Job Purpose:
To improve the organization’s market position and achieve financial growth by implementing organizational strategic goals, building key customer relationships, identifying business opportunities, negotiating, and closing business deals while maintaining extensive knowledge of current market conditions. Reporting to: Commercial Manager.
Minimum Requirements:
- Matric / Grade 12
- Completed bachelor’s degree
- 3+ years of customer/commercial experience
- Automotive Industry Tier 1 experience (Highly Advantageous)
Main Responsibilities:
New Business Development:
- Prospect for potential new clients and turn this into increased business.
- Meet potential clients by growing, maintaining, and leveraging your network.
- Identify potential clients and the decision-makers within the client organization.
- Research and build relationships with new clients.
- Set up meetings between client decision-makers and the company’s practice leaders/Principals.
- Plan approaches and pitches, working with the team to develop proposals that speak to the client’s needs, concerns, and objectives.
- Participate in pricing the solution/service.
- Handle objections by clarifying, emphasizing agreement, and working through differences to a positive conclusion.
- Have a full understanding of contribution statements and position discussions with customers if under recovering in a commodity.
- Drive new business opportunities through the RFQ process.
- Drive pricing and profitability discussions with customers.
Client Retention:
- Present new products and services and enhance existing relationships.
- Work with technical staff and other internal colleagues to meet customer needs.
- Arrange and participate in internal and external client debriefs.
Business Development Planning:
- Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
- Present to and consult with mid and senior-level management on business trends with a view to developing new services, products, and distribution channels.
- Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
Management and Research:
- Submit weekly progress reports and ensure data is accurate.
- Ensure that data is accurately entered and managed within the company’s CRM or other sales management systems.
- Forecast sales targets and ensure they are met by the team.
- Track and record activity on accounts and help to close deals to meet these targets.
- Ensure all team members represent the company in the best light.
- Understand the company’s goals and purpose to continually enhance the company’s performance.
Key Skills and Competencies:
- CAD software
- RFQ process
- APQP & PPAP
- ISO standard IATF 16949
- Risk Assessment
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