Purpose
Drives direct new business sales, individually or through a sales team, towards selected
medium seized customers for projects, services and hours, to meet turnover/profit goals.
Tasks and responsibilities
1. Customer Network
Develops a short and long term relationship with selected customers, by securing the
company approach and coordinating all company major activities towards the selected
customer(s), in order to achieve an increase of the net-sales as a result of an increase of
customer satisfaction.
Main activities
- At BUM/CIO level in medium sized companies
- Defines DMU correctly
- Knows the needs and preferences of customers
- Secures a one company approach to the customer(s)
- Gives convincing presentations
- Stimulates cooperation between customers and the company
2. Market Information
Assembles all relevant market information for one service portfolio and consults
management, in order to be able to find the right market and to understand its possibilities
Main activities
- Understands Strengths and Weaknesses, Opportunities and Threats
- Understands needs and wants of customer groups
3. Account Plan
- Drafts and implements a yearly Account Plan for sales of consulting hours and smaller projects, agreed with the commercial manager in order to lay the foundations for the yearly target budget,
Main activities
- Determines market and SWAT
- Selects customers and market and/or product range
- Defines budget
- Defines action plans
4. Tenders
Produces tenders, mainly for consulting hours and smaller projects, correct, feasible and
profitable, that will be seen by customer as professional and competitive.
Main activities
- Acquires prospects and new customers
- Coordinates internal activities of bid team
- Understands the business value of the company solutions for customers
- Registers the data on prospects and tenders in the (CRM-) system
- Checks on quality and punctuality
5. Orderintake
Converts, leads and tenders to profitable orders and delegating the order to ensure
correct implementation.
Main activities
- Meets turnover/profit goals
- Convinces customer
- Defends terms and conditions
6. Knowledge
Pro actively learns and trains on offerings, markets and their combinations
Quantitative facts
Yearly Turnover up to € 0,6 million
Job requirements
Education
- BSc level
Experience, knowledge and skills
- 2-5 years experience with increasing complexity of the sales process and offerings.
Competences
B.5 Initiative
C.6 Social, Political and economic awareness
D.2 Verbal presentation
D.3 Written Communication
D.4 Listening
D.6 Persuasiveness
D.7 Negotiating
E.2 Stress resistant