Key responsibilities of the role:
C-suite engagement and executive relationship development
• Proactively engage C-suite stakeholders, including CEOs, COOs, CTOs, and senior manufacturing leaders, positioning Seco as a strategic partner early in the buying journey.
• Partner with Regional Sales to extend existing contacts into executive relationships and lead value-based conversations on productivity, cost, quality, sustainability, operational transformation, and digital or process optimization.
• Sustain executive engagement throughout opportunity shaping and support continuity of the relationship after contract signature.
Strategic opportunity creation and shaping
• Translate executive discussions into structured opportunity hypotheses, clearly defining the customer challenge, value pool, and strategic fit with the Solva offering.
• Identify latent demand and unmet needs, shaping opportunities before formal RFQ stages.
• Qualify opportunities and collaborate with the Project Lead through solution shaping, proposal development, contractualization, and delivery handover.
Pipeline ownership and deal development
• Build and maintain a robust, strategically aligned Solva pipeline and drive progression from lead to qualified opportunity and approved pursuit.
• Maintain clear pipeline visibility and reporting, focusing effort on opportunities with strong customer value and strategic fit.
• Support commercial development and value capture while aligning customer expectations with solution feasibility.
Cross-functional collaboration
• Nurture relationships with Regional Sales and Market teams, Solva Project Leads, Engineering, technical specialists, Product Management, Operations, Machining brands, partners, and distributors.
• Maintain awareness of relevant offerings and opportunities and enable commercial collaboration across Seco, Sandvik, and external networks.
• Ensure a coordinated approach from customer discovery through agreement and delivery handover.
Segment focus and strategic account entry
• Prioritize accounts and tailor value propositions within strategic segments such as Aerospace, Automotive, Medical, Energy, and Defense.
• Develop entry strategies, map customer stakeholder ecosystems, and unlock multi-site opportunities and long-term partnerships that may transition toward key account management.
• Assess market trends and potential growth segments, including emerging high-value areas, through a structured view of attractiveness and strategic fit.
Market intelligence and thought leadership
• Capture insights from executive interactions on strategic priorities, investment trends, market developments, and competitive positioning.
• Share insights with Business Development and Innovation or Offer Development teams to strengthen solutions, market focus, and internal capability.
• Contribute to market-facing thought leadership and stronger segment understanding across the organization.
Seco ambassador and ways of working
• Represent Seco professionally with customers, partners, and colleagues, in line with our Code of Conduct, values, and principles.
• Take ownership of high-quality execution, transparent reporting, and ethical commercial practices.
• Continue developing knowledge of customer operations, strategic segments, Solva offerings, manufacturing technologies, and value-based solution selling.