Service Sales Executive
4 days ago
The main responsibility of an outdoor Service Salesperson is to proactively promote and sell Scania parts and services, meeting commercial and financial targets and thereby contributing to the profitable growth of Scania. The role is focusing on untapped potential at rolling fleet customers, i.e. approaching customers when the vehicle is already sold. Typical situations where the Service Salesperson contributes: - contract not sold together with vehicle or renewal of contracts (R&M, FMS, driver training etc.) - customers with own workshop to whom there’s a potential to discuss parts supply or take-over of workshop operations - vehicle inspections by authorities - change of owner of a vehicle Focusing on the customer, understanding and transforming their needs in to value adding solutions as well as upholding a positive brand image are furthermore key aspects for the role. Professional Competencies: Prospecting: - Contribute to identify new potential customers - Contribute to identify total market potential - Contribute to structure and develop customer base through local segmentation - Keep up to date with customers and the local market - Keep up to date with Scania product and service portfolio - Keep up to date with competitors’ product / service portfolios and activities - There shall be an intention to let a central business intelligence function do most of the prospecting work resulting in a customer lists - Actively participate in campaigns and customer events, fairs etc. - Cooperate with internal stakeholders to achieve business objectives Contacting: - Analyze customer list and set target for customers - Plan and prepare customer contacts - Contact customers through phone calls, mails and meetings - Ask value driven questions to understand the customers’ business and budget - Identify the customer total needs and evaluate the probability to get a deal and the potential gain - Record and update relevant customer information - Follow up customer contact - Increase the customer base by working actively with contacting prospects - Build and maintain long term business relations with selected customers at the right level - Act professional as a Scania ambassador and market the full range of Scania products and services Quoting: - Verify prospects’ needs, both conscious and non
- conscious - Translate prospects’ needs to Scania tailored solutions and work together with relevant functions in order to create the best total offer - Present, communicate and negotiate with customer regarding suggested offer - Follow-up quotation - Follow-up on actual sales vs. targets and act on deviations Finalizing deal: - Ensure legal requirements and business rules - Secure delivery capabilities and early involvement from internal organization and suppliers for delivery - Communicate agreement internally and externally - Analyze and share lessons learned from won and lost sales General competencies: Business Perspective Customer Understanding Influencing Skills Negotiation Products & Services Teaching for differentiation Value Selling Personal Competencies: Adaptability Communication Initiative Leading Change Result Oriented Interfaces: Customers Workshop Scania Finance Bodybuilders Other Salesperson & Sales back office Business support & intelligence Desirable experience and qualifications: - Higher education in sales discipline or equivalent experience - Relevant work experience in sales - Driver’s license
Bachelor's or Equivalent
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