Head of Sales - Mining Americas

Company Description

Why TOMRA?

TOMRA is a world leader in optical and electronic sorting equipment. TOMRA is a dynamic company with an outstanding product line and an excellent level of customer satisfaction.

Why is it worthwhile to start and stay at TOMRA? Quite simply, we are a steadily growing international company that has retained its family atmosphere. Our corporate culture is Norwegian, which means there is no hierarchical thinking. If you are interested in titles and hierarchy you are at the wrong place here. We see a bright future in economic terms. Aside from that, it´s nice to know that our recycling machines are helping to make the world cleaner.

At TOMRA, we place significant emphasis on maximizing resource value and utilization, which contributes to the concept of the circular economy: an economic system designed to keep products, components and materials at their highest value throughout their life cycles within a closed loop.

Technology plays a crucial role in achieving this, with advances in certain fields helping to bring about new approaches that can help maximize the value of resources and – crucially – reduce waste.

Job Description

About the Role:

We are looking for an experienced and strategic Head of Sales for the Americas who is passionate about driving new business and expanding our customer base in the mining industry. This role is focused on generating more leads, which means identifying, targeting, and winning new clients in north and south America. The ideal candidate is a seasoned sales leader with a proven track record in sales management, building relationships, and developing a high-performing sales team. A strong background and exposure to sales in the mining sector, with experience in complex deal structures, relationship building, and an understanding of industry needs, is crucial. This is a strategic, hands-on role responsible for driving revenue growth by establishing and nurturing new client relationships across North America.

Key Responsibilities

1. Sales Leadership & Strategy
   • Develop and implement a North American sales strategy focused on acquiring new customers and increasing market share in the mining industry.
   • Lead and manage a team of sales professionals dedicated to new business acquisition.
   • Set clear goals, sales targets, and KPIs aligned with company objectives and revenue growth.
2. Business Development & Account Acquisition
   • Drive the end-to-end sales cycle from prospecting to closing, with a relentless focus on engaging new clients and winning large consulting and IT services contracts.
   • Identify and prioritize high-potential markets and sectors for new lead acquisition.
   • Partner with marketing and Business Units to develop strategies and campaigns that resonate with new customer segments.
3. Sales Process & Deal Structuring
   • Develop a scalable sales process tailored for complex mining contracts, including equipment sales, consulting engagements, and long-term partnerships.
   • Collaborate with internal Business Units to ensure proposals and commitments are feasible and aligned with our capabilities.
   • Utilize CRM systems and other tools to track pipeline progress, forecast sales, and manage relationships effectively.
4. Analytics & Reporting
   • Analyze and monitor sales metrics to assess team performance, identify growth opportunities, and make data-driven decisions.
   • Provide regular reporting to senior leadership on pipeline health, sales performance and effectiveness, market trends, and competitive landscape.
   • Drive the adoption of sales automation and CRM tools to enhance efficiency, transparency, and visibility into sales activities.
5. Collaboration & Cross-Functional Partnership
   • Work closely with cross-functional teams, including marketing, solution architects, and delivery teams, to ensure seamless client proposals and engagements.
   • Partner with the legal and finance teams to structure contracts, manage negotiations, and align on terms that mitigate risk while driving business value.
   • Ensure that sales strategies and approaches align with overall company goals and capabilities.
6. Industry Expertise & Market Insights
   • Stay informed on industry trends, competitor strategies, and technological advancements in the mining sector.
   • Represent the company at industry conferences, forums, and events to build our brand, network with potential clients, and identify new business opportunities.
   • Build and maintain relationships with senior-level stakeholders and decision-makers in target markets.
7. Team Development
   • Recruit, train, and mentor a team of sales professionals focused on selling mining equipment and consulting engagements.
   • Cultivate a results-driven and collaborative culture within the sales team, encouraging continuous learning and improvement.
   • Provide coaching and guidance to ensure each team member can effectively communicate our value proposition and close complex deals.

Outcomes Desired

1. Achieve a defined Revenue Target: 

1. Build a High-Performing Sales Team: Develop and retain a team of top-performing sales professionals, ensuring all team members are trained and equipped to meet or exceed individual and team targets, thereby fostering a culture of high performance and accountability.

Qualifications

• Experience:
  • 8 years in sales within the mining industry, with at least 3 years in a leadership role focused on new business acquisition.
  • Proven track record in securing large mining contracts.
• Skills:
  • Strong strategic thinking, exceptional communication, and negotiation skills.
  • Experience with long sales cycles and complex deal structuring specific to the mining sector.
• Industry Knowledge:
  • Deep understanding of the mining industry landscape, including equipment sales, consulting of mineral processing equipment
• Leadership:
  • Demonstrated ability to lead and develop a high-performing sales team.
• Analytical Abilities:
  • Skilled in using data and sales metrics to inform strategy and drive decision-making.
• Technology Savvy:
  • Familiarity with CRM systems (e.g., Hubspot), sales enablement tools, and analytics software.
• Education:
  • Bachelor’s degree in Business, Marketing, Mining Engineering, Metallurgy, Geology or a related field; MBA or equivalent is a plus.
• Language Skills:
  • Must be fluent in English and Spanish for contract negotiations.

This role is ideal for a driven sales leader with an entrepreneurial mindset and a passion for building new client relationships in the mining industry. If you're ready to take on the challenge of growing our presence in the Americas, we'd love to hear from you!

Additional Information

Are you interested?

Ready to join the TOMRA mission? Submit the following:

• A motivation letter (in English) explaining your interest in the role.
• Your CV (in English).
• Salary Package.
• Notice Period.
• Relevant certifications or references.

*TOMRA is proud to be an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants regardless of race, color, religion, gender, gender identity, age, national origin, disability, parental or pregnancy status, marriage and civil partnership, sexual orientation, veteran status, or any other characteristic protected by law. Reasonable accommodations will be made to meet the requirements of the Americans with Disabilities Act and will be provided as requested by candidates taking part in all aspects of the selection process.

All your information will be kept confidential according to EEO guidelines.

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