Overview
Responsible for developing and maintaining relationships with customers with installed base to initiate contact and promote service offers, ensuring our offers are fully comprehended by the customer organization. This role underpins the services commercial objectives of the local organization.
Qualifications
* The successful candidate should have a degree in engineering and at least 2 years of sales experience, with some experience in electrical engineering.
* Electrical systems experience, distribution and protection experience, and power quality experience are essential for being a trusted advisor and creating demand.
* Account management skills.
* Experience in cold calling and social selling.
* Ability to persuade and convince others to promote our offers and influence decision-makers.
* Active listening skills to provide full attention to the content and meanings of others’ messages.
* The ability to build and maintain business relationships.
* Energetic, outgoing, proactive, with attention to prospecting and networking.
* Excellent written and verbal communication skills.
* Good knowledge of power systems, secure power, and industry systems.
Desirable
* Background knowledge of BMS.
Responsibilities
Initiate contact, develop, manage, and implement a commercial strategy for targeted DNO accounts and segments.
Actively promote and educate the applicable installed base services with the target customer base, paying specific attention to customer pain points.
Develop robust knowledge of the full Electrical Distribution, at both Low Voltage & Medium Voltage, installed base services offer, and how to apply the offers across the customer lifecycle.
Ability to cross-sell the company offers.
Develop working knowledge of all Services offer portfolio from other lines of business (Buildings, IT) and competently apply these to customer pain points.
Establish and implement dynamic sales plans in accordance with:
* Best in Sales principles.
* Personal Sales plan.
* Company policy, objectives, and strategy.
* Bridge Front Office capturing the opportunity data and producing reports and forecasts in a timely manner.
Provide relevant and timely information to the tendering team and maintain regular interaction with the FSE.
Work with internal colleagues in all Entity Sales, Marketing, Technical, and Techno-commercial teams and Countries to ensure effective cross-entity, regional, national, and international team cooperation.
Ensure that customer issues are owned and resolved by the most appropriate owners within the business units.
Provide all relevant and accurate information and reporting in a timely manner as required by the line manager and feedback to marketing.
Manage and maintain customer and partner records using the appropriate company tools.
Actively monitor the actions of competitors.
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