Sales Associate

2 months ago

Shah Alam, Malaysia MAN Truck & Bus Full time

**A) Job Purpose**

Act as a brand ambassador and find integrated solutions for the customer’s needs. Sell company products and solutions to best meet the customer’s needs and company interests.

**B) Key Responsibilities**
- _Create business opportunities:_
- Actively translate market trends into business opportunities for own sales area
- Analyze sales area data to derive business opportunities jointly with sales management and put into action (i.e. define customer attack list)
- Make sure that 100% potential customers are contacted regularly at least once a year
- _Acquire new customers:_
- Take new innovations and offers from company to develop customer portfolio
- Consult the customer and offer options on possible solutions based on company’s product & business solutions’ portfolio
- Deliver fast and accurate information, including prompt responses to customer enquiries
- _Maintain partnership:_
- Know the customer: acquire and record relevant information and maintain an effective database both for retail and fleet customers
- Track, maintain and update own and company generated leads, contacts and opportunities
- Regularly identify customer needs and offer integrated and customized solutions along value chain
- Be visible to the customer: plan and organize sales activities including regular customer visits to build sustainable rapport
- _Build company brand image and reputation:_
- Be a company brand ambassador every day
- _Know Company Product Portfolio:_
- Build technical expertise on company product portfolio
- Build expertise on company sales and after sales solutions including other services
- _Steer sales:_
- Achieve agreed sales targets
- Steer sales business in terms of profitability by using company option package portfolio
- Regular reporting on sales activities to the sales management
- _Sell company products & solutions:_
- Develop proposal, negotiate, prepare and present sales contract to the customer - to find the best integrated solution for the customer closely cooperate with After Sales and other relevant departments
- Create the offer, sales order within the system
- Monitor all orders and follow up production and delivery times with factory/bodybuilders to solve questions/problems that may arise and report any delays to the customer as early as possible
- Ensure that all relevant technical, product, legal and promotional information is obtained, understood and communicated to customer
- Hand over the sold vehicles (walk around) if required assisted by technical experts from the workshop and be the “one face to the customer” (lead the customer)
- Act as a contact person to the customer in case of immediate concerns and complaints
- Follow-up sales feedback and if applicable ProfiDrive training process to increase customer satisfaction incl. support of customer complaint management process
- _International Vehicle Return Process:_
- Lead customer through vehicle return process from taking in vehicle to final invoicing
- _General:_
- Comply with good health and safety practice, all statutory requirements, code of conduct, company policies and standards
- _Additional product specific responsibilities:_
- Truck : Retail and Fleet
- Bus: tender management

**C) Authorities**
- Issue quotation
- Work with bodybuilding
- Price offering within the agreed limit
- Coordinating on Vehicle Inspection, Permits and other related processes

**D) Key Performance Indicators**
- Sales volume (units & MYR)
- Market Share
- Order intake
- CXi (Sales Satisfaction Index)
- Penetration R&M
- Acquisition of new customers
- Conversion rates (Sales Funnel)

**E) Required Profile**
- Education:_
- Minimum Diploma or its equivalent in the Business Administration, Commerce, Marketing or related field
- Experience:_
- 3 years of experience in selling vehicles or capital equipment, preferably in automotive/commercial vehicles industry

**F) Competencies and Skills**
- Technical Competencies/Skills:_
- Brands & Products (incl. Solutions)
- Customer oriented vehicle configuration
- Sales methods
- Market analysis & development
- Sales Processes
- Work environment* including compliance & corporate security (Rules, regulations and company Standards
- Personal & Interpersonal Competencies/Skills:_
- Build and maintain customer relationships
- Professional manner and communication in customer contact
- Professional sales talks (incl. sales advantages argumentation, ability to negotiate, ability to consult customer)
- Can-Do mentality
- Target
- and result oriented working style
- Team and collaboration skills incl. conflict management
- Structured and effective working methods to develop market (incl. time management, working autonomously, organization and planning)
- Other competencies/skills/requirements:_
- Application of sales IT systems (i.e. Salesforce SAP ESA CRM)
- PC fluent (MS-Office)
- Fluent local language skills required (English and Bahasa Malaysia)
- Full driving license for commercial vehicle

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