Role Summary
Introducing the company's products by delivering expert advice and tailored solutions, while ensuring high standards of service. Leverages extensive project-selling expertise to maximize sales revenue. Builds and maintains strong relationships with existing customers and actively seeks new prospects. Identifies new markets and business opportunities to drive business growth.
Role Responsibilities
Sales and Services
- Introduces products, services and solutions that requiring extensive project selling expertise.
- Acquires new prospects and business opportunities.
- Conducts or participates in presentations to customers to provide product information,
- Technical information and services to customers and ensure all are accurate and technically correct
- Works with Service Team to communicate and coordinate for plans and modify products configurations to meet customer needs
- Conference with customers and Service Team to assess equipment needs and to determine system requirements
- Defines offers, estimates and advises service costs to be submitted to customers including handling negotiation and sales conclusion
- Assists the customers in giving consultation and guidance on product features and benefits explanation, demonstrating use and operation of the products, describing pricing issues and management including coordinating on product training.
- Prepares or involves in proposals and sales contracts and follows up until closing sales
- Coordinates to ensure that products are delivered to customers in timely manner
- Participate in marketing events like trade shows, seminars and product training
- Other duties as assigned by superior
Customer Management
- Develops and maintains positive relationships with new and existing customers
- Maintains regular meetings and review to build rapport with customers. Keeps providing updated product information with realistic cost and also assisting in identifying solutions to solve problems.
- Acquires and analyzes their needs to understand the customers structures processes, systems, business plan, key contacts and their competitors including their concerns, issues and problems to develop plans
- Solves customers problems by promptly responding to customers request and/or providing quality solutions
- Resolves customer complaints by:
- Investigate problems
- Develops solutions
- Monitors order services
- Regular meeting with team and follows up progress
- Makes recommendation to superior for the case beyond authority
- Ensure satisfactory service quality for customers by regularly following up
- Maintains communications and following up about order services, delivery, accounting, credit and all related work processes
- Follows up with customers for any irregular credit
Sales Tools Handling
- Plans, organizes daily work and visit schedules
- Maintains sales materials and ensure effectiveness and accuracy
- Regularly review and ensure up to date information of markets, customers and competitors
- Cooperates in maintaining competitors database to keep updating their product information and market activities to monitor competition.
- Updates information to keep abreast of competition by gathering current marketplace information on pricing, products, new products, delivery schedules, marketing techniques, etc
- Keeps up to date product knowledge and applies new knowledge to the job
Reporting Management
- Keeps updating sales database and prepares regular periodical reports to keep superior informed
- Ensure the completion and on time of status reports such as:
- Action report detailing sales activities including closing, following up, sales potential of products, target accounts report
- Visit report
- Customer reports including maintaining records, case histories and corrective action
- Expense reports
Role Requirements
Education Background
- Bachelor's degree or higher in Electrical Engineering or related fields.
Work Experience
- At least 5 years practical sales experience in handling project sales activity
- Experience in handling products and/or customers in similar market and/or industry
- Solid technical experience and deep Low Voltage (LV) electrical product knowledge is a must, particularly in Guest Room Management System (GRMS) / Building Management solutions
Knowledge, Skills and Abilities Requirements
- Knowledge of project selling activity
- Ability to implement sales plans and activities
- Knowledge in specification sales technique in hospitality and architect market
- Ability to communicate product information with effective presentation skills
- Ability to build and maintain good relationship/connection with customers/partners in this market
- Ability to persuade and convince others
- Skill in negotiation to deal with different kinds of customers
- Skill in problem solving and organizing
- Strong interpersonal, analytical and communication skills
- Detail and quality oriented
- PC literacy
