We are looking for a\u00a0Technology Sales Representative\u00a0join our Customer Value Solutions & Engagement team working within one of the Constructions Industries newly formed divisions, Customer Solutions Growth Regions.<\/p>\n
About Customer Solutions Growth Regions Division<\/p>\n
This team, alongside dealers, engages closely with customers to create, customize and adapt solutions to<\/p>\n
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.<\/p>\n
This role is part of the Customer Value Solutions & Engagement team, focused on:<\/p>\n
\tDesigning solutions that address key customer pain points associated with equipment acquisition and ownership.
\n\tLeveraging machine telematics and data to drive repairs by the dealer and improve customer uptime.
\n\tProactively communicating and training internal and external stakeholders on the value of the solutions we provide.<\/p>\n
Role Summary<\/p>\n
\tLeads and manages dealers’ relationships to market company products and services and assists in the development of dealer sales capability.<\/p>\n
What You Will Do<\/p>\n
\tUnderstanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.
\n\tDesigning and assisting dealers on the forecast, sales\/rental\/used strategy planning, and sales techniques; supporting the rollout of new products.
\n\tPerforming regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
\n\tLeading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.<\/p>\n
What You Have<\/p>\n
Customer Focus:\u00a0<\/p>\n
\tKnowledge 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.
\n\tCommunicates the importance of customer needs\/expectations and commits to resolving them.
\n\tResearches and verifies customer needs and expectations.
\n\tSolicits customer satisfaction feedback and acts on improvement opportunities.
\n\tHelps link organizational objectives to customer needs and expectations.
\n\tMeets regularly with customers to understand their wants, needs and expectations.<\/p>\n
Industry Knowledge:\u00a0<\/p>\n
\tKnowledge of the organization’s industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
\n\tDiscusses industry-specific flagship products and services.
\n\tDemonstrates current knowledge of the regulatory environment for industry segment.
\n\tDescribes the contribution of own function as it relates to the industry segment.
\n\tParticipates in major industry professional associations; subscribes to industry-specific publications.
\n\tCurrently works with a major industry segment and associated functions and features.<\/p>\n
Decision Making and Critical Thinking:\u00a0<\/p>\n
\tKnowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
\n\tApplies an assigned technique for critical thinking in a decision-making process.
\n\tIdentifies, obtains, and organizes relevant data and ideas.
\n\tParticipates in documenting data, ideas, players, stakeholders, and processes.
\n\tRecognizes, clarifies, and prioritizes concerns.
\n\tAssists in assessing risks, benefits and consideration of alternatives.<\/p>\n
Effective Communications:<\/p>\n
\tUnderstanding 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.
\n\tDelivers helpful feedback that focuses on behaviors without offending the recipient.
\n\tListens to feedback without defensiveness and uses it for own communication effectiveness.
\n\tMakes oral presentations and writes reports needed for own work.
\n\tAvoids technical jargon when inappropriate.
\n\tLooks for and considers non-verbal cues from individuals and groups.<\/p>\n
Negotiating:\u00a0<\/p>\n
\tKnowledge 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.
\n\tWorks to achieve win-win in negotiations, rather than taking a win-lose approach.
\n\tFocuses on issues rather than personalities.
\n\tUses active listening and probing techniques to surface problems, issues, and interests.
\n\tDemonstrates a willingness to examine own position.
\n\tPresents own position and listens attentively to position of others.<\/p>\n
Relationship Management:<\/p>\n
\tKnowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
\n\tProvides prompt and effective responses to client requests and interactions.
\n\tMonitors client satisfaction levels on a regular basis.
\n\tAlerts own team to problems in client satisfaction.
\n\tDifferentiates the roles and responsibilities in a business relationship.
\n\tWorks with clients to address critical issues and resolve major problems.<\/p>\n
Business Development:\u00a0<\/p>\n
\tKnowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
\n\tDescribes the main technologies and tools used in similar or competing products or services.
\n\tIdentifies industry groups that would benefit from the organization’s products and services.
\n\tIdentifies potential markets for the organization’s products or services.
\n\tAssesses the key components of an organization’s business development plan.<\/p>\n
Value Selling:\u00a0<\/p>\n
\tKnowledge 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.
\n\tUses ‘value selling’ techniques to successfully engage customers.
\n\tResearches the customer’s industry and organization before attempting sales calls.
\n\tDiscusses issues and considerations regarding current ‘value selling’ practices and recommends potential improvements.
\n\tQuantifies proposed costs, benefits and value in customer terms.
\n\tDefines and documents value-added activities and their benefits to customers beyond the initial sales transaction.<\/p>\n
Education<\/p>\n
\tBachelors \u2019s degree in Marketing, Engineering, or related field.
\n\tMinimum 5 years\u2019 experience in a similar role, selling technology enabled machines<\/p>\n
go to method of application \u00bb<\/p>\n
Apply via company website ( ) or<\/p>\n
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