Overview
As the main point of contact responsible for the Account Management of several key customers. Provides customer liaison, attends customer review meetings and ensures all customer 'issues' are dealt with satisfactorily in a timely way. Manages the complete sales process including estimating and proposal generation, for securing contracts for new lifts in accordance with annual targets. Provides support to Installation throughout the build to ensure milestones, completion dates and snagging is completed on time. Provides support to Contract Administration to ensure invoices are paid on time and in negotiations over payment disputes. Maintains and builds relationships with key client Decision Makers. Continually, expanding Product Knowledge, market and competitor information. Providing up to date figures for management reporting as needed.
Responsibilities
* Generating New Business: Secures New Lift sales in accordance with annual targets by meeting with clients, establishing their needs and using sales techniques to negotiate appropriate contracts and achieve selling prices that reflect target gross margins. Create estimates and appropriate proposals for delivery to the client; identify appropriate supplier if non-standard lift and negotiate purchase price from manufacturer. Once order is agreed by client, ensure drawings are agreed and supplied to manufacturer, date for delivery is communicated to client.
* Account Management: Provides customer liaison, attends customer review meetings and ensures all customer issues are dealt with satisfactorily in a timely way. Maintain relationships with existing clients and develop new client contacts; seek to establish higher level relationships so that meetings/discussions are with Decision Makers. Communicate information gained through networking regarding changes to client personnel and property ownership.
* Installation Support: Provides support to the relevant Contract Manager throughout the Install process to ensure milestones, completion dates and snagging is completed on time. Provides support to Contract Administration to ensure invoices are paid on time and in negotiations over payment disputes.
* Product & Market Knowledge Development: Develops and continually updates knowledge of the complete Orona lift portfolio and competitor products. Recommends appropriate lift to meet customer needs and uses pricing knowledge to win orders with desired margins. Develops knowledge of competitors in the local area and provides information to Senior Management.
* Management & Forecasting: Keeps company sales reporting systems accurately updated, provides monthly forecasts and supplies sales information to management as required.
Requirements
* Technical Sales Ability - able to sell technical products through the use of product knowledge and excellent sales techniques
* Product Knowledge - ability to gain a sound knowledge of the complete Orona lift portfolio (including strengths and weaknesses) and of competitor products; understands pricing and expected margins
* Market Knowledge - able to develop knowledge of competitors in local area including salespersons, sales strategies and pricing
* Business Acumen - understands the construction industry, the impact of competition and what strategies and tactics work in this marketplace; able to learn the specific nuances of the lift business market
* Communication - good communicator both orally and in writing, providing clear and relevant information and selecting the right medium to use
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