Kapsch is one of Austria's most successful global technology companies. With its comprehensive ITS (Intelligent Transportation Systems) portfolio, Kapsch is actively addressing the challenges of the present and the future with intelligent mobility solutions in a wide range of application areas. As a family-owned company founded in 1892 and headquartered in Vienna, Kapsch can look back on 130 years of experience with the future.
Senior Area Sales Manager for Iberia is a key role to ensure business growth in an attractive market, acquiring new customers and ensuring maintaining existing ones for Spain (Mediterranean area: Catalonia, Valencia, Murcia).
Your responsibilities:
Implement sales methodologies, forecast revenues, plan and monitor presales budgets.
Develop and manage a healthy pipeline of prospects and forecast business deals to be closed.
Identify and develop strategic relationships with potential customers and maintain key customer relationship for existing ones in very high satisfaction level.
Checking commercial feasibility of projects / customers credit history.
Develop business cases and ensure that technical solutions fit customer’s needs while ensuring technical and commercial feasibility, building widely on the company’s standard solution portfolio.
Active role in bid management by identifying opportunities and by leading bid management process trough the opportunities.
Prospect, qualify, propose, negotiate, and close business deals.
Frame and elaborate contracts and ensure commercial success of projects.
Hand over projects in a structured manner to project delivery units for implementation.
Attend and represent Kapsch as a leader of thought in different industry forums and meetings.
Network deeply with all stakeholders; finance, legal, bid management, execution leaders, project managers etc to ensure a successful role.
Your profile:
Extensive experience in an equivalent role
Extensive and solid experience in public sector, with proven successful results for business growth, business continuity and market plan.
Experience selling products/projects/services.
Strategic & innovative vision.
Solid understanding of business, financials, products/services, market and desirable in project management.
Engineer degree, or equivalent experience.
Required languages: Spanish native, Catalan native, English B1/B2
Valuable: experience in mobility sector will be a plus
Our offer:
Permanent role.
Flexible working hours.
Hybrid working model.
30 business days of annual leave.
Flexible remuneration plan.