At a glance
At Brüel & Kjær Vibro, we pride ourselves on protecting and monitoring the world's most important machines. From hydropower plants to wind turbines, from simple pumps and gearboxes to complex gas turbines, our customers rely on us to deliver machinery protection and condition monitoring systems that prevent unplanned machine downtime and increase plant profitability. We have successfully delivered tens of thousands of systems, complemented by our world-class services. For more than 80 years, we have pioneered intelligent monitoring solutions to keep our customer's rotating equipment operating at peak performance worldwide.
Your mission
Reporting directly to the Managing Director Global Sales, you will collaborate closely with the Brüel & Kjær Vibro Sales team and NSK team. This role demands strategic foresight and operational excellence, balancing immediate objectives with sustainable growth initiatives. You will demonstrate strong leadership by effectively communicating the company's vision and translating it into measurable outcomes through exceptional communication and influencing skills.
- Guide, motivate and control the sales team (“lead, support and demand”).
- Accompany sales representatives on (important) visits to (important) clients.
- Actively develop and train employees, leading by example.
- Give extensive guidance on work prioritization, customer portfolio specific programs and activities, tactical behaviour, pricing strategy etc.
- Train and counsel the sales team (with a focus on value selling and strategic selling, active sales approach, structured work approach, opportunity qualification process, prioritization of customer access and development).
- Implement a system that enables the sales team to evaluate potential customers as well as potential leads in a transparent and trackable method (e.g. CPA – Cost Per Acquisition) in Americas together with the headquarters.
- Ensure full transparency on opportunity qualification all over the sales process, always coaching in terms of taking the next proactive step towards final success (winning the deal).
- Implement and enforce a standardized sales process with distinct steps that must be run in a specific sequence. Ensure that process is adaptable and smooth in complex solutions and project environments.
- Ensure that each lead is evaluated thoroughly before any resource (e.g. work in the back office) is allocated, e.g. using a strategic selling sheet.
- Enforce and actively participate in elaboration of sales playground / manuals and standard processes.
About us
Brüel & Kjær Vibro (B&K Vibro) is the world's leading independent
supplier of advanced electronic systems and software for protecting and
monitoring rotating machinery, for example turbines, compressors, pumps,
fans, blowers, generators and many more.
Part of the NSK Group, we are forerunners and pioneers in providing
intelligent solutions to ensure uptime for our customers’ rotating machinery.
