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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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Average salary estimate

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$120000K
$180000K

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What You Should Know About Head of Sales - Mining Americas, TOMRA

Are you ready to lead the charge in the mining sector? TOMRA is on the hunt for a dynamic Head of Sales for the Americas! Based in Golden, CO, this role is all about driving new business and expanding our reach in this exciting industry. At TOMRA, we pride ourselves on being a world leader in optical and electronic sorting equipment, so you'll be working with cutting-edge technology that helps keep our planet clean. Your mission will be to develop innovative sales strategies, build relationships with clients, and lead a successful sales team dedicated to making our vision a reality. We're looking for someone with a solid history in sales management—especially in mining—who can navigate complex contracts and identify high-value opportunities for growth. You'll play a crucial role in setting clear goals and KPIs, while continuously analyzing market trends to enhance our offerings. If you're passionate about advancing the resource management industry and fostering a high-performing, collaborative team culture, this position is tailored for you. Join us at TOMRA where your expertise can truly make a difference, and connect with like-minded professionals who share your enthusiasm for building a sustainable future.

Frequently Asked Questions (FAQs) for Head of Sales - Mining Americas Role at TOMRA
What are the primary responsibilities of the Head of Sales at TOMRA?

The Head of Sales at TOMRA is responsible for developing and implementing a strategic sales plan for North America. This includes leading a dedicated sales team, driving business development, managing the end-to-end sales cycle, and analyzing sales metrics to enhance performance. The role also involves collaborating with cross-functional teams to ensure seamless client interactions and proposal management.

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What qualifications are required for the Head of Sales position at TOMRA?

To apply for the Head of Sales position at TOMRA, candidates need a minimum of 8 years of sales experience in the mining industry, with at least 3 years in a leadership role focused on new business acquisition. A strong understanding of mining industry dynamics, exceptional communication skills, and a proven ability to secure large contracts are essential.

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How does TOMRA define success for the Head of Sales role?

Success for the Head of Sales at TOMRA is defined by achieving revenue targets, developing a high-performing sales team, and expanding the company’s market share in the mining industry. Candidates are expected to foster a results-driven culture within the sales team and actively pursue new business opportunities across North and South America.

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What tools and technologies are used in the Head of Sales role at TOMRA?

In the Head of Sales position at TOMRA, candidates will utilize CRM systems, such as HubSpot, alongside sales enablement and analytics software to track pipeline progress, forecast sales, and manage client relationships effectively. This technological proficiency allows for better decision-making and sales process optimization.

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What makes TOMRA an attractive place to work for the Head of Sales?

TOMRA offers a unique working environment that combines the benefits of a large international company with a family-like atmosphere. Employees enjoy a culture that emphasizes equality and collaboration over hierarchy, alongside a commitment to sustainability and making a positive environmental impact through innovative recycling solutions.

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Common Interview Questions for Head of Sales - Mining Americas
How would you develop a sales strategy for the mining sector?

When developing a sales strategy for the mining sector, it’s essential to analyze market trends, identify target customer segments, and understand their specific needs. It’s also important to leverage insights from previous sales data to set clear goals and align strategies with the broader objectives of the company.

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Can you describe your experience with complex deal structures in mining?

In interviews, be ready to discuss specific examples of complex deals you’ve successfully navigated. Highlight your approach to creating win-win scenarios and how you have coordinated with different stakeholders to reach agreements that align with business objectives.

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How do you measure your team's performance?

Measuring a sales team's performance requires a variety of metrics, including sales targets, customer acquisition rates, and deal closure times. Be prepared to discuss how you use analytics to regularly review these metrics and provide constructive feedback to your team.

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What techniques do you use for effective client relationship management?

Highlight effective techniques such as active listening, regular follow-ups, personalized communication, and providing valuable insights to clients. Illustrate with examples how nurturing these relationships has led to repeat business and referrals.

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How do you stay informed about industry trends?

Discuss your routine for keeping up with industry trends, such as attending conferences, networking with industry leaders, subscribing to relevant publications, and participating in professional organizations to gain insights into new technologies and market dynamics.

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What is your approach for leading a sales team?

Share your leadership style, emphasizing collaboration, continuous learning, and mentorship. Discuss how you empower team members by setting clear expectations, fostering a supportive environment, and encouraging creativity in their sales approaches.

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Can you give an example of how you overcame a significant sales challenge?

Prepare an example that highlights your problem-solving skills and ability to adapt to challenges. Detail the situation, what steps you took to address it, and the successful outcome that resulted from your efforts.

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What strategies do you use for lead generation?

Explain your approach to lead generation by discussing tactics such as targeted marketing campaigns, leveraging social media, and networking at industry events. Mention the importance of aligning these strategies with the overall sales objectives.

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How do you handle objections from potential clients?

Prepare to discuss your method for addressing client objections through active listening, empathizing with their concerns, and providing clear, data-backed evidence to overcome these barriers and demonstrate the value of your solutions.

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Why do you want to work as the Head of Sales at TOMRA?

Craft your response to convey your passion for the mining industry, your respect for TOMRA’s mission in sustainability, and how your skills and experience align with the company’s objectives. Showing excitement about contributing to TOMRA’s growth will help make your case.

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DATE POSTED
March 30, 2025

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