POLAND| Duties, accountabilities and responsibilities: • Contact and visit existing and new customers regularly to ensure continuation of existing business: exceeding agreed budget targets as well as identifying potential opportunities for new business (identify and target new customers and markets). • Recording of customer, competitor & market related information in CRM system, e.g. contacts, contact reports and potential items (demand of customer covered by competitors/other suppliers). • Project identification: develop a strong pipeline of new opportunities capable of delivering net growth into the sales area that meets the business objectives – monitoring and reporting on all commercial projects in the region (OPP’s in CRM system). • Prepare (SAP) and follow up quotations (CRM system) & samples. • Pricing negotiations with customers – including contract negotiations – in agreement with the management. • Creativity on offering alternative solutions to customers, e.g. delivery schedules, order campaigns, combined deliveries in accordance with local guidelines. • In collaboration with Product Management, agree and negotiate on price increases (or special prices) and/or change of delivery volume of existing orders when necessary. • Monitor usage/fulfilling of bonus (customer rebate) agreements. • Drive strategy for sales growth in line with company strategy for dedicated customers according to customer classification. • Re-engage non buying customers (BW standard report). • Assessing the customer creditworthiness in line with credit control guidance. • Customer care (e.g. first contact for complaints and other issues). • Initiate product complaints ensuring relevant information is gathered and prior to QM handling. • Preparation (recording) of delivery date escalations via SharePoint / OK intranet. • Goodwill handling and cash discount reductions in accordance with local guidelines. • First escalation level for open dunning issues. • Handling of NDA & QAA on demand in alignment with Quality Manager and Managing Director approval. • Handling (registering) of PPAP requests (where applicable). • Attend customer visits with ADE/BDM/KAM/ISR/AM as required. • Preparation of sales budget and sales forecast in collaboration with ISR/AM. • Regular analysis of sales performance. • Attend customer events, seminars, exhibitions etc. as required. Engage in 'desk based' market research to support lead generation. • Participate in regional sales meetings and give presentations as requested. • Cover other area sales (internal) in the event of sickness, holidays etc. Knowledge and Educational Level: • Completed commercial and/or technical apprenticeship/training. • Academic studies/training is an advantage but not mandatory. • Language skills (English and Polish). Required level of experience: • Long-standing and relevant professional experience in sales. • Basic technical knowledge and understanding of standard polymer types and their applications. Skills, personal qualities: • Excellent communication skills. • Efficient time management and organizational skills. • Able to work proactively on own initiative. • Able to undertake and put into practice known sales skills and training. • Confidence to make cold and warm calls. • Strong listening and presentation skills. |
