Growing faster, closer, stronger
Unprecedented growth and regulatory change has put added pressure on Sammet’s sales team to meet targets and fulfil customer needs. The sales team shares how they deal with the intensity of their work, adjusting to new ways of working and guaranteeing customer satisfaction.
The low hum of voices at Sammet’s new headquarters in Jyväskylä, Central Finland has an excited tone to it. Customer demand for Sammet’s state of the art industrial dampers has led to unprecedented growth for the 35 year old company. In 2019, Sammet will deliver approximately 400 projects – double that of last year and an all-time high. Significant growth requires rapid adjustment and the sales team is busy discussing production capacity at different sites to meet delivery targets. The opening of Sammet’s newest production plant in Shanghai, China, has helped with scaling operations and is a perfect complement to Sammet’s European manufacturing base.
“As Finns we prefer all communication to be straightforward and honest so we can take whatever action is required, immediately”
It is vital for the sales team to know which production plant will speed up delivery times and reduce freight costs for customers. “Information sharing amongst the Sammet team is integral for helping solve our customers’ problems. You have to ask the right questions and listen to understand what they want and what they really need”, says Sales Manager, Mr Pertti Mehto. As head of the sales teams, Mr Mehto focuses on customer relationship management, including overseeing the sales process and contract negotiations. With so many new hires at Sammet, Mr Mehto’s priority is ensuring his team learns how to work and communicate effectively with each other. Luckily, the partnership culture at Sammet means experienced employees are keen to share their detailed knowledge with newcomers.
Changing circumstances require constant communication
Mr Mikko Ahonen, Key Account Manager started with Sammet at the beginning of May. “My first month was focused on getting to know all the people and their roles, as well as the details about Sammet’s products”, says Mr Ahonen. Sammet sales members are expected to have a good understanding of every aspect of the supply chain, in-depth product knowledge and awareness of market developments. After his induction period, Mr Ahonen took responsibility for process industry and power plant customers. “My role focuses on responding to quotation requests, contacting customers and working with our subcontractors”, he explains.
Providing quotations requires an excellent working relationship with the Sales Engineer, Mr Joona Kakkonen. The Sales Engineer provides the detailed calculations and pricing for products. “Circumstances can change quickly so clear, concise and constant communication between us is key”, stresses Mr Ahonen. Mr Kakkonen nods in agreement. “Co-operation and open communication build trust, which results in projects being delivered more efficiently”, declares Mr Mehto.