Sales Manager – Rock Tools

Role Overview

• 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