Sales Representative (New Vacancy)

Outline To sell new and used equipment to our existing and conquest customers through professional sales practice to a target location to maximise our sales revenue opportunities that ultimately deliver profit, market share and outstanding customer experience. Main Duties • Finning: Understand the Finning business that includes sales plans for both Finning, division and region. • Customer Accounts: Manage an agreed portfolio of existing customer accounts to develop and grow revenue. Target conquest customers. Implement a call plan holding regular meaningful meetings to listen to the customer requirements and seek sales opportunities. • Coverage and Participation: Ensuring Finning is represented for all sales opportunities within the designated accounts/location. Continuously update Finning Sales Tracker with progress. • Opportunity Management: Ensure sales funnel data is kept up to date for all designated accounts from identified to closure. Convert leads generated by the Inside Sales team. • Account Management: Use FST (Finning Sales Tracker) to maintain customer database and manage a call plan leading to effectively maintained call cycles. • Relationships: Build and maintain relationships with stakeholders within Finning, customers and Caterpillar. Act as point of contact for customers, stakeholders and influencers, promoting Finning services relevant to their needs and assisting personally where possible. Collaborate across the business to maximise all available opportunities. • Customer Experience: Speedy resolution of customer complaints and disputes that may include direct management or facilitation of the resolution. Maintain regular contact to build trust with key customer decision makers and influencers. • External Market: Maintain an awareness of competitors, feeding intelligence on their activities to include lost sales reports. Maintain an awareness of developing and possible future customer and market requirements to support new sales campaigns. Skills Essential • Field sales experience working within a related industry with demonstrable success in sales growth. Ability to demonstrate capability in the following areas o Planning o Influencing o Consulting o Solution Selling o Closure • Customer focus: a strong sense of care for our customers ensuring they receive the best experience from Finning. • Product knowledge: Knowledge of the range of Caterpillar machines including • Strong Influencer with excellent negotiation skills: A skilled communicator who is adept at presenting, negotiating, questioning, listening and selling. Written communication skills are also essential. • Results driven with the ability to hold self and others to account to meet commitments • Collaboration: Ability to work with others to ensure the best outcome for Finning and our customers • Systems: PC literate, word, excel, Power point, e-mail. • Full driving licence Desirable • Business qualification • Local market / customer knowledge for region • Experience of Caterpillar equipment

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