20 ene
Imdex
Hermosillo
**TECHNICAL SALES REPRESENTATIVE**
**PURPOSE**
The purpose of this position is to market and promote IMDEX products, services, and solutions locally whilst guiding a small team to do the same.
This includes the creation of new client relationships as well as maintaining existing client relationships.
**DIRECTLY REPORTS TO **Operations Manager
**DIRECT REPORTS **No
**JOB FAMILY **Sales
**IMPACT **Local
**ACCOUNTABILITIES EXPECTED OUTCOMES**
**CONSULTATIVE SELLING**
- Developing and implementing a client contact plan to communicate product launches and engaging potential clients in relevant sales campaigns to build new relationships.
- Acting as first point of contact for client queries and complaints and resolves these,
referring complex issues to others and ensuring that the client receives an appropriate response.
- Setting clear objectives for each sales call or meeting; using standard materials to make a presentation to the client; and asking relevant questions to evaluate the client's level of interest and to identify and respond to areas requiring further information or explanation.
- Building solutions based on client's pain points and understanding the client's total business experience.
- Providing feedback to product design teams so that products can be tailored to clients' needs.
- Expected Outcomes_
- Emphasize product features based on analyses of clients' needs and on technical knowledge of product capabilities and limitations.
- Customises offerings accordingly and designs training to suit client's requirements.
- Client queries and complaints are dealt with in a timely manner.
- Presents complex product and service offerings to client with a clear rationale and at standard commercial terms.
**ACCOUNT MANAGEMENT**
- Developing a personal network within the sales territory and representing the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.
- Identifying opportunities for expansion of revenue with existing accounts.
When influencing, identifying the needs of client through regular contact with the client and by staying abreast of market changes including competitor analysis.
- Using personal expertise to identify the complex standard products and/or services offered by the organization that meet the client's needs, together with quantities and product configurations.
- Expected Outcomes_
- Ensures account is managed in a methodical and timely manner gaining positive feedback from the customer.
- Schedules follow-up actions and enters relevant information into the client relationship management (CRM) system.
**PROSPECTING**
- Securing new accounts, proactively researching new industries to identify needs in the marketplace and ideal client profile.
- Identifying new business opportunities and assisting with analysing estimates of business value to the customer.
- Analysing and interpreting changing market forces and client preferences.
- Expected Outcomes_
- Market needs are assessed for products and/or services.
VALUE SELLING
- Understanding how to articulate to customers how we bundle the IMDEX solution sets to demonstrate value in use.
- Managing sales and cross selling of products and services.
- Expected Outcomes_
- Facilitates cross-functional activities to ensure customers have a positive experience with IMDEX and seamless interactions.
LEADERSHIP AND PEOPLE
- Shares and cascades the IMDEX vision, strategy and objectives to own team.
- Ensures staff are engaged and competent to perform their tasks and compliant with all Group policies, procedures and regional regulations.
- Raises difficult issues to ensure that they are addressed and leads team members to follow through on difficult actions or initiatives.
- Willingly passes on skills, shares job knowledge and trains others.
- Assigns appropriate support and resources to personnel to maximise success.
- Sets and provides clear direction and expectations.
Effectively delegates and removes obstacles to get work done.
Sets stretch goals and opportunities to drive higher performance.
- Expected Outcomes_
- Team members understand the IMDEX vision and team objectives with clear role clarity.
- Team employee engagement levels increase annually through investment in people.
- Recruits talent based on capability requirements.
- Bi-annual Performance and Development Reviews (ADR's) on direct reports completed, ensuring cascade to full region.
- Poor performance issues addressed in a timely manner.
- Supports team members to create and action development objectives.
- Learns from setbacks, keeps calm under pressure and is sensitive to the needs of others during a time of crisis.
**HEALTH, SAFETY AND ENVIRONMENT**
- Utilise resources to establish, implement, maintain and improve the QHSE management system;
- Ensure risk management activities are conducted within area of responsibility, including the identification and implementation of any site-specific
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