Sales Manager- Rock Tools

Sandvik•Elko, NV

About The Position

Sandvik Mining is looking for a Sales Manager- Rock Tools – Denver, CO! The Sales Manager – Rock Tools is responsible for leading and executing the Rock Tools sales strategy to drive sustainable growth, profitability and market share across the assigned region. This role develops and manages customer relationships, identifies and converts new business opportunities, and ensures strong commercial governance (pricing/discounts, forecasting and pipeline discipline) to achieve agreed revenue and margin targets. A strong focus is placed on consultative/value-based selling, understanding customers’ operating drivers and translating Sandvik’s product and service capability into measurable customer value (safety, productivity, cost per meter/ton, reliability and sustainability outcomes). Environment, Health and Safety All employees and workers are required to conduct themselves in accordance with our EHS Vision to achieve Zero Harm to our people, the environment, our customers and our suppliers. Employees must comply with all aspects of the Sandvik Mining and Rock Solutions Environment, Health and Safety Policy, and any reasonable instructions, procedures or systems of work provided to ensure a safe workplace and prevent environmental harm. Employees must take reasonable care for their own health and safety and ensure their actions do not adversely affect the health and safety of others. When working at customer sites, employees must comply with all reasonable directions and all applicable customer EHS policies, procedures and regulatory requirements (including MSHA requirements where applicable).

Requirements

Strong understanding of the mining and/or civil construction industry, customer operating models and procurement/commercial processes
Demonstrated commitment to safety leadership and a strong EHS culture.
High level of application knowledge of the Rock Tools product range (or demonstrated ability to develop this knowledge quickly).
High level of professionalism, honesty and integrity
Proven people leadership (coaching, performance management and capability development) in a sales environment.
Demonstrated leadership skills with the ability to motivate others to achieve outcomes.
Strong consultative/value-based selling skills with the ability to build value propositions and influence senior stakeholders.
Strong commercial and financial acumen (pricing, margin, working capital, forecasting) with data-driven approach.
Strong negotiation skills and the ability to build effective relationships with customers and internal stakeholders.
Excellent written and verbal communication skills.
Strong CRM discipline and forecasting rigor, ensuring accurate pipeline visibility and timely reporting.
Flexible, self-motivated with demonstrated initiative.
Strong analytical skills, including the ability to interpret sales/market data and translate it into actions.
High level of initiative, drive and determination to achieve goals and targets set for customer satisfaction.
Ability to travel regularly (>50%)
CRM (Salesforce preferred) and sales pipeline/forecasting tools
Aurora Voyager Forecasting
Sandvik – My Rocktools
Power BI
MS Office suite of software (Word, Excel, PowerPoint)
EHS 360 or similar
Experience in mining and/or civil construction (preferably rock excavation/drilling) is essential.
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.
Valid unrestricted driver’s license
MSHA certification as required for site access; must maintain current status
Possess a valid driver’s license
Strong customer service focus
Ability to effectively lead or influence others without direct reporting relationships
Ability to create a long-term business development plan
Knowledge of the relevant industry
Ability to work as part of an integrated, broad team
Flexible, self-motivated with demonstrated initiative
Ability to develop knowledge of customer business processes
Excellent customer relations and active listening skills
Highly developed time management and organizational skills
Highly developed interpersonal skills
Computer Literacy
Excellent written and verbal communication skills

Nice To Haves

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.
Previous experience in managing a highly effective sales team would be a distinct advantage.
Contract management experience
Bachelors’ Degree or equivalent in Business, Engineering or a related discipline preferred.

Responsibilities

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.
Support the sales teams with application knowledge, product selection and customer value calculations to build strong proposals.
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.
Maintain CRM (e.g., Salesforce) accuracy, develop account plans, and ensure visibility of opportunities, actions and close dates.
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.
Operate within pricing, discount and approval guidelines; ensure appropriate documentation and governance.
Deliver Net Working Capital targets through effective inventory planning (where applicable) and strong accounts receivable management.
Support sales incentive/bonus processes by providing accurate results, inputs and coaching aligned to targets.
Work with the Business Controller to manage costs, profitability and accounts receivable exposure, including overdue follow-up.
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.
Assist customers with product selection and develop practices to ensure they undertake regular product trials on site.
Monitor usage patterns and liaise with Sandvik Rock Tools Inventory Controllers to ensure the appropriate stock levels of stocked items.
Undertake training and personal development as agreed in your individual development plan, including Sandvik sales tools and ways of working.
Maintain a high level of awareness of the Sandvik portfolio and continuously build product, application and market knowledge.
Provide visible leadership and direction to the sales teams, fostering accountability, collaboration and a continuous improvement mindset.
Provide coaching to Sales Personnel on applications, value selling, CRM discipline and tender/proposal quality.

Benefits

Sandvik offers a comprehensive total compensation package, including a competitive benefits package of health, dental, and disability insurance and a 401(k) retirement savings plan.
We also provide opportunities for professional competence development, training, and career advancement.

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