Job Responsibilities
Professional Competencies (Duties and Tasks)
1) Prospecting
- Contribute to identify new potential customers
- Contribute to identify total market potential
- Contribute to structure and develop customer base through local segmentation
- Keep up to date with customers and the local market
- Keep up to date with Scania product and service portfolio
- Keep up to date with competitors’ product / service portfolios and activities
- There shall be an intention to let a central business intelligence function do most of the prospecting work resulting in a customer lists
- Actively participate in campaigns and customer events, fairs etc.
- Cooperate with internal stakeholders to achieve business objectives
2) Contacting
- Analyze customer list and set target for customers
- Plan and prepare customer contacts
- Contact customers through phone calls, mails and meetings
- Ask value driven questions to understand the customers’ business and budget
- Identify the customer total needs and evaluate the probability to get a deal and the potential gain
- Record and update relevant customer information
- Follow up customer contact
- Increase the customer base by working actively with contacting prospects
- Build and maintain long term business relations with selected customers at the right level
- Act professional as a Scania ambassador
3) Quoting
- Verify prospects’ needs, both conscious and non- conscious
- Translate prospects’ needs to Scania tailored solutions and work together with relevant functions in order to create the best total offer
- Present, communicate and negotiate with customer regarding suggested offer
- Follow-up quotation
- Follow-up on actual sales vs. targets and act on deviations
4) Finalizing deal
- Ensure legal requirements and business rules
- Secure delivery capabilities and early involvement from internal organization and suppliers for delivery
- Communicate agreement internally and externally
- Analyze and share lessons learned from won and lost sales
Desirable experience & qualifications
- Higher education in sales discipline or equivalent experience
- Relevant work experience in sales
- Driver’s license
Job Types: Full-time, Permanent
Pay: RM3,500.00 - RM4,000.00 per month
Work Location: In person