Purpose of Position: Overall contribution to corporate goal
To utilise available resources i.e. territory, market segment, time and potential to develop the market and to achieve:
Sales Targets (Volume and Product mix)
Other Targets like Over dues, new accounts etc.
As agreed in accordance with the MCS (Multi Channel Sales) concept.
To further develop the profitable sales of organization’s products to your defined customer base.
To ensure the appropriate level of coverage is given to both Buying and Potential customers within the customer platform in order to develop profitable growth.
To utilise all elements of the Sales Management Process (SMP) to effectively analyse, implement and control the opportunities within territory.
To actively manage and develop the growth of key products within the sales territory.
To target the appropriate customer groups to ensure successful introduction of new products.
To actively and effectively demonstrate, service, train and where appropriate test of organizations products.
To ensure timely collection of all the dues / over dues.
To ensure your knowledge and skills are continuously developed for the benefit of both yourself and the company.
To take full responsibility for all assigned company assets.
To ensure compliance with all company policies & processes.
To ensure all company documentation/information is maintained and submitted to necessary deadlines.
Following are the Principal Accountabilities and their Measuring Standards (the details are contained in SMP/PMP/GPMS-Selling Process documentation):
Key Applications & Products
Growth Targets for Key Applications & Products
Demonstration as appropriate element of call objective
Demonstration quality linked to SSS covering features, benefits and advantages
DX/GX & Power Tools Training in accordance with stipulated parameters
Sales skills and ability
Large Account Management (through LAMP – Gold Sheets)
Competencies required for position– Red Thread Profile
Strong sales skills competence (SSS).
Technical skills e.g. product and application knowledge.
Can sell the organization value proposition and promote Hilti Differentiation.
Understanding the business
Understands the business reasons behind our strategy and link it to daily work e.g. channel shift.
Understands how the MO business works e.g. deliveries, credit services.
Uses organization’s resources to maximise customer satisfaction e.g. use collection service for repairs.
Understands the wider business environment beyond his territory and region – is familiar with the different organisational functions and the interdependencies.
Understanding and defining what needs to be done
Understands C3C strategy and works accordingly e.g. spends time on medium and large accounts with potential, utilises other channels e.g. CS, HC in most productive way.
Understands new products and their applications e.g. able to sell quickly and effectively to customers.
Identifies opportunities to maximise customer service and translate into sales e.g. new product application opportunity.
Able to develop plans to further penetrate e.g. key accounts / job sites. Anticipates barriers and plans alternatives.
Interested and qualified candidates are invited to send their C.V clearly indicating the position they are applying for to firstname.lastname@example.org
Please note that only short listed candidates will be contacted