Overview
Contacts assigned customer accounts or prospects to sell company products within a designatedgeography or industry. Focuses on meeting personal sales targets, new business development, maintaining customer relationships, and troubleshooting specific customer problems. Has a solidknowledge of products, their characteristics, and market. Typically requires a good general education, excellent interpersonal skills and sales experience. Increase profit contribution and loyalty from business with key customers.
Qualifications University (First degree) Experience Experience enables job holder to deal with the majority of situations and to advise others (Over 5 years to 8 years) Experience in explosive chemicals raw materials / manufacture process) Great customer relationship Duties
Customer Relationship Development / Prospecting
Develop and implement a customer contact plan to communicate product launches and engage the potential customers in relevant sales campaigns to build new relationships. Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate response.
Customer Needs Clarification
Set clear objectives for each sales call or meeting; use standard materials to make a presentation to the customer; and ask relevant questions to evaluate the customer's level of interest and to identify and respond to areas requiring further information or explanation.
Sales Opportunities Creation
Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.
Sell Customer Propositions
Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask
for concessions (e.g., price reduction) that gain the customer's agreement.
Customer Relationship Management (CRM) Data
Schedule follow-up actions and enter relevant information into the customer relationship management system after each contact with a customer to create a call plan and to ensure that the organization has quality data to enable effective customer retention and business development activities.
Operational Compliance
Identify, within the team, instances of non-compliance with the organization's policies and procedures and/or relevant regulatory codes and codes of conduct, reporting these and escalating issues as appropriate.
Performance Management
Respond to personal objectives and use performance management systems to improve personal performance. OR Monitor the performance of the team; allocate work and review completion, take appropriate corrective action to ensure timeliness and quality; contribute to formal individual performance management and appraisal.
Personal Capability Building
Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation where relevant to improve performance and fulfill personal potential. Maintain an understanding of relevant technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media. Job Competencies
Job Knowledge:
Customer-Focused Approach Initiates Compelling Sales Conversations Knows the Buying Influences Understands Buying Influencer Needs Action Planning Builds Rapport In-Depth Questioning Manages Buyer Indifference Manages Resistance Questions Strategically Review and Reporting Understands Customer Needs Understands Issues/Motivations Closes Effectively Diagnoses Needs with Questions Effectively Presents Solutions Navigates Customer Challenges Negotiates Strategically/Tactically Pre-Call Preparation Prospecting Qualifying Negotiation Strengthens Customer Connections Sales and Marketing Word Processor Software Presentation Creation Calendar and Scheduling Spreadsheet Expertise Desktop Publishing Database User Interfaces and Queries Data Mining and Machine Learning Information Retrieval and Searching Internet Browser Knowledge Physical and Technical Access Management Operating System Setup and Maintenance Transaction Security and Virus Protection Electronic Mail Expertise
Job Related Skills
Customer-Focused Approach Initiates Compelling Sales Conversations Knows the Buying Influences Understands Buying Influencer Needs Action Planning Builds Rapport In-Depth Questioning Manages Buyer Indifference Manages Resistance Questions Strategically Review and Reporting Understands Customer Needs Understands Issues/Motivations Closes Effectively Diagnoses Needs with Questions Effectively Presents Solutions Navigates Customer Challenges Negotiates Strategically/Tactically Pre-Call Preparation Prospecting Qualifying Negotiation Strengthens Customer Connections Sales and Marketing Word Processor Software Presentation Creation Calendar and Scheduling) Spreadsheet Expertise Desktop Publishing Database User Interfaces and Queries Data Mining and Machine Learning Information Retrieval and Searching Internet Browser Knowledge Physical and Technical Access Management Operating System Setup and Maintenance Transaction Security and Virus Protection Electronic Mail Expertise
