In a technical industry such as hydraulics, sales are rarely "just" sales. It is about coordination, technical understanding, documentation, timing and – not least – responsibility for the customer's operations.
At HydraSpecma, our Internal Sales department plays a key role in ensuring that customers get the right solution – on time and in the right quality.
Because when a machine is stationary, it is not just an order. It is production, delivery and the bottom line that are at stake.
What does Internal Sales mean in a technical company?
Internal Sales at HydraSpecma acts as the operational and technical link between our:
- Customers
- External Sales
- Technical engineers and Specialists
- Procurement and Warehouse
- Production and Corporate Structure
The role is therefore not just about handling inquiries – but about understanding applications, documentation requirements, supply security and the practical consequences of technical choices.
Hydraulic solutions are complex.
Components must fit into existing systems, comply with requirements from OEM customers, and meet both technical and regulatory standards.
Therefore, close internal coordination is essential.
» It's about understanding the customer's situation «
One of the people working in our internal sales department is Benjamin Møller Iversen, who has been part of HydraSpecma since January 2022.
His most important task is clear:
“My most important role is to service our customers. I do this by understanding their needs and challenges – and finding the solution that suits them best.”
In practice, this means daily dialogue with both customers and HydraSpecma's technical engineers.
Benjamin describes the collaboration as vital:
“My technical skills do not always cover the needs of our customers. Therefore, the dialogue with our technicians is an important asset in my everyday life. Together, we ensure that the customer gets the right solution.”
This interdisciplinary approach is a central part of the value we create for our customers.
When every hour counts
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In many industries, a breakdown can have major financial consequences. This applies, for example, to industry, agriculture, construction machinery and OEM production. Benjamin regularly experiences situations where customers are left with machines out of order and have an urgent need for spare parts or components. “Depending on the industry and the machine, customers can lose a lot of money if they don't get the right components delivered quickly. Here, an extra from our side can make a real difference.” |
This is where the combination of:
- Technical sparring
- Fast internal coordination
- Overview of stock and corporate structure
- Close dialogue with the customer
creates concrete value.
Internal Sales ensures that the task is not only registered – but followed all the way to the finish line.
Quality is more than the product
As customer requirements increase – especially among OEM customers – expectations for documentation, traceability and technical correctness increase.
Benjamin finds that the quality requirements are continuously tightened:
“Especially among our OEM customers, we see that quality requirements are increasing – both as a result of legislation and the customers' own standards.”
For Internal Sales, this means:
- Thorough verification of solutions
- Close collaboration with technical engineers
- Clear and precise communication
- Thinking one step further than the query itself
Benjamin elaborates:
“It is important to me that the customer feels that I understand and acknowledge their needs. Often it's about doing a little more than the customer actually asks for – if I can see that it creates value.”
This is exactly where service turns into partnership.
Hydraulics is complex – and it requires specialists
One of the things that has surprised Benjamin the most is the breadth of hydraulic applications.
“I was not aware of how widely hydraulics are used. It's an area you can spend a lifetime understanding.”
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HydraSpecma works across many industries and applications. This means that Internal Sales must constantly navigate between different technical requirements, norms and areas of application. Therefore, specialist skills are an integral part of everyday life. HydraSpecma's strength lies not in a single function, but in the interplay between:
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It is this whole that ensures stable, reliable and future-proof solutions.
People create customer value
At HydraSpecma, we invest in both professional development and cooperation. Internal Sales is not an isolated function – but an active player in the entire value chain.
Employees like Benjamin represent the approach we work from:
- Solution-oriented
- Collaboration-driven
- Responsible
- Customer-centric
It's not always the part of the work that the customer sees directly – but it's often the part that makes the difference between a supplier and a partner.
The management's perspective
According to Benjamin's team leader, it is precisely the combination of responsibility and cooperation that creates value – both for the customers and for the team.
Kristian Bugge Nielsen, Team Leader for Internal Sales at HydraSpecma Denmark says:
“Benjamin has a strong ability to put himself in the customer's situation and take responsibility for the task from start to finish. He works in a structured and solution-oriented manner and manages to create a sense of security for customers – even when the situation is stressful.
We find that customers see him as a stable and trustworthy sparring partner who follows things through to the end. At the same time, he contributes positively to the unity and team spirit in the team, which is crucial in a function like Internal Sales.”
The statement emphasises that customer value is created through the combination of professionalism, responsibility and strong cooperation.