Job Description
Sales Expert's role is to proactively manage customer relationships, manage opportunities from current and new customers, and close deals professionally in a way that maximizes company order book and profitability.
Ensure to increase the Order Bookings / Market Share with improved price realization.
Responsibilities:
Customer relationship management:
● Proactively develops and creates customer relationships in his area of responsibility.
● Accountable for developing company position in his customer base or market area
● Create and communicate leads and sales opportunities for the entire company sales team (e.g. cross-selling).
● Ensure customer satisfaction and solve complaints with the rest of the company team.
● Document the customer and contact information, maintains customer data.
Sell:
● Accountable for leads, opportunities, orders, and contracts to meet the sales budget and pricing targets.
● Validates that the contents of the order received from the customer are in line with the negotiation process outcome, including terms and conditions, quality, and safety.
● Accountable for hand-over to installation, maintenance, and/or engineering with complete and correct information.
● Maintain full information of opportunities, tasks, and visits.
● Timely and accurate reporting.
● Support the finance function in money collection.
Accountable for achieving budgeted order booking:
● Achieve order bookings as per the monthly budgeted targets.
● Scout for new buildings / Projects
● Generate inquiries from builders, architects, consultants, etc.
● Acquire complete details on competitors' markets and their strengths and weaknesses.
● Responsible for the collection of advances from the customers as per the terms and conditions.
● Implement procedures from the inquiry stage to order booking in a systematic way.
● Responsible for coordination and follow-up with the design team on order input data, pricing, drawing, and other details.
● Ensure that the Sales Kits are used and maintained properly.
● Track the activities of the competitors
● Keep a record of the competitor's products
● Obtain technical details of the competitors' products
● Collect information from the lifts lost.
● Evolve strategies to penetrate the competitor stronghold.
Accountable for ensuring customer satisfaction:
● Interact with the customers on a continuous basis on the site readiness and document the same.
● Assist the installation engineer during the site inspection.
● Make cold calls to the customer during the process of Installation and find out if he has any grievances and sorts out the same in coordination with the Installation team.
● Maintain a harmonious relationship with the customers till handing over of the lifts.
● Take feedback from customers on our performance
● Responsible for building a positive image of the company among the customers.
Performance indicators:
● Orders/contracts received units, value, and price (Profitability/discounts from target price) vs. budgeted targets.
● Maintenance portfolio in units and value).
● Value of sales funnel and opportunity-to-order hit rate.
● Customer visits, customer-facing time.
● Customer feedback, customer satisfaction, and loyalty.
● Accuracy of reports.
● Development of customer portfolio.
● Contribution to team result (sharing leads, opportunities, working in account teams).