We are looking for a Technology Sales Representative join our Customer Value Solutions & Engagement team working within one of the Constructions Industries newly formed divisions, Customer Solutions Growth Regions.
About Customer Solutions Growth Regions Division
This team, alongside dealers, engages closely with customers to create, customize and adapt solutions to
meet their needs by leveraging the extensive range of offerings available today across products and services, digital and technology, rental and used, and financing. The division is regionally focused on Africa, the Middle East, Eurasia, Asia (excluding Japan), and Latin America (LATAM) and organized into three functional areas: Customer Facing, Customer Solutions and Business Enablers.
This role is part of the Customer Value Solutions & Engagement team, focused on:
Designing solutions that address key customer pain points associated with equipment acquisition and ownership.
Leveraging machine telematics and data to drive repairs by the dealer and improve customer uptime.
Proactively communicating and training internal and external stakeholders on the value of the solutions we provide.
Role Summary
Leads and manages dealers’ relationships to market company products and services and assists in the development of dealer sales capability.
What You Will Do
Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.
Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products.
Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.
What You Have
Customer Focus:
Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
Communicates the importance of customer needs/expectations and commits to resolving them.
Researches and verifies customer needs and expectations.
Solicits customer satisfaction feedback and acts on improvement opportunities.
Helps link organizational objectives to customer needs and expectations.
Meets regularly with customers to understand their wants, needs and expectations.
Industry Knowledge:
Knowledge of the organization’s industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
Discusses industry-specific flagship products and services.
Demonstrates current knowledge of the regulatory environment for industry segment.
Describes the contribution of own function as it relates to the industry segment.
Participates in major industry professional associations; subscribes to industry-specific publications.
Currently works with a major industry segment and associated functions and features.
Decision Making and Critical Thinking:
Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
Applies an assigned technique for critical thinking in a decision-making process.
Identifies, obtains, and organizes relevant data and ideas.
Participates in documenting data, ideas, players, stakeholders, and processes.
Recognizes, clarifies, and prioritizes concerns.
Assists in assessing risks, benefits and consideration of alternatives.
Effective Communications:
Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
Delivers helpful feedback that focuses on behaviors without offending the recipient.
Listens to feedback without defensiveness and uses it for own communication effectiveness.
Makes oral presentations and writes reports needed for own work.
Avoids technical jargon when inappropriate.
Looks for and considers non-verbal cues from individuals and groups.
Negotiating:
Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Works to achieve win-win in negotiations, rather than taking a win-lose approach.
Focuses on issues rather than personalities.
Uses active listening and probing techniques to surface problems, issues, and interests.
Demonstrates a willingness to examine own position.
Presents own position and listens attentively to position of others.
Relationship Management:
Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Provides prompt and effective responses to client requests and interactions.
Monitors client satisfaction levels on a regular basis.
Alerts own team to problems in client satisfaction.
Differentiates the roles and responsibilities in a business relationship.
Works with clients to address critical issues and resolve major problems.
Business Development:
Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
Describes the main technologies and tools used in similar or competing products or services.
Identifies industry groups that would benefit from the organization’s products and services.
Identifies potential markets for the organization’s products or services.
Assesses the key components of an organization’s business development plan.
Value Selling:
Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service ‘value’ and to differentiate support offerings that address clearly understood customer needs.
Uses ‘value selling’ techniques to successfully engage customers.
Researches the customer’s industry and organization before attempting sales calls.
Discusses issues and considerations regarding current ‘value selling’ practices and recommends potential improvements.
Quantifies proposed costs, benefits and value in customer terms.
Defines and documents value-added activities and their benefits to customers beyond the initial sales transaction.
Education
Bachelors ’s degree in Marketing, Engineering, or related field.
Minimum 5 years’ experience in a similar role, selling technology enabled machines
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