Master of Myynti: Aleksi Uosukainen – A good salesperson does not abandon a project

The pneumatic conveyors manufactured at the Raumaster Ylöjärvi unit are an important component in a multitude of great equipment entities in different parts of the world. Working in Sales, Aleksi Uosukainen is thoroughly familiar with the machinery due to his previous work experience both in engineering and project management.

The Raumaster Ylöjärvi unit sells, engineers and assembles pneumatic conveyors. The departments for mechanical and electrical engineering, logistics, project management, procurement, purchasing and sales all work within the same premises. This helps in making everyday working life flow as smoothly as possible.

Having worked within the unit since 2017, Aleksi Uosukainen has held three different positions in six years. The Mechanical and Production Engineer begun work as a Project Engineer, moved up to Project Manager during the summer of 2020, and begun work in his current position in February 2023.

"Raumaster offers excellent opportunities to work in different assignments for the same employer. I’ve been able to do different jobs, all of which support each other though the development and application of one’s own knowledge", Uosukainen says.

"Customer satisfaction is high and it’s easy to stand by quality."

"As was with the previous change of assignment, supply and demand also met in this latest change of position. I’m interested in the specification process at the beginning of a project as well as the ways in which Sales greatly determines the necessary equipment and details."

Even though the machinery is the same, the everyday life of a Project Manager and a Sales Manager are different. Still, both do require the ability manage several things at once. At the Ylöjärvi unit, three people work in project sales and two in customer service sales.

"Our group in Sales has long-term knowledge acquired over decades of work. A junior salesman like me can get a lot of help and information on things such as the clients’ establishments and the machinery we have previously delivered to them."

An interest in specification

In his position, Uosikainen is in charge of determining the machinery that meets the client’s requirements based on their bidding queries. After this, he makes an offer of the machinery and begins the negotiation process.

"The initial specification takes its own time in order for us to find precisely the right solutions for the machinery. Although the hardware is of a certain type, there are always different kinds of personalisation as well as individual solutions", Uosikainen reminds.

"For example, power plants always have a certain kind of requirement for specific capacities for material transfers, on which the bigger picture is subsequently founded on. I define the type and size of the machinery so that we reach the required capacities."

"Based on my previous experience, I already have a vision when I begin working on an offer that will meet the client’s requirements."

A Sales Manager works independently, but the expertise of the whole unit acts as constant support. The closest colleagues outside of Sales work in project management as well as mechanical and electrical engineering.

Uosukainen’s personal experience in project engineering and management is in many ways helpful in sales work. Continuously learning new things keeps the mind sharp.

"Based on my previous experience, I already have a vision when I begin working on an offer that will meet the client’s requirements. I can also conceptualise proportions and demands when it comes to different capacities, for example. When I get to the construction site, see the client’s requirements and map solutions, I always gain new tools for my work as well."

Know-how from the end result

Sales is involved in projects all the way through so-called kick-off meetings, after which the project is turned over to project management. Sales is nevertheless available to be involved whenever needed.

"As they say, a good salesman never abandons a project. It’s nice to know how the projects I’ve sold make progress and how they have materialised. My own knowledge evolves when I know what the end result of a completed project is as compared to the way in which I originally planned it out", Uosukainen smiles.

"I get the greatest feeling of success from closing a deal and both parties being happy with the end result."

Sales work is interaction between people, so interpersonal skills are accentuated. Knowledge of machinery and contractual matters are also important. Uosukainen reminds us that the name Raumaster and the high quality of their machinery is well-known.

"In my job I get to continuously open new offers and determine different machinery for different destinations. What makes it appealing is that there’s always something new. I get the greatest feeling of success from closing a deal and both parties being happy with the end result."

Master of Myynti – so how is sales mastered at the Raumaster Oy Ylöjärvi unit?

Aleksi Uosukainen, Raumaster: "It’s easy to promise good as a salesman when you know you can keep your word. Raumaster is known for delivering high-quality and reliable machinery, so it’s great to be selling something you know will work and last as promised. Customer satisfaction is high and it’s easy to stand by quality."