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HVAC Area Sales Manager - On-Site
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SalaryMarket Competitive Salary + Bonuses + Travel AllowanceLocationBucharest, RomaniaIndustryBuilding MaterialsJob Description
About the Client:
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Industry: HVAC distribution and production
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Location: Romania
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Ranking: Among the top 5 companies in their industry in Europe
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Product Portfolio: Offers an extensive product portfolio for the HVAC market, focusing on premium and ultra-premium products
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Notable Projects: Engages in significant projects, including hospitals (operating rooms, medical products, biotech, HVAC), naval projects, and more
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Market Reach: Not limited to local supply due to competitive pricing concerns
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Turnover: In Romania, the turnover reached 4-5 million Euros the previous year, contributing to a global turnover of 600 million Euros.
About the Role:
The Sales Representative position is based in Bucharest and encompasses the eastern part of Romania, including areas like Buzau, Galati, Braila, Tulcea, Constanta, and partially Bucharest. The potential of recruiting a new ASM for Moldova exists. The role primarily involves managing an existing client portfolio.
Sales Dynamics: The sales mix consists of 80% large projects (corporate offices, Ikea, hospitals) and 20% e-commerce sales. E-sales are factored into the budget and contribute to KPIs/bonuses via the e-shop.
Sales Order Process: Each ASM collaborates directly with an associated back-office team. The ASM's main responsibilities are client interaction and negotiation, including handling quotation requests that are then forwarded to the associated back-office engineer.
Staffing Requirement: The need for hiring arises due to a colleague's departure who transitioned to sales but has since opted for a different path.
Team Structure: Currently, there are 23 employees in the Romania division. A Cluj office was established in 2019 with 4 employees, serving as a sales point and warehouse. The sales team is composed of 3 salespeople in Bucharest and 1 in Cluj, with 2 recent additions. The main operational hub is in Bucharest, where a team of 17 operates.
Staffing Requirement: The need for hiring arises due to a colleague's departure who transitioned to sales but has since opted for a different path.
Team Structure: Currently, there are 23 employees in the Romania division. A Cluj office was established in 2019 with 4 employees, serving as a sales point and warehouse. The sales team is composed of 3 salespeople in Bucharest and 1 in Cluj, with 2 recent additions. The main operational hub is in Bucharest, where a team of 17 operates.
Compensation & Benefits:
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Top seller: 1.8 million out of 5.4 million – consistently achieving bonuses. The commission structure:
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First threshold: 75% of budget achievement, 0.6% of sales.
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Next threshold: 85% - 0.75% of sales.
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Anything beyond 85% - 1.2% of sales.
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Bonuses are awarded quarterly. If Q1 target isn't met but compensated in Q2, the Q1 bonus is still awarded.
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Package: Regina Maria premium healthcare subscription, meal vouchers (30 lei/day), laptop, car, and phone. All payments are transparent and documented.
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Company Atmosphere: No undue pressure, facilities include a table tennis area, relaxation area with darts, continuous music, and 2 team-building events annually.
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