Job Description

Mission

At Epiroc, we're motivated by more than just selling products or solutions. We want our clients to succeed. The mining industry is rapidly transforming through the adoption of digital and automated technologies, and your job is to help them understand the benefits of deploying and integrating the Epiroc digital and automated suite. As a representative of Epiroc Technologies & Digital division, you will work with clients as they transform their operations and the mining industry at large.

As a Business Development Engineer your mission, is to Be the champion within Epiroc that ensures our place as the leading global technology partner through:

• Drive product awareness, business development and commercialization of the Fleet Monitoring Solutions (FMS) and Epiroc Mining Intelligence (EMI) offerings, as well as supporting primary sales activities of equipment automation and technology upgrades i.e., collision avoidance systems.
• Contribute to and be responsible for strategy development focused on customer segmentation and categorization, go-to-market initiatives, customer screening, business development, and sales.
• Solution development that demonstrates Epiroc's commitment to open and agnostic digital and automation systems.
• Support product developers with continuous customer feedback on offerings.
• Develop or support in the development of sales proposals and commercial agreements in response to customer requests, tenders or feasibility studies,
• Identify and build on industry partnerships that aim to improve value realization for customers.
• Customer relationship management.
• Monitor local market and customer trends, as well as industry developments.
• Provide reliable, real-time, monthly, quarterly, and yearly forecasts.
• Be your customer's productivity partner.

Main duties and responsibilities:

Know your customer, your market, and Epiroc's solutions:

• Stay abreast of relevant safety regulations and industry standards related to safety systems in mining.
• Clearly understand the key challenges our customers and how our digital solutions solve them.
• Understanding our current suite of digital products and helping customers understand the value and ROI of our products and solutions.
• Actively develop new business, including an actionable territory management plan with ambitious growth targets.
• Build and maintain relationships with key decision makers (technical and business) at current and prospective clients.
• Develop meaningful relationships with industry partners to advance mutual growth objectives.
• Deeply understand our Digital Solutions offerings and present as a believed advisor to our prospects.
• Research and develop a thorough understanding of the market, including prospects, partners and competitors, and work collaboratively with marketing, product development and other internal groups to maximize our offerings.

Sales management and execution:

• Keep meticulous records in our preferred CRM.
• Prepare detailed quotations, proposals, RFP responses, executive summaries, etc. that exceed customers' expectations.
• Represent the company at trade shows, conferences, industry meetings and virtual events to initiate and progress sales.
• Lead sales activities from initial contact through deal close
• Generate new software licenses and technology product business opportunities through direct contact with mining companies and mining contractors.
• Generate upsell opportunities to existing customers, including account planning for key customers.
• Align and verify the proposed solution and pricing with the regional business manager and global sales support.
• Secure that the solution is in line with the product portfolio and that the needed resources are allocated for implementation and handover to support.
• Responsible for customer contact negotiations. Handover to local and central project organizations after contract signing.

Collaboration and competence development:

• Ensuring that you establish and maintain a relationship with local partners that are included in the digital ecosystem.
• Work together with the national sales teams within Epiroc to find synergies and create new business opportunities.
• Work with local CC and Global Marketing to plan and create leads-generating activities.
• Organize and deliver sales training and information sessions for internal stakeholders to create awareness of Digital products.
• Actively report and communicate customer requirements, trends, issues, and opportunities.
• Anything and everything else you and we can think of to drive success.

Education and Experience:

• A degree in information systems, computer science or engineering. Alternatively, you can have a degree in business administration in combination with working experience within a technical environment.
• Minimum 5 years of working experience in sales/business development for software / digital solutions in B2B with a proven record of success.
• You have experience with interacting with and consulting customers on complex technical solutions.
• Ideally you are familiar with the mining and underground construction industry.

Competence:

• A safety-first and collaboration mentality
• Proven track record of success within enterprise-class software sales (B2B)
• Self-starter - you will own your region and know it like the back of your hand.
• Entrepreneurial spirit. We operate with a start-up mindset.
• Ability to prospect your region independently of business development efforts.
• You are self-driven with a hunter mentality and are willing to frequently within the region.
• Passionate about being in front of the customer and having the ability to explain the value of our digital products.
• You have excellent communication and negotiation skills and can generate trust.
• Able to multi-task - to handle multiple sales projects without sacrificing schedule or quality.
• Highly motivated, "hands-on", energized, enthusiastic with passion and commitment to doing things in the right way.
• Ability to work independently or as an integrated team member, as the situation requires.
• Strong written and verbal communication; native level fluency in English, additional languages an asset
• Fully computer literate with skill in Microsoft Office packages (Word, Excel, PowerPoint)

Behaviours:

• Entrepreneurial spirit. We operate with a start-up mindset
• Ability to prospect your region independently of business development efforts.
• You are self-driven with a hunter mentality and are willing to frequent within the region.
• Passionate about being in front of the customer and having the ability to explain the value of our digital products.

Closing Date: 26 March 2024

Epiroc is committed to protecting your privacy and ensuring we maintain a diverse and inclusive culture. To prevent any possible unconscious bias, please remove any personal/identifiable information e.g., photo, ID number, address, date of birth from your application.

United. Inspired. Performance unites us, Innovation inspires us, and commitment drives us to keep moving forward.
In the 150 countries where you can find Epiroc, we encourage our employees to take ownership of their own development and careers with the support of their leaders.
We are committed to giving you every opportunity to succeed in a culture of innovation, diversity, and collaboration, combined with a caring atmosphere.
Diversity and sustainability are key to growing fresh and innovative ideas and solutions for our customers. Epiroc is a leading manufacturer for the mining and infrastructure industries. Learn more at

Epiroc