Scania Business Consultant

Role Summary

The main responsibility of a Business Consultant is to proactively promote and sell Scania products and services (such as: contracted services, financial services, fleet management, spare parts, and others) contributing to the profitable growth of Scania.

Contacts assigned customer accounts or prospects to sell company products within a designated geography or industry. Focuses on meeting personal sales targets, new business development, maintaining customer relationships, and troubleshooting specific customer problems. Has a solid knowledge of products, their characteristics, and market.

Focuses on selling solutions linked to new & used vehicles, and also includes an overall responsibility for the customers in a certain territory or customer segment. Focuses on the customer, understanding and transforming their needs and value adding solutions as well as upholding a positive brand image are furthermore key aspects for the role.

Role is supported by Sales Manager in some cases due to complexity or other reasons. The Business Consultant shall be able to handle most solution sales deals. This is achieved by approaching new customers and by developing the existing. Typically requires a good general education, excellent interpersonal skills and sales experience.

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.

Skills

Experience

• Higher education in sales discipline or equivalent experience (Tertiary Education)

• Relevant work experience in solution sales (Automotive industry knowledge is added advantage)

• Proficiency in English 

Other requirements

• Driver’s license for cars and truck (if needed)

Other Details

Employment Type: Permanent/Local Role

Location: Tema, Ghana

Reporting To: Sales Manager, Ghana