Used Trucks Salesperson - Arad

Role Summary

Objective: 

Maintain and develop relationships toward structured proactive partnerships to improve Scania EBIT, customer satisfaction, and profitability through sales and delivery of managed range. Achieved by setting an overall strategy and plan for sales and deliveries for area-specific customers, exploring business opportunities, and monitoring results.

Responsibilities:

• Develop and maintain customer plans by setting, executing, and challenging targets.
• Plan annually for each customer and prospect, updating regularly.
• Develop and execute governance structure for each customer in agreement with them.
• Grow understanding of customer needs, business environment, operations, and development direction to advise customers.
• Forecast and achieve sales volumes and profitability of your portfolio.
• Negotiate and decide terms and conditions within given authority.
• Lead cross-functional teams on Distributor and Dealer level connected to managed portfolio.
• Ensure maintenance and up-to-date information in Customer Relationship Management System.
• Work with strategic Bodybuilders, building partnerships critical for tenders.
• Identify potential customers and create sales opportunities within assigned key account segment.
• Develop and increase the customer base by analyzing contacts or prospects, understanding their needs, planning and conducting meetings, building relationships, and arguing for Scania’s value proposition.
• Create offers by verifying prospects’ needs, translating them into tailored solutions, negotiating deals, and following up.
• Close deals and ensure long-term customer satisfaction.

General Competencies:

• High understanding of business issues, processes, and outcomes to enhance business performance.
• High understanding of customers, their commercial offerings, industry, business, motivational drivers, and needs.
• Ability to understand how Scania can contribute to optimizing customers’ profitability.
• Maintain up-to-date understanding of Scania’s electrification journey, related products, and services developments, and overall industry impact regarding electrified solutions. Focus on electrification in own area of responsibility and apply applicable value propositions.
• Persuade, convince, and influence others to obtain their buy-in and support for specific actions or directions. Understand others’ points of view. Create, maintain, and leverage a network of supportive relationships.
• Understand and apply knowledge about the market within the area of responsibility. Keep up to date with new developments and understand business risks and opportunities.
• Explore positions and alternatives to reach the best possible outcome by seeking mutual benefits and maintaining relationships in business discussions.

Personal Competencies:

• Analyze and synthesize information to understand issues, identify options, and support sound decision-making.
• Generate viable, new approaches and solutions.
• Deal with situations and issues proactively and persistently, seizing opportunities that arise.
• Reach goals central to organizational success by making and following plans and allocating resources effectively.
• Identify problems and solutions, considering applicable precedents.

Benefits:

• Attractive salary package (includes bonuses for various occasions, bonuses that reward individual, team and company performance, private medical insurance, life insurance, meal vouchers of 40 lei/day worked, etc.).
• Stable job, in a financially solid company.
• Modern working conditions and tools;
• Company car, laptop and work phone;

Job Responsibilities

Customer Relationship Management / Account Management

Develop and implement a customer contact plan to communicate product launches and engage the customers in relevant sales campaigns. Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate response.

Customer Relationship Development / Prospecting

Develop and implement a customer contact plan to communicate product launches and engage the potential customers in relevant sales campaigns to build new relationships. Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate response.

Customer Needs Clarification

Set clear objectives for each sales call or meeting; use standard materials to make a presentation to the customer; and ask relevant questions to evaluate the customer's level of interest and to identify and respond to areas requiring further information or explanation.

Sales Opportunities Creation

Identify potential customers by obtaining information, referrals, and recommendations from existing customers and other contacts and/or through participation in trade shows and conferences.

Sell Customer Propositions

Identify the products or services that best meet the customer's stated needs, use personal expertise to propose quantities and product configurations, explain the selection to the customer, and invite the customer to make a purchase at the standard price/terms and conditions of sale.

Customer Relationship Management (CRM) Data

Schedule follow-up actions and enter relevant information into the customer relationship management system after each contact with a customer to create a call plan and to ensure that the organization has quality data to enable effective customer retention and business development activities.

Promoting Customer Focus

Assist with the development of internal communications and work collaboratively with colleagues to build strong external customer relationships and meet customer needs.

Operational Compliance

Develop knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct to ensure own work adheres to those standards. Obtain authorization from a supervisor or manager for any exceptions from mandatory procedure.

Performance Management

Respond to personal objectives and use performance management systems to improve personal performance.  OR Monitor the performance of the team; allocate work and review completion, take appropriate corrective action to ensure timeliness and quality; contribute to formal individual performance management and appraisal.

Personal Capability Building

Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation where relevant to improve performance and fulfill personal potential. Maintain an understanding of relevant technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.

Education