Research for a Sales Engineer

 

Client Spanish manufacturer of agricultural equipment.
Situation Client manufacturers a sophisticated equipment for application in the agricultural sector. He has sold some equipment through German agents to end users in Germany. The agents dispose only of low technical expertise. The verbal communication between client and agent was not easy.

Client considers higher sales potential for his product.
Position of Rainer Kozik
  • HR consultant for sales engineer in Germany
Analysis
  • The equipment manufactured by client requires a rather high effort for describing the technology and its advantages
  • The market in Germany is not big in number of players, but substantial in turnover
  • The market players dispose of relation to agents in foreign countries
  • The replacement of existent agents by an own sales engineer will potentially result in a substantial increase in sale of the equipment.
Strategy A person with

  • distinctive sales character,
  • command of Spanish language and
  • profound technical know how

is required.

Execution
  • Rainer Kozik has assessed candidates on the market.
  • The selected sales engineer has stayed 2 weeks in the factory of client in order to become familiar with all technical aspects of the client.
  • Selected candidate has followed up business from his home office with extensive travel within Germany.
  • The aforementioned process took 5 weeks from start until successful selection of candidate.
Success
  • The selected sales engineer sold several machines into the German market.
  • Further he closed contracts with German agents re-selling that equipment to Russian end users
  • The communication between sales engineer and engineers in the factory of client was made in Spanish language. This resulted in a better understanding and execution from very beginning
Further information I gladly provide on request in a personal meeting.