Sales Executive

Written By esmatco
On August 2, 2021

Sales prospect generation

Provide technical support & solutions to customer, manage existing & new customer by prospect generation, prospect management, sales conversion, product management, CRM and timely collection of payment.

Sales prospect generation: Understand list of accounts nominated in assigned geography; Scan geo. for new business opportunities; Plan cold calls, telemarketing, field visit, Referral etc; Categories and qualify potential customers; Visit potential customers; Introduce organization and products; Highlight capabilities; Follow-up with high probability prospects; Identify key buying influences and  build relationships in order to generate enquiries.

Sales prospect management

Closely follow-up prospects; Update in real-time progress of prospects through various stages of the Sales process. Report conversions and non-conversions accurately (Sold, Lost, Standby and Cancelled) for all prospects in process, Coordinate with team manager and other functions to prevent cancellation of order;  Escalate any pre-loss of sales on a timely basis to minimize actual loss of sales; Highlight any immediate concerns leading to or causing lost sales / delays in conversion (such price value, stock availability, logisctics issues, financing etc)  in order to ensure conversion of prospects to sales.

Sales conversion process

Understand and comply with Parker / other products and ESMA standard or ISO compliance to manage sales prospects; Use sales training in actual sales process; Use all relevant sales tools (such as referrals, testimonials, enquiry, sales-kit, product demonstrations, technical analysis, technical presentation etc) to introduce / showcase company / product range, address specific customer queries, explain specifications and to educate customer on benefits of the product vis-a-vis competition; Understand customer requirement (such as product type, payment mode etc.); Qualify customer; Conduct competitive analysis; Offer customized proposal that demonstrate value to specific product segment;  Follow-up and negotiate terms and conditions for closing sale;  coordinate with sales coordinator in order to close the sales order and deliver on time.

Product management

Monitor competitive specifications and customer needs; Analyze lost-sales; Provide necessary inputs to reporting manager  for possible changes in product specifications, variants and prices in order to help increase sales.

Process compliance and improvement

Comply and executive with quality and zero defects, Execute process improvement actions as directed; Provide inputs / suggestions on issues that affect customers or team operations; Escalate key issues that need senior-level intervention; Understand ESMA  standards; Verify compliance with supervisor or marketing team for standards  in order to comply with ESMA Product standards, improve customer service.

CRM

Understand customer request / grievances / issues; Escalate issues (where needed) for resolution; Execute corrective actions for closure; Reassure customers on resolution of complaint; Implement improvement programs as applicable; Exploit these programmes for generating repeat sales in order to retain customers and generate repeat sales.

Receivable Management            

Proactively follow-up with customers for outstanding payment or critical payments, ensure the collection are within a agreed timeline. Escalate any such issues which may hinder or delay the payment to the reporting manager and work closely in order to collect the payment on timely basis.

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