Sales Executive

The main responsibility of a Scania salesperson is to proactively promote and sell Scania products and services contributing to the profitable growth of Scania. The role is focusing on deals with new & used vehicles as base, but is also including an overall responsibility for the customers in a certain territory or customer segment. It's a role supported by service and specialist salespeople in some cases due to complexity or other reasons. The Scania salesperson shall be able to handle most solution sales deals. This is achieved by approaching new customers and by developing the existing. Focusing on the customer, understanding and transforming their needs in to value adding solutions as well as upholding a positive brand image are key aspects for the role. Prospecting Contribute to identify potential customers and create sales opportunities where Scania can deliver value to the customer and be profitable. '¢ 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 track of customer's fleet requirement and purchase timing '¢ 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, organizing demonstrations '¢ Proactively cooperate with internal stakeholders to achieve business objectives Contacting Develop and increase the customer base by analyzing contacts or prospects, understand their needs, plan and conduct meetings, build relationships and argue for Scania´s value proposition. '¢ 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, operations and unfulfilled needs '¢ Identify the customer total needs and evaluate the probability to get a deal and the potential gain '¢ Record and update relevant customer information in Scania tools '¢ Follow up customer contact '¢ Increase the customer base by working actively with contacting prospects '¢ Build and maintain long term business relations with existing customers by providing them with product performance monitoring and operational improvement advice '¢ Act professional as a Scania ambassador and market the full range of Scania products and services Quoting Create offer by verifying prospects' needs, translating them into tailored solutions, negotiating the deal and follow-up. '¢ 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, incl both vehicle and services '¢ 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 Close the deal and ensure long-term customer satisfaction. '¢ 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 Delivering vehicle to customer & Acting as single point of contact '¢ Vehicle handover to the customer in coordination with the Sales back-office '¢ Handle trade-in and buy back according to internal rules '¢ Follow up customer satisfaction after delivery '¢ Be and act as the preferred contact person for all commercial demands from the customer be it used vehicles, rental, services, demo '¢ Liaise with other departments in order to collect the requested information and communicate with the customer Interfaces: '¢ Customers '¢ Workshop '¢ Scania Finance '¢ Other salespeople '¢ Bodybuilders '¢ Sales back office '¢ Business Support '¢ Business Intelligence Desirable experience & qualifications '¢ Degree in business, automotive or engineering studies or equivalent experience '¢ Minimum 3 years' experience in business consultancy or similar advisory role '¢ Experience in project management '¢ High level Malay and English in writing and speaking '¢ Intermediate computer skills and fluent in Microsoft Word, Excel and PowerPoint
Bachelor's or Equivalent