Summary:

Responsible for the generation of order income and revenue from new and existing large and medium customers mainly through customer visits or industry events. Responsible for a region / area, portfolio or a cluster of customers as defined in the sales plan.

Principal Duties and Responsibilities:

• Meets and exceeds sales targets: generation of order income and revenue from new and existing large and medium customers as defined in the sales plan.
• Develops and maintains a customer focus list (together with Area Sales Manager) by proposing focus customers and business opportunities based on marketing leads, own opportunities, certificate expiry lists, market knowledge etc.
• Identifies solutions for customer needs, if necessary with the involvement of Subject Matter Experts.
• Generates new leads (e.g. on fairs) and converts assigned sales leads generated by e.g. marketing or other channels.
• Executes customer visits and / or visits of industry events.
• Acquires new customers.
• Maintains / grows customer loyalty and ring-fences critical business through regular customer interaction and visits.
• Maintains positive relationships with existing customers to up-sell the service portfolio.
• Recovers lost customers.
• Documents all activities in the relevant TR IT tools (e.g. Salesforce.com).
• Responsible for the on-time delivery, quality and follow-up of the quotation according to the customer needs.
• Follows up on quotations with customer (can be delegated to sales support).
• Conducts the final negotiation of quotation and contracts with the customer in collaboration with relevant stakeholders / P&L responsible persons and in line with TR requirements.
• Supports in the cash collection of unpaid / overdue invoices for the customers for which (s)he is responsible.
• Contact for cross-BF (Business Function) / cross-BS(Business Stream) inquiries from other Sales colleagues.
• Monitors market and competitors.
• Conducts sales analytics in area of responsibility.
• Participates in regular sales reviews with the disciplinary Supervisor.
• Supports the Area Sales Manager in defining the yearly sales plan.
• Perform other duties as assigned

Qualifications & Requirements:

Knowledge, Skill & Abilities

• Good knowledge in English (B1 Intermediate), fluent in area language, further language welcome but not required
• User knowledge in MS Office, Salesforce.com
• Proven track record in sales

Education

• Bachelor’s Degree in a business or technical discipline or equivalent education and/or experience.

Experience

• 3 years of consistently strong sales in a service based industry.
• Computer literacy required including Microsoft Office applications.

Travel Required

Travel more than 50% of working time