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Senior Commercial Sales Specialist

3 weeks ago

Subang Jaya Selangor, Malaysia ASSA ABLOY Opening Solutions (M) Sdn Bhd Full time 90,000 - 120,000 per year

Senior Commercial Sales Specialist (Residential & Commercial)

ASSA ABLOY is looking for a dynamic self motivated Senior Commercial Sales role focusing in Residential & Commercial segment) to help grow and develop our rapidly expanding commercial projects business. The role covers a wide scope focusing on all areas of the customer development, lead spec-to-order demand creation, and drive sales growth initiatives. This role suits a highly motivated individual looking to grow and expand their responsibility. Solution-based offerings experience in access solutions, project, architectural and hardware industry preferable.

Responsibilities:

  • To meet and exceed budget targets on sales and gross margin targets.
  • Leading solution selling and specification placement, capable identify the customer's needs and opportunities in the market (proactively), evaluate size of opportunity and effectively outline what is needed to win the opportunity.
  • Efficiently manage the interface between ASSA ABLOY and stakeholders and improve long-term relationship with customers by providing superior customer services.
  • Develop customer segmentation aligned to coverage priorities, execute technical marketing programs to accelerate reach.
  • Account focus, build strong relationships to drive sticky specification, steer robust coverage plans of targeted key architects to build stronger relationships.
  • Closing deals.
  • To consistently deliver customer experiences that meet customers' expectations, and drive customer satisfaction.
  • Strengthen spec-to-order process, accelerate AAOS Implementation.
  • Strengthen pipeline management system and tools to track progression of lead generation to completion through post-sales communication (CRM-Dynamic).
  • Collect market and competitors' information, evaluate market trends, monitor competitor activities and recommend changes for market positioning.
  • Maintain an update database of customers, projects and activities. Maintain reports regarding activities and results on a consistent basis, obtain knowledge and market intelligence to share with the international team.
  • Deliver effective presentations to large and small audiences.
  • Provide customer product quotations for tenders and be proficient in the tender interview process as well as price negotiations
  • Work closely with internal team to meet customer expectation.
  • Assist finance department in the follow-up of payment from customers.

Requirements

  • Degree or Diploma in Electrical/Electronic Engineering, marketing or related field.
  • Minimum 5 years' experience in the building products industry
  • Solid and traceable network of industry experts and partners including Architects, Developers, Main Contractors, Doors Partners, and System Integrators. Exposures from ironmongery industry is an advantage.
  • A proficiency in reading floor plans, specifications, and knowledge of access solutions are favorable.
  • Experience in solution and value based consultative sales required, excellent understanding of the project sales.
  • Passionate, devoted, intelligent, and a drive to win are critical personality traits along with effective presentation & communication skills.
  • Good command over written and spoken English.
  • Computer literate (good skill in Microsoft Office software, Excel, Words, PowerPoint).