Job Description

Danfoss is looking for an enthusiastic Sales Engineer to develop and manage the HVAC-R segment in Mexico. The preferred candidate should have sales experience in B2B focused on the industrial market to attend strategic accounts based in Monterrey. The role involves performing sales activities under supervision, following standard guidelines and procedures, with limited commercial autonomy. The candidate will collaborate with the sales strategy, manage medium strategic potential clients, follow up on sales execution, promote products in the market, maintain relationships and establish contacts with strategic clients, conduct presentations, update CRM and pipeline, and act according to the company's Ethics guidelines and Quality Policy.

Job Responsibilities

Responsibilities for this position include, but are not limited to, the following. 

Understanding of the HVAC-R segment; Manage the selected client portfolio under supervision through in-person visits, following and collaborating with sales strategies to ensure client relationships, follow up on start-ups, negotiate prices, analyze client applications, perform specifications, and provide information to the client. Prepare and send sales proposals (quotations) using predefined and approved information, according to the needs of the salespeople and/or clients. Follow up on these proposals through phone or online contact with clients to ensure the sale is made. For approved proposals, request the creation of sales orders, confirm orders with proposals, request order billing, and follow up until billing to ensure information aligns with what was requested and approved, aiming to meet sales targets. Responsible for Core Sales Segment activities in public and private companies. Continuously update CRM and pipeline with activities and opportunities to keep sales information in real-time, serving as a database for extracting KPIs (Key Performance Indicators).  Act according to the company's Ethics guidelines and Quality Policy. Background & Skills

The ideal candidate possesses these skills. 

Capable of negotiating at an advanced level (develops a clear strategy for negotiations and can respond appropriately to unanticipated situations, recognizes decision-makers, aims at win-win results). Focuses on services and administrative functions, and the strategic role to secure supply to the customer. Develops general, non-specific recommendations. Bases recommendations on a few options and trade-offs. Capable of simple A, B, C segmentation of customers, and can adapt plans and style to suit segmentation. Capable of following up on opportunities with the necessary action and escalation. Moves the opportunity between phases to reflect its maturity and position in the pipeline. Capable of producing compelling value propositions. Engages other colleagues to increase chances of success. Capable of distributing communication to the correct target audience. Uses the CRM tool appropriately and can enter the required data and information in most situations, which is clearly understood by other users. Has extensive knowledge of most products (can outline product features and compare different products, and give fact-based recommendations of specific products). Develops with customers an understanding of how Danfoss products can be applied to customers' needs and the ability to compare Danfoss product applications. Knows the basic concept of Account Planning and knows how to use account planning tools. Has basic understanding of customer potential and profitability and uses understanding of current customer profitability to plan allocation of time and effort. Can explain the contacts and positions of the key contacts of most customers. Can identify main opportunities and develop plan to catch them. Follow-up process defined, but not agreed with customer. Can explain the role of a sales person. Understands the importance of preparation and follow up in sales and knows methods of some of the sales cycle: contact, understanding and checking customer needs, building value proposition, and understands the importance of these phases. Can contribute and perform in the sales process in familiar situations and uses the cycle to guide dialogue with customer in most situations. Knows methods of closing the deal.  Conducts some of the overall pricing analysis (discount monitoring). Can prepare the scenarios for addressing the excess discounts. And uses knowledge about products to describe the value proposition. Applies basic interview techniques to uncover a wide range of specific customer products and application needs. Builds up customer specific value drivers and knows that values are defined as more than the product. Creates list of customers' actual and potential purchase. Explores customers' applications, opportunities and their use of Danfoss products. Can analyse and identify market trends (products, processes and services) to support customers to change. Knows the approximate size, relative market share and potential threat to Danfoss from the most important competitors. Makes use of basic application knowledge. Is able to identify relevant sales information in a daily environment magazines, advertisements, promotions and recognizes market trends when reading professional literature. Strategic Thinking Analysis and Problem Solving Employee Benefits

We are excited to offer you the following benefits with your employment:

Career Development  Bonus system Paid vacation Opportunity to join Employee Resource Group

This list does not promise or guarantee any particular benefit or specific action. They may depend on country or contract specifics and are subject to change at any time without prior notice.

Danfoss – Engineering Tomorrow

At Danfoss, we are engineering solutions that allow the world to use resources in smarter ways - driving the sustainable transformation of tomorrow. No transformation has ever been started without a group of passionate, dedicated and empowered people. We believe that innovation and great results are driven by the right mix of people with diverse backgrounds, personalities, skills, and perspectives, reflecting the world in which we do business. To make sure the mix of people works, we strive to create an inclusive work environment where people of all backgrounds are treated equally, respected, and valued for who they are. It is a strong priority within Danfoss to improve the health, working environment and safety of our employees.

Following our founder’s mindset “action speaks louder than words”, we set ourselves ambitious targets to protect the environment by embarking on a plan to become CO2 neutral latest by 2030.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or other protected category.