Main responsibilities:
PORTFOLIO MANAGEMENT
PORTFOLIO MANAGEMENT
- Develop sales in a specific territory by serving existing customer, promoting products and concluding orders.
- Map potential prospects customers in territory by listing customer needs and current suppliers.
- Meet his/ her portfolio revenue, volume and price targets.
- Manage client portfolios by balancing mix and product availability.
BUSINESS DEVELOPMENT
- Develop clients knowledge and understand client decision making process and role of stakeholders (buyer, technical buyer, influencer, sponsor).
- Gather information on client midterm marketing plan/ strategy (new product launches) in order to anticipate client future needs/ expectations.
- Propose internally, for validation, new products/services for customers.
- Work closely with customer and potential customers to understand their needs and marketplace direction.
CONTRACT MANAGEMENT
- Prepare/ present sales proposal and contracts reflecting pricing guidelines.
- Ensure contracts negotiation and escalate appropriately if the goal cannot be reached within the approved limits.
- Ensure contracts execution and follow up by monitoring the deliveries of the contracted volume.
EXECUTION REPORTING
- Keep customers updated on contract progress and make sure targets are met.
- Collect forecast from the customers and input in the system.
- Compare forecast execution vs. contracted/ expected revenue/ volume development.
- Monitor the financial situation of customers towards risk of insolvency and escalate potential issues to the appropriate level in due time.
BUSINESS INTELLIGENCE
Gather and maintain an appropriate knowledge of Datalogic products/ services offering. Particularly:
- Sales processes, procedures and policies.
- Special products capability.
- Knowledge of company strategic priorities Market/ Customer base.
- Monitor market/ customer base evolution with reference to Market conditions, expectations/ needs and trends.
- Observe competitors activity.
CUSTOMER RELATIONSHIP MANAGEMENT
- Monitor the quality of the customer relationship by assuring overall satisfaction.
- Identify client needs from the point of view of different stakeholders (purchasing, manufacturing, marketing, management, end users/ consumers).
- Anticipate potential obstacle and rejection.
MANAGEMENT OF PEOPLE/MANAGEMENT OF COMPLEXITY
- Plan daily activities in relation to customer visits and qualitative objectives to meet revenue target, maximize customer satisfaction and report timely to the superior level.
- Negotiate with customers within the limits of the guidelines received.
Essential skills:
- Good knowledge/ relationship of key players, partners and end users in the industry
- Proven track record of success in sales
- Strong team player who strives for continuous improvements
- Good communication and negotiation skills
Accountabilities and Performance measures:
- Overall revenue within a giving territory;
- Update of CRM (Salesforce), forecast tool;
- Understand of the DL portfolio and manufacturing or retail industry;
- Maintain a key relationship with our Distribution partners and sales team;
- Align with Company culture with a sense of ownership.
Requirements:
EDUCATION (SCHOOL/SPECIALIZATION): Bachelor in Business/Engineering or equivalent field
LANGUAGES: Fluent English spoken and written
EXPERIENCES: At least 5 years in Retail/ Healthcare/ Manufacuturing/ T&L sector on related products and applications prior contacts. Understand ID products and able to make demos
OTHER INFORMATION & SPECIFIC SKILLS: This position requires travel to the assigned geographical area approximately 30% of the time.