Job Description
SUMMARY
Responsible for new sales / revenue generation from new and existing customers in the US region.
PRINCIPAL DUTIES AND RESPONSIBILITIES:
- Meets and exceeds sales targets: generation of order income and revenue from new and existing large and medium customers as defined in the sales plan.
- Develops and maintains a customer focus list (together with Area Sales Manager) by proposing focus customers and business opportunities based on marketing leads, own opportunities, certificate expiry lists, market knowledge etc.
- Identifies solutions for customer needs, if necessary with the involvement of Subject Matter Experts.
- Generates new leads (e.g. on fairs) and converts assigned sales leads generated by e.g. marketing or other channels.
- Executes customer visits and / or visits of industry events as needed.
- Acquires new customers.
- Maintains / grows customer loyalty and ring-fences critical business through regular customer interaction and visits.
- Maintains positive relationships with existing customers to up-sell the service portfolio.
- Recovers lost customers.
- Documents all activities in the relevant TR IT tools (e.g. Salesforce.com).
- Responsible for the on-time delivery, quality and follow-up of the quotation according to the customer needs.
- Follows up on quotations with customer (can be delegated to sales support).
- Conducts the final negotiation of quotation and contracts with the customer in collaboration with relevant stakeholders / P&L responsible persons and in line with TR requirements.
- Supports in the cash collection of unpaid / overdue invoices for the customers for which (s)he is responsible.
- Contact for cross-BF (Business Function) / cross-BS(Business Stream) inquiries from other Sales colleagues.
- Monitors market and competitors.
- Conducts sales analytics in area of responsibility.
- Participates in regular sales reviews with the disciplinary Supervisor.
- Supports the Area Sales Manager in defining the yearly sales plan.
QUALIFICATIONS & REQUIREMENTS:
Knowledge, Skill, & Abilities
- Good knowledge in English (B1 Intermediate), fluent in area language, further language welcome but not required
- User knowledge in MS Office, Salesforce.com
- Proven track record in sales Consultative Sales: Pronounced technical comprehension in the field / related area “Standard”
- Pronounced ability for self-motivation
- Ability to meet deadlines without supervision
- Excellent selling and negotiation skills
- Superb interpersonal skills
- Time management and prioritization skills "Consultative Sales"
- Pronounced ability for self-motivation
- Ability to meet deadlines without supervision
- Excellent consultative / solution selling and negotiation skills
- Superb interpersonal skills Time management and prioritization skills
- Professional “Standard”: 3-5 years of professional experience in Sales or related area
- “Consultative Sales”: 5-10 years of professional experience
- in Testing, Inspection, Certification (TIC) or related field
Education:
- University Degree in Business Administration or equivalent work Experience Or University Degree in the field of activity or related field of study
Experience:
- Good knowledge in English (B1 Intermediate), fluent in area language, further language welcome but not required
- User knowledge in MS Office, Salesforce.com
- Proven track record in sales Consultative Sales: Pronounced technical comprehension in the field / related area “Standard”
- Pronounced ability for self-motivation
- Ability to meet deadlines without supervision
- Excellent selling and negotiation skills
- Superb interpersonal skills
- Time management and prioritization skills
- Pronounced ability for self-motivation
- Ability to meet deadlines without supervision
- Excellent consultative / solution selling and negotiation skills
- Superb interpersonal skills Time management and prioritization skills
- Professional “Standard”: 3-5 years of professional experience in Sales or related area
- 5-10 years of professional experience in Sales or related area; Testing, Inspection, Certification (TIC) experience preferred
PHYSICAL DEMANDS & WORK ENVIRONMENT
- Work may be sedentary, sitting for long periods of time, working at a computer.
Equipment Used:
- Laptop or Desktop Computer
- Phone or headset
Travel Required:
- Driver licenses required
- Travel for client meetings
SALARY RANGE:
$85,000 -$100,000 The salary range for this role takes into account the wide range of factors that are considered in making compensation decisions. It is not typical for an individual to be hired at or near the top of the range for their role.
TUV Rheinland North America EEO Statement:
As a global business, TUV Rheinland North America relies on diversity of culture and thought to deliver on our goal of Creative People, Practical solutions serving our client needs, and ensures nondiscrimination in all programs and activities in accordance with Title VI and VII of the Civil rights Act of 1964. We continuously seek talented, qualified employees in our world-wide operations regardless of race, color, sex/gender, including gender identity and expression, sexual orientation, pregnancy, national origin, religion, disability, age, marital status, citizen status, protected veteran status, or any other protected classification under country or local law. TUV Rheinland North America is proud to be an Equal Employment Opportunity/ Affirmative Action Employer/ Federal Contractor desiring priority referrals of all protected veterans for job openings.
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