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.
Generating New Business
Secures New Lift sales in accordance with annual targets by meeting with clients, establishing their needs and, using superior but ethical sales techniques, negotiating appropriate contracts and achieving selling prices that reflect target gross margins. Through analysis of lift enquiry specifications creates estimate (sometimes with help from estimator) and appropriate proposals for delivery to the client. Identify appropriate supplier if non-standard lift and negotiate purchase price from manufacturer. Once order agreed by client ensuring drawings are agreed and supplied to manufacturer, date for delivery is agreed and 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. Responsible for maintaining relationships with existing clients and developing new client contacts continually seeking to establish higher level relationships so that meetings / discussions are with Decision Makers. Communicates 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. (S)He should be able to recommend the appropriate lift to meet the customer's needs for any situation and using pricing knowledge win orders with the desired margins. Should develop excellent knowledge of competitors in local area including Competitor salespersons, sales strategies and pricing and this information should be provided to Senior Management
Management & Forecasting
Keep company sales reporting systems accurately updated, provide monthly forecasts and supply 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 - should have the ability to gain a sound knowledge of the complete Orona lift portfolio (including
* strengths and weaknesses) and of competitor products. Needs to have a sound knowledge of the pricing and expected margins to be achieved.
* Market Knowledge - should be able to develop an excellent 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 and able learn the specific nuances of the lift business market.
* Communication - good communicator both orally and in writing, providing clear and relevant information to others in a way that they can understand exactly the true message that is being sent. Must also be able to select the right
medium to use