Based in La Roche-sur-Yon in the Vendée and created in September 2018, Yanmar France distributes Yanmar products and services on behalf of Yanmar Europe BV based in the Netherlands. Founded in 1912 by Magokichi Yamaoka, Yanmar is a Japanese diesel engine manufacturer that markets complete propulsion systems.
What training, what diploma to hold the position of technical sales representative? A business-oriented university course
With a BTS in commercial action in hand, Philippe continues his university studies with a master's degree in international business at the University of Cambridge in England. "The advantage is to be fluent in English, which is important in our business. After an experience outside the boating industry, I started late in 2007 at Quo Vadis Bénéteau dealer as sales manager of the Hyères branch"
A position that he obtains, among other things, through the practice of navigation and in particular sailing from a very young age.
What skills are required? Technical training in the field above all
"Although I have a diploma, I had no technical skills on the boats, most of my training was carried out in the field during my time at Quo Vadis, particularly at the boat shows."
In 2016, Philippe left Quo Vadis in the Var to return to North Brittany with Rouxel Nautic and in 2018 accepted his current position with Yanmar.
"I obtained this position as a sales engineer thanks to my extensive knowledge of the field, 10 years working for boat dealerships, surveying pontoons and boat shows, which enabled me to get to know almost all boat builders, engine manufacturers... with the result that I developed a substantial network of relationships.
As a boat salesman, I dug a little deeper into engine technology to keep up with the latest trends, whether on sailboats or motorboats, I learned the specifics of engines.
I didn't come back to Yanmar with a background as an engine technician, but rather as a salesman with a lot of experience in the yachting market. As soon as I joined the company, I was given in-house technical training. I'm not a hard-core technician, I'm a salesman."
What are the daily routine and responsibilities of this profession? To be in contact with the distribution network and professional customers, and to report on
Today, Philippe leads a network of 7 distributors in the northern half of France, manages engine controls and other commercial actions. His daily job is to be in contact with the network to advise, develop sales and monitor their progress for both engines and spare parts.
In addition to the distribution network, Philippe is in charge of a portfolio of small series boat builders visited regularly. The work consists in clearing the need to write a technical and commercial proposal to lead to an order.
"Between the network and the construction sites, I have something to keep me busy. I organise myself as I want, the main thing is to fulfil my objectives and ensure reporting," Philippe concludes.
What are the possible evolutions of this profession? Succeed before projecting yourself in a career development.
"My evolution? In a group like Yanmar, there are always possibilities of evolution. But after only 2 years in the job, the question is premature and I don't ask myself that yet. I would imagine eventually taking care of the key accounts, the whole distribution network? Or changing jobs within this group of more than 30,000 employees around the world, which does not only have marine divisions."
A good commercial aptitude combined with a solid field experience and a curiosity for technology are undoubtedly the necessary qualities of a good technical salesman.
