Service Sales Executive

Role Summary

The main responsibility of an Service Sales Executive is to proactively promote and sell Scania parts and services, meeting commercial and financial targets and thereby contributing to the profitable growth of Scania.

The role is focusing on untapped potential at rolling fleet customers, i.e. approaching customers when the vehicle is already sold. Typical situations where the Service Salesperson contributes:

• contract not sold together with vehicle or renewal of contracts (R&M, FMS, driver training etc.)

• customers with own workshop to whom there’s a potential to discuss parts supply or take-over of workshop operations

• vehicle inspections by authorities

• change of owner of a vehicle

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

Professional Competencies (Duties and Tasks)

1. 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 etc.
• Cooperate with internal stakeholders to achieve business objectives

2. 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
• 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

3. 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
• Present, communicate and negotiate with customer regarding suggested offer
• Follow-up quotation
• Follow-up on actual sales vs. targets and act on deviations

4. 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

Desirable Experience & Qualifications

• Higher education in sales discipline or equivalent experience
• Relevant work experience in sales
• Driver’s license

Education