Sales Engineer
Job Purpose
To build strong and profitable relationships with customers. Partnering with customers to ensure effective formwork and shoring solutions. Delivering against agreed hire and sale revenue targets. Ensuring payment is received on time and in full.
Key Accountabilities:
Attaining Sales Targets and Objectives
Standards of performance relating to the above are attained when:
• Hire, New Sale and Ex-Hire revenue values are in accordance with plan/budget/objectives
• Total call rate does not fall below agreed minimum standard including prospecting calls
• Key Performance Indicators (KPI’S) are achieved
• The employee monitors own performance monthly, noting deviation from plan and suggesting remedial action to SM.
•Employee provides forecasting information that is both complete and accurate for the Forward Revenue Report (FRR).
Sales Process and Pipeline
Standards of performance relating to the above are attained when:
• A managed and maintained pipeline capable of delivering the budget is established detailing opportunities, objectives and agreed time frame within each chamber
• Number of Prospect calls each month does not fall below the agreed standard
• Pre-call objectives are consulted before each call Established sales practices such as the use of technical enquiry checklists, sales proposals and summary quotations are regularly used
• Projects and tenders identified through the lead system and trade press are added to the pipeline
• A monthly report detailing all leakages is submitted to management
Covering The Territory Effectively
Standards of performance relating to the above are attained when:
• All existing accounts and prospects are graded by market segment and potential
• Calls are correctly balanced between existing accounts and prospects
• The number of new accounts opened each month does not fall below the agreed standard
• There is full knowledge of all the Key Customers decision makers and key influencers at each location e.g. planners, estimators, buyers and temporary works departments.
Reporting Activities, Records and Conforming to Administration System
Standards of performance relating to the above are attained when:
• Reports are neatly and accurately written and forwarded on time
• Daily reports are submitted weekly to arrive with the SM within an agreed time frame
• Weekly planning sheets are sent to SM every Monday
• Customer Record Cards are regularly maintained and updated
• Customer complaints that could lead to a financial claim are reported immediately to SM
• Expenses are submitted to the SM monthly
• Sickness involving absence from work is reported to SM during the morning of first absence
• Any form of accident or motor offence is reported to SM within 24 hours of the event.
Understanding Fully The Products and Services
Standards of performance relating to the above are attained when:
• The full range of products and services are thoroughly understood
• There is confidence in the ability to present each product skillfully
• When customer queries can be answered quickly and confidently
• There is regular analysis to ensure the full product range is offered
• There is a clear understanding of the company’s selling edges – which are then used in sales argumentation
• Company sales aids are used wherever possible e.g. presentation folders
• How our products compare to the competition in the area/market
Maximizing Selling Time
Standards of performance relating to the above are attained when:
• A diary is used skillfully
• The amount of face-to-face selling time is optimized each day
• Good route planning reduces the amount of travelling time/miles per call ratio
• Priority is given to calls offering the most potential
• The call rate does not fall below the agreed standard
Keeping Company Costs to a Minimum
Standards of performance relating to the above are attained when:
• The most profitable way is sought to win and service business for the company
• There is liaison with Credit Control on outstanding accounts
• All company property is handled carefully and well maintained
• Be aware of and adhere to the Company’s Health & Safety policies and procedures.
Key Competencies:
1. Planning and Organizing – Organizes and schedules events, activities and resources. Monitors timescales and plans
2. Specialist knowledge- Understands technical or professional aspects of work and continually maintains technical knowledge
3. Oral communication – Speaks clearly, fluently and in a compelling manner to both individuals and groups.
4. Written communication- Writes in a clear and concise manner, using appropriate grammar, style and language.
5. Commercial awareness- Understands and applies commercial and financial principles. Views issues in terms of costs, profits, markets and added value
6. Action orientation – Demonstrates a readiness to make decisions, take the initiative and originate action.
7. Interpersonal sensitivity – Interacts with others in a sensitive and effective way.
8. Resilience – Maintains effective work behavior in the face of setbacks or pressure.
Communications and Working Relationships
The Sales Engineer will relate with other staff not reporting directly to him:
• Branch Managers/Staff for matters relating to supply of equipment, transport recovery and customer service in general.
• Technical staff for matters related to customer enquiries.
• Business Unit staff for matters related to major contracts or work with a high technical content.
• Credit control for matters relating to opening new accounts, credit limits and resolving invoice queries.
• UAE Marketing for presentations preparation, photo library and general marketing issues.
Framework, Boundaries, Decision Making Authority and Responsibility
Authority to make recommendations to managers. Can escalate matters to senior managers or General Manager UAE Authority to bring to the attention of any person, supplier, customer or visitor any unsafe acts or conditions by embracing the ‘Don’t walk by’ safety culture.
Job Details
| Posted Date: | 2018-08-08 |
| Job Location: | Muscat, Oman |
| Job Role: | Sales |
| Company Industry: | Engineering |
Preferred Candidate
| Career Level: | Mid Career |
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