Purpose
Drives direct large and complex new business sales, individually or through a sales team,
towards independently selected large customers for large projects, services and hours, to
meet turnover/profit goals.
Tasks Responsibilities
1. Customer Network
Develops a short and long term relationship with large, independently defined customers
of several market segments, by securing the companyapproach 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 CEO level in medium sized and CIO level in large 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
Pro actively assembles all relevant market information of all (4) service portfolios and
consults management, in order to be able to find the right market and to understand its
possibilities
Main activities
- Advanced understanding of Strengths and Weaknesses, Opportunities and Threats
- Understands needs and wants of customer groups
3. Account Plan
Drafts and implements a yearly Account Plan 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 large and complex tenders, mainly for projects and programs, 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 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 and transfer of
knowledge to junior colleagues and assisting them in more complex situations
Quantative
Yearly Turnover up to € 1 million
Job requirement
Education
- Msc/BSc level
Experience, knowledge and skills
- Over 5 years experience with a high degree of complexity of the sales process and offerings
Competences
A.5 Planning and organizing
A.6 Progress tracking
B.1 Self-employment
C.2 Judgment forming
C.5 Organization sensitivity
C.9 Conceptual thinking
D.8 Impact
E.3 Autonomy