Main tasks & key responsibilities
• Visit important customers regularly, listen to their voices, and explore business opportunities
• Define and align on an yearly account plan in coordination with area sales managers, service center managers and spare parts director.
• Regularly contact current, former and prospective customers to generate sales (e.g. Service, spare parts, standard services offers etc…) against the order intake target
• Identify prospective customers through market evaluations, business intelligence tools (e.g.Bid Prime) and other lead generation tools including cold calling.
• Follow up on all sales leads from existing clients, RFQs and RFPs, develops a compliant offer
• Provides pricing and lead time of spare parts, standard services offers and standard products to the Sales Support Manager for project tender submission preparation
• Actively promote our portfolio (e.g. Service, spare parts, standard services offers etc…). Identify potential business opportunities based on list of references, past orders, etc.
• Perform market analysis for Parts and Equipment pricing
• Assesses competitors by analyzing competitor information and maintain and expand the company’s database of prospects
• Monitors the conversion rate, identifies irregularities to adapt the pricing and the lead time to consistently improving the conversion rate.
• Proactively tracks orders with the COE to ensure timely delivery of spare parts and standard services offers
• Proactively record installed base information in SFDC
• Actively coordinate his/her actions with sales area managers through daily contacts and account plan
• Timely submit service reports and invoices , follow up customer payment plans and collections
• Develop sales plan and review the completion regularly
• Compile monthly sales report, discuss with management and win orders together if necessary
• Make reasonable suggestions to develop new service products according to market demand, and cooperate with SPE and technical team to develop service products
Qualifications
• Bachelor degree – recommended but not required, technical background will be an advantage
• Sales training preferred, but can be provided
• High energy, teamwork, and passion for driving sales
• Strong understanding of sales order process
• Technical knowledge of main products
• Knowledge and experience of ERP systems (Microsoft Navision knowledge will be an advantage)
• Well versed in Sales Force CRM tool.
• Proficient with Microsoft Word, Excel and PowerPoint
• Fluency in English and other languages depending on assigned area(s)