Responsible for developing and maintaining relationships with customers with installed base to initiate contact, promote services offers, in communication with all levels of the customer organization to ensure our offers are fully comprehended by the customer organisation. To underpin the services commercial objectives of the local organisation.
Key Responsibilities
1. Initiates contact, develops, manages and implements a commercial strategy for targeted DNO accounts and segments.
2. Actively promotes and educates applicable installed base services with target customer base, with specific attention to customer pain points.
3. Develops 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.
4. Ability to cross-sell the company offers.
5. Develops working knowledge of all Services offer portfolio from other lines of business (Buildings, IT) and competently applies these to customer “pain points.”
6. Establishes and implements dynamic sales plans in accordance with best sales principles, personal sales plan, and company policy, objectives, and strategy.
7. Bridges Front Office capturing opportunity data and producing reports and forecasts in a timely manner.
8. Provides relevant and timely information to the tendering team and maintains regular interaction with the FSE.
9. Works 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.
10. Ensures that customer issues are owned and resolved by the most appropriate owners within the business units.
11. Provides all relevant accurate information and reporting in a timely manner as required by line manager and feedback to marketing.
12. Manages and maintains customer and partner records using the appropriate company tools.
13. Actively monitors the actions of competitors.
Minimum Requirements
* The successful candidate should have a degree level in engineering and at least 2 years sales experience, with some sales experience in electrical engineering.
* Electrical systems experience, distribution and protection experience, power quality experience is a must for being a trusted advisor and create demands.
* Account management skill.
* Cold calling and social selling.
* Persuading, convincing, or impressing others in order to promote our offers and get them to support influencing other decision makers.
* Active listening - provide full attention to, the content and meanings of other’s messages.
* The ability to build and maintain business relationships.
* Energetic, outgoing, proactive and have attention to prospecting and networking.
* Excellent written and verbal communication.
* Good knowledge of power systems, secure power and industry systems.
Desirable
* Background on BMS knowledge.
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