Services Salesman

Role Summary

The main responsibility of the Service Salesperson is to proactively identify, develop, and close opportunities to sell Scania services to existing and prospective customers within an assigned sales district. The role requires a strong understanding of customer operations, fleet needs, commercial drivers, and buying processes, and the ability to translate these into value-adding Scania solutions. By managing the full sales cycle and maintaining long-term customer relationships, the Service Salesperson contributes to customer profitability, customer loyalty, and Scania's commercial and financial targets.

Place of work: Tuzla (Bosnia and Herzegovina)

Job Responsibilities

•  Identify target customers, prospects, and service-sales potential within the assigned district.

•  Monitor customer, competitor, and market activity and use insights to prioritise accounts and set customer-level sales targets.

•  Plan, prepare, initiate, and conduct structured sales meetings with customers and prospects.

•  Understand each customer's business, fleet operation, pain points, motivational drivers, buying process, and decision criteria.

•  Maintain accurate and current customer, contact, fleet, and opportunity information in relevant CRM and sales tools.

•  Build and maintain long-term business relationships with decision-makers and other buying influences.

•  Promote the full range of Scania products and services and identify opportunities to expand the service relationship.

•  Develop tailored quotations and proposals based on verified customer needs, operational priorities, and commercial considerations.

•  Explain and defend the value of the proposed solution in terms of cost, time, uptime, predictability, risk, and customer profitability.

•  Handle objections, align expectations, and negotiate mutually beneficial terms while preserving the customer relationship.

•  Close deals in accordance with legal and formal requirements, business rules, ethics, and Scania processes.

•  Coordinate delivery and deal administration with workshops, Scania Finance, business support, sales colleagues, logistics, and relevant partners.

•  Follow up implementation and customer satisfaction, and identify opportunities for further development.

•  Analyse won and lost sales, capture lessons learned, and continuously improve the sales approach.

•  Manage the sales pipeline, forecasts, objectives, targets, KPIs, and required weekly, monthly, and quarterly reporting.

•  Act as a professional Scania ambassador and contribute to a positive brand image.

Qualifications & Experience

• Relevant education or equivalent work experience.

•  At least two years of relevant experience in active B2B sales.

•  Experience in services, aftersales, commercial vehicles, automotive, transport, fleet, or a related industry would be an advantage.

•  Demonstrated ability to prospect, qualify opportunities, conduct consultative customer meetings, present value-based solutions, negotiate, and close.

•  Strong commercial acumen and the ability to understand customer business and profitability and translate service solutions into measurable value.

•  Strong account-management, relationship-building, communication, and customer-loyalty skills.

•  A structured, proactive, and result-oriented approach, with ownership of targets and follow-up.

•  Ability to cooperate effectively with workshops, finance, business-support functions, sales colleagues, and other stakeholders.

•  Good discipline in CRM use, pipeline management, forecasting, reporting, and sales administration.

•  Confidence in using digital sales and office tools and the ability to quickly learn Scania products, services, processes, and systems.

•  Fluent local language and good working knowledge of English.

•  Valid driver's licence.