Used Vehicle Sales Executive

Role Summary

The main responsibility of a Scania salesperson is to proactively promote and sell Scania products and services contributing to the profitable growth of Scania.

The role is focusing on the sale of used vehicles sales and contracted services, but is also including an overall responsibility for the customers in a certain territory or customer segment. It’s a role supported by service and specialist salespeople in some cases due to complexity or other reasons. The Scania salesperson shall be able to handle most solution sales deals. This is achieved by approaching new customers and by developing the existing.

Focusing on the customer, understanding and transforming their needs in to value adding solutions as well as upholding a positive brand image are furthermore key aspects for the role

Job Responsibilities

Prospecting: Contribute to identify potential customers and create sales opportunities where Scania can deliver value to the customer and be profitable.

• • Contribute to identify new potential customers
  • Contribute to identify total market potential
  • Contribute to structure and develop customer base through local segmentation

• • Keep up to date with customers and the local market

• • Keep up to date with Scania product and service portfolio
  • Keep up to date with competitors’ product / service portfolios and activities
  • There shall be an intention to let a central business intelligence function do most of the prospecting work resulting in a customer lists
  • Actively participate in campaigns and customer events, fairs, organizing demonstrations
  • Cooperate with internal stakeholders to achieve business objectives

Contacting: Develop and increase the customer base by analyzing contacts or prospects, understand their needs, plan and conduct meetings, build relationships and argue for Scania´s value proposition.

• • Analyze customer list and set target for customers
  • Plan and prepare customer contacts
  • Contact customers through phone calls, mails and meetings
  • Ask value driven questions to understand the customers’ business and budget
  • Identify the customer total needs and evaluate the probability to get a deal and the potential gain
  • Record and update relevant customer information in Scania tools
  • Follow up customer contact
  • Increase the customer base by working actively with contacting prospects
  • Build and maintain long term business relations with selected customers at the right level
  • Act professional as a Scania ambassador and market the full range of Scania products and services

Quoting: Create offer by verifying prospects’ needs, translating them into tailored solutions, negotiating the deal and follow-up.

• • Verify prospects’ needs, both conscious and non- conscious
  • Translate prospects’ needs to Scania tailored solutions and work together with relevant functions in order to create the best total offer, incl both vehicle and services
  • Present, communicate and negotiate with customer regarding suggested offer
  • Follow-up quotation
  • Follow-up on actual sales vs. targets and act on deviations

Finalizing deal: Close the deal and ensure long-term customer satisfaction.

• • Ensure legal requirements and business rules
  • Secure delivery capabilities and early involvement from internal organization and suppliers for delivery
  • Communicate agreement internally and externally
  • Analyze and share lessons learned from won and lost sales

Delivering vehicle to customer: 

• • Vehicle handover to the customer in coordination with the Sales back-office
  • Handle trade-in and buy back according to internal rules
  • Follow up customer satisfaction after delivery

Acting as single point of contact:

• • Be and act as the preferred contact person for all commercial demands from the customer be it used vehicles, rental, services, demo
  • Liase with other departments in order to collect the requested information and communicate with the customer

General knowledge and skills:

• Business Perspective: Using an understanding of business issues, processes and outcomes to enhance business performance.
• Customer understanding: Demonstrates understanding of customers, their commercial offerings, industry, business, motivational drivers and needs. Understands how Scania can contribute to the optimization of customer profitability.
• Influencing Skills: Persuades, convinces and influences others to obtain their buy-in and support for specific course, action or direction. Understands others’ point of view. Creates maintain and leverages a network of supportive relationships.
• Negotiation: Ability to explore positions and alternatives to reach best possible outcome by seeking mutual benefits and maintaining relationship in business discussions with the counterparts.
• Products and services: Maintains an up to date understanding of products and services necessary to perform duties and tasks. Understands Scania products and services value proposition connected to processes and business.
• Teaching for Differentiation: Offering unique perspective by delivering insightful data, solutions or experiences to customers that helps them better compete in their own end-market.
• Value selling: Ability to apply the method to identify the right solution for the individual customer as well as explain and argue for the value of an offer, expressed in money and/or time.

Personal Competencies:

• Adaptability: Adapting in order to work effectively in ambigous or changing situations and with diverse individuals and groups.
• Communication: Effectively transfers information and expresses ideas orally or in written form to individuals or group.
• Initiative: Dealing with situations and issues proactively persistently, seizing opportunities that arise.
• Leading change: Embracing change and recognizing the need for change, being open to new ideas and methods and championing transformational change within the organization and beyond.
• Planning & Organizing: Reaching goals that are central to organizational success by making plans and allocating resources effectively.
• Result oriented: Demonstrates the effort, willingness and ambition to achieve results, meet objectives and responds proactively to avoid disappointing results.

Interfaces

• Customers / Prospects – Salesperson meet customers / Prospects to understand their needs and create Scania tailored solution offer
• Pipelines – Sales person to actively build and manage pipelines on our systems
• Workshop – Salesperson stay up-to-date with the customers’ operations in the workshop in order to understand the current status before meeting customers
• Scania Finance – Salesperson is in regular meetings with Scania Finance in order to cooperate and share information for finding the best solution for the customers
• Business support –Includes functions like presales, sales development, business intelligence, marketing, sales admin and order to delivery (logistics). Salesperson is in contact with the business support functions in order to get the information they need before customer contact (e.g. customer list) and to give information afterwards (e.g. order pack)
• Business intelligence – Salesperson gets lists with leads as input for contacting.
• Other salespeople – Salesperson is in contact with other salespeople in different regions and/or product areas in order to help each other and to coordinate/cooperative when creating the best total offerings for the customers, including and not limited to new vehicle sales and rentals.
• Bodybuilders – Salesperson is in contact with bodybuilders when creating the best total offering for the customers
• Panel beaters – Salesperson is in contact with bodybuilders when creating the best total offering for the customers
• Stock take – Sales person is responsible for monthly stock takes in their region
• Stock availability– Sales person is responsible for ensuring sufficient stock in their region to cover demand and to identify stock on a national database that is required to cover future deals.
• Trades and RV returns – Sales person is to work proactively with new vehicle sales to timeously check in and inspect new vehicle trades and returns from Scania Finance customers, book these vehicles into workshops for appraisals, quotations and ensure R&M work is completed within 30 days of receipt, whilst also advising Used Vehicles back office, New vehicle sales and SFZ timeously.
• Sales Back-office- Providing timely, the required and correct input in order to secure: an optimized O2D process, a final margin without deviation and a perfect flow of Used vehicles
• Solution sales – Sales person is responsible to collaborate with and not limited to new vehicle sales, rentals to achieve the best outcome for Scania and our customer.
• Sales meetings – Salesperson is responsible to update their deals in progress, future prospects and present

Applicable process, standards and guidelines:

• Structured Sales Process and strategies
• Market plan
• Doing things right – Ethics at Scania
• DOS
• IT and Sales tools

• Higher education in sales discipline or equivalent experience an advantage
• Knowledge of Scania systems, eg Automaster, FMS, CSTT,  an advantage

• Relevant work experience in sales

Other requirements: 

• Driver’s license
• Dare to try and succeed by applying our Scania Values
• Travel – Salesperson is will attend all Scania events including and not limited to training, tradeshows, customer events and customers facilities.

Integrity & Compliance

All applications will be treated with full confidentially and will only be made available to the people involved in the recruitment process.

NB: Please be advised in order to apply for this vacancy you need to have been employed in your current role for a minimum of 1 year.