Sales (Re)structuring & Selection in Roosendaal
Why here
At many companies on the Borchwerf, Majoppeveld and Vijfhuizenberg estates it is called sales, but it is a pricing desk: a request arrives, someone calculates a rate and sends it back. So restructuring here starts by separating two kinds of behaviour that rarely live in one person. Calculating demands accuracy and responsiveness; selling demands initiative at a moment nobody asked for it. As long as both sit with the same person, the request with a deadline always wins. The process then gains a stage that does not exist today: monitoring expiring contracts at target accounts, because that is where the pipeline genuinely comes from. And in selection you are not looking for someone who calculates sharply, but for someone who can sit with an operations manager and talk about a flow without pulling the conversation straight to a rate.
No list of offices — just honesty: we work remote-first and come on-site where it truly matters, by plane if that is what it takes. Travel costs are charged on.
Our approach
The quotation requests from last year go on the table: how many arrived, how many you won, and how much commercial time went into them. Alongside that we count how many conversations happened without a request. That ratio is the conversation. Then we design stages with definitions, assign the monitoring of expiry dates to a role rather than to a habit, and write the role profile for the function missing today.
Frequently asked questions
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Our estimator also handles client contact. Why split that?
Because the two tasks eat into the same calendar and not in equal measure. A quotation request has a deadline and a waiting customer; a conversation with a shipper who needs something a year from now has neither. Whoever does both ends up doing only the first, and that is not a question of effort. Splitting need not mean two people straight away: it can be a protected part of the week where no requests are picked up.
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What belongs in the process that is not in it today?
A stage that begins before a request exists. Per target account you record which contract is running, until when, who manages it, and when the internal conversation about renewal starts. That is the only place you have influence, because once the request is out the rest is arithmetic. Like the others, that stage gets a definition and an exit criterion, so the weekly meeting is about it rather than about how many quotes went out.
What you invest depends on what we build. The homepage says where it starts.
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