IJssel Technology Services has been improving production processes and results at companies throughout the Netherlands since 1992. With smart, sustainable solutions, IJssel helps keep the Dutch manufacturing industry strong and future-proof.
Sales Manager Meint-Teije Oost: "I wake up every morning with pleasure no matter what challenge lies ahead. At IJssel Technology Services, I work in a dynamic environment. Every day is different." Daniël Moezelaar, branch manager of IJssel Heerenveen, says: "For the Heerenveen and Zwolle branches, we are looking for a sales manager for the Friesland area and for the region of Overijssel, Gelderland, and Flevoland, respectively. From food and pharma to process industry and recycling, and from infrastructure and utilities to water and defense: wherever a factory operates, IJssel Technology Services can add value, and the sales manager plays an important role in that."
WHAT MAKES IJSSEL TECHNOLOGY SERVICES DIFFERENT FROM OTHER COMPANIES IN THE INDUSTRY?
"We have a strong bond with our customers," Daniël explains. "On a personal level, we know a lot about them. This is important because people do business with people. Sometimes we already sense that something is going on with the customer before they realize it themselves." Daniël adds: "Other players in the market are often much larger, but IJssel consciously opts for a personal approach with a flat organization, accessible advice, and a total solution that IJssel not only conceives but also implements. If we sell something we can't deliver, the customer won't come back. This honesty leads to long-term customer relationships."
HOW WOULD YOU DESCRIBE THE CULTURE WITHIN IJSSEL?
"No-nonsense, informal, practical, pragmatic, hands-on," Daniël lists. Meint-Teije adds: "Working at IJssel requires a kind of entrepreneurial spirit. The organization is very flat. You need to be able to switch gears quickly and make decisions." He continues with a smile: "Each branch has its own specialty and atmosphere, but above all, the same enthusiasts work in each branch. Everyone is working towards the same goal: supporting the customer and implementing the best solutions."
WHAT CHALLENGES ARE YOU FACING?
Meint-Teije: "We provide total solutions for our customers and carefully consider their challenges. These could include: competition from the East, export duties, or energy efficiency. We also see that part of the chemical sector is under pressure. We are happy to see how we can help these companies to prevent them from closing completely. We see this as our social responsibility."
WHY ARE YOU SPECIFICALLY LOOKING FOR THESE TWO SALES MANAGERS NOW?
"IJssel has five branches in Northeast Netherlands. Our major maintenance branches in Veendam, Heerenveen, and Zwolle each have their own sales manager. We are looking for a new sales manager to replace the positions in Heerenveen and Zwolle. Traditionally, we are known for our expertise in mechanization, but we have everything under one roof and are also strong in electrics, which is a growing market," Daniël explains. "Due to the shortage of skilled workers in the market, automation and electrification are increasing. That's where our opportunities lie. Both branches have about a hundred dedicated colleagues. Both Zwolle and Heerenveen have plenty of room to grow, and it starts with the right sales manager who can secure great projects."
WHAT DOES A DAY IN THE LIFE OF A SALES MANAGER LOOK LIKE?
"There is no fixed daily routine," Meint-Teije explains. "Visiting clients, establishing new contacts, having meetings at the branch; as a sales manager at IJssel, I have complete freedom in how I structure my week. I am responsible for new business, securing new projects, both with existing and new clients. I also focus on cross-selling. This means looking at how we can best support the client with services from our consulting arm and sister company JD Techniek." Meint-Teije spends a lot of time talking to people, from directors or managers to technicians on the shop floor. "A manager brings up different issues than a technician. Because we know a lot about our customers, we can support them optimally."
WHO DO YOU WORK WITH MOST?
"At IJssel, you work closely with the branch manager, engineering, production manager, team leader, project manager, work planner, and floor mechanics," says Meint-Teije. "We need to keep each other informed. Additionally, we have regular meetings: a monthly business review with the CEO, controller, and branch manager, a monthly sales meeting with all sales managers, and a weekly half-hour start-of-the-week meeting with the sales manager to learn from each other. For example, why did you win an order, why did you lose one?"
WHAT IS THE DIFFERENCE BETWEEN THE VACANCY IN HEERENVEEN AND THE ONE IN ZWOLLE?
Meint-Teije: "In Zwolle, part of our team works at the customer site at Scania. Additionally, from our own branch in Zwolle, we carry out various tasks for Scania and other clients. The sales manager for Zwolle focuses on expanding our services by attracting new customers for service, maintenance, and projects, in addition to the existing collaboration with Scania. Heerenveen is also a service location, but there the activities are less focused on a specific customer. Therefore, the commercial focus is on further expanding a broad and diverse customer portfolio. In both roles, you are responsible for new business and maintaining and expanding existing customer relationships within your region. As a sales manager, you are not alone. You are in the heart of the company, with short lines of communication to colleagues at the branch, such as the branch manager, planner, and controller. So, you must be a team player."
WHAT KIND OF PERSON IS A GOOD FIT FOR THIS ROLE?
Daniël: "IJssel is looking for a mature professional, entrepreneurial person who is willing to take responsibility, is results-oriented, and excels in internal and external communication. We are truly seeking someone who can take us further." Meint-Teije adds: "As a sales manager at IJssel, you know how companies organize processes. You must also sense what the customer is saying and needs, even if they are not always aware themselves. Understanding the underlying question is crucial. What keeps that contact person awake at night?" Daniël adds, "Technical knowledge and a professional appearance are essential, as well as a good network. You need to be quite flexible because you are constantly juggling diverse interests and roles within a customer organization. The sales manager is sometimes the universal remedy among all those different functions within a company."
DOES IT MATTER IF YOU ARE FROM THE REGION YOURSELF?
"For the vacancy in Friesland, it helps if you are Frisian or are familiar with the region and its language. For the regions of Overijssel, Gelderland, and Flevoland, a background in or around that area is an advantage," explains Daniël. "It's all about connections," says Meint-Teije succinctly, referring to the importance of networking and familiarity in the area. Daniël states, "An affinity with technology is a must for the role of sales manager."
IS THERE ROOM FOR GROWTH FROM THIS ROLE?
"Absolutely," says Meint-Teije, "although the emphasis is not on rapid advancement. Progression is possible towards a managerial position, but we place great value on stability. We prefer someone who commits to the role for an extended period and builds trust with clients. Ambition is certainly welcome, as long as it is accompanied by patience and composure. Those who are already seeking the next step after a year may not align well with how IJssel views this role."
WHAT DOES IJSSEL OFFER AND WHY WOULD SOMEONE WANT TO WORK THERE?
Daniël: "In addition to a very competitive salary, you will receive a company car, laptop, and phone, as well as great coffee. You will also get 27 vacation days plus 13 ADV (reduced working hours) days and, through the collective labor agreement, a vitality day to work on your well-being at IJssel's expense. While remote work is possible, being at the branch helps you build strong connections with colleagues, which adds value to your work. New sales managers undergo an onboarding process lasting four to six weeks, including meetings with relevant individuals." "It's simply a great company," says Meint-Teije, who has been with the company for over a year and a half. "Both the company and the market are evolving. Once you join IJssel, there is plenty to contribute to. I have no regrets. You need to be entrepreneurial, show initiative, and be flexible, but you do it as part of a team."