rate, share and customer retention.
- Provide regular feedback to Business Line and Product Management on customer needs portfolio gaps and improvement opportunities.
- Liaise with Product Management and global Rock Tools teams to provide market feedback that supports portfolio development and continuous improvement.
- Deliver customer and internal presentations (business reviews, value cases, portfolio updates) as required.
- Prepare tenders, contracts and proposals in accordance with Sandvik policies, approval matrices and commercial governance.
- Ensure all opportunities, quotes and key customer interactions are recorded in the CRM and followed through to closure.
- Drive the sales team to proactively develop new opportunities and improve conversion and retention.
- Develop annual budgets and periodic forecasts by customer/segment in line with the business planning process.
- Deliver budgeted gross margin and profitability, managing mix, pricing, discounts and cost-to-serve.
- Deliver budgeted revenue through execution of account plans, pipeline coverage and conversion discipline.
- Monitor financial performance and take corrective actions to improve forecast accuracy, revenue, margin and customer profitability.
- Ensure appropriate documentation and governance.
- Develop and maintain relationships with senior personnel of key customers and ensure strong customer experience.
- Apply value selling techniques and coach the team to sell outcomes and total cost/value, not only product features.
- Set clear expectations for TSSRs and ensure completion of role requirements, reporting and agreed KPIs.
- Ensure product claims and warranty issues are managed promptly, documented correctly, and escalated as required in line with Sandvik procedures.
- Identify customer training needs to support the safe and effective use of Sandvik Rock Tools and coordinate delivery with internal stakeholders.
Requirements
- Experience in mining and/or civil construction (preferably rock excavation/drilling) is essential.
- Rock Tools application knowledge is strongly preferred (or demonstrated experience with similar products and applications).
- Knowledge of and experience with Sandvik product range would be beneficial.
- Experience selling technical solutions (aftermarket parts/consumables and services) with a value-based approach.
- Proven sales management experience, including coaching direct reports and delivering revenue and margin targets.
- Commercial management capability, including pricing/discount governance, contract terms and working capital management.
- Experience in preparation of tender submissions.
- Demonstrated ability to work cross-functionally (operations, supply chain, customer service and finance) to deliver customer commitments.
- Previous experience in managing a highly effective sales team would be a distinct advantage.
- Contract management experience.
Benefits
- health, dental, and disability insurance
- 401(k) retirement savings plan
- opportunities for professional competence development
- training
- career advancement
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
sales managementbudgetingforecastingvalue sellingcontract managementCRM hygienetender preparationpricing governancemarket analysiscustomer relationship management
Soft Skills
coachingleadershipcustomer engagementcross-functional collaborationcommunicationrelationship buildingstrategic planningproblem-solvingteam developmentperformance management