Pro Sales Business Developer

Contenido de trabajo

Job Description

Business Area:
Sales and Service EPAC, Region WSE
Function:
Sales and Service
Position:
Professional Business Developer (Country Belgium )
Position Holder:

Reports to:
PRO Sales Manager (Country BeNeLux )
Date:
23/11/2021

Purpose
The purpose of this position is to actively develop and grow our Professional sales through B2B sales and Pro- dealer sales. This includes sales planning and acquisition of new professional customers and convert their portfolio into Husqvarna. The sales will be driven through-out one of our local markets in region Belgium but it may even develop into international sales. The position is responsible for sales planning and implementation of sales activities in order to meet the Husqvarna group’s targets regarding growth and profitability by developing existing accounts as well as acquiring new professional customers.

In order to meet the business needs, the position needs to be able to manage the mix between Direct and In- direct customers, contractors and other stakeholders. As a Business Developer you are responsible to understand fully the total potential of the existing accounts and build and document an Account Growth Plan in order to maximize the Husqvarna sales during the life cycle of our products. You will also be responsible to the process of acquiring and converting new customers to Husqvarna. During the sales cycle you will deal with various customer channels, product mix and services offers. It is imperative to fully understand our brand promises as well both the dynamics of the B2B direct and indirect sales (via PRO-dealers).

The position reports to the Country Professional Sales Manager on the local market and is expected to spend 90% of the available time to meet, prospect and follow-up professional customers/business. The position requires ability to travel extensively.

Main accountabilities/Activities
Key Result areas / Key Performance Indicators
Translate sales targets into actions to fulfill business needs regarding sales and service.
Manage and develop the business profitability on all assigned customers both regarding brands, product and services mix.

Work with all steps in the sales cycle : focus on unveiling the customers’ needs and offer the right & relevant solutions (products & services). Contribute to our journey to go from “product supplier” to “solution provider” and become the preferred business partner of the customer by adding value to their needs.

Cooperate with the dealer sales rep regarding pro-dealer network development to improve quality and density of pro-dealers that are capable to support and fulfil the professional customers’ needs.

Increase the focus on sales and service according to professional user target groups, both direct and in-direct.

Build Account Growth Plans for each large account in order to maximize our share of wallet in the customer budget. The plan shall contain all details about the account, their strategy, key stake holders and possible growth areas

Function as a product specialist for GSP/TP products in the product portfolio.
Actual sales results to correspond or exceed the local actions to grow profitable sales.
Annual sales growth and profitability year-on-year according to Husqvarna global strategy.
Daily updates of customer status and activities in the CRM tool.

Main accountabilities/Activities
Key Result areas / Key Performance Indicators
Actively ensure best possible visibility for our brands, products and services. This includes fairs, training sessions, demonstration activities, assembling and dissembling the exhibition in store for each sales cycle and time spent on site with potential customers.

Support the Pro-dealer in meeting customers demand related to our products and services.
Planning and conducting product demonstrations and trainings at end customer- or professional dealer site.
Assist in finding and developing new PRO-dealers as well as support pro-dealer development by assisting in follow-up on Seldis criteria & cooperation with dealer sales team.

Profitable annual growth according to local sales targets and budget.
Meet the targets for product mix customer profitability.

Product and Services presentation according to plan in CRM.

Cooperate with Dealer Sales team to develop and grow the PRO-dealer base in quality and density according to
target levels.
Support the Sales Manager with sales analysis and planning to develop the local business in order to deliver expected profitable growth for Husqvarna group.
Timely, accurate and appropriate sales and competitor information.
Provide accurate, up-to-date information in the CRM system on each customer. This includes annual sales target and activity plan per customer, and detailed customer data about size (revenue, employees fleet and purchase budget).

Utilize the CRM tool for follow-up and maintenance of both direct and indirect customers.
Provide support to the sales planning process.

Take responsibility for processes, issues and questions for each customer. Work with all steps of the sales process: open, investigate present, confirm and position. All according the Customer Focused Sales process.
Complete log of weekly activities in CRM >95%.
Consistent update av commitment plan(s).
Sales forecast and planning accuracy
>80%.
Work closely together with the local market co-ordinator and the sales co-ordinator to ensure the marketing activities according to business needs.
Translation of sales activities into actual sales/cost data.
Attend fairs and other events in order to create new leads and business opportunities to grow our market share and gain new customers.
Visit end users according to the established Sales Plan products & services and build relationships with key-stake holders and influencers. As part of the solutions portfolio you should secure to always promote our Fleet Services, Husqvarna Commercial Solutions (financing services) and Services contracts.
Attend the agreed upon fairs every year.
Complete the agreed upon activities to grow long-term sales
Visit Top 20 Accounts
Acquire # number of new accounts Number of registered Accounts in Fleet Services
% of Services sales vs total Sales

Qualifications
Relevant education or experience with proven commercial skills toward large accounts.
Work experience as Sales Representative / Key Account Manager for highly technical products >5 yrs. Experience in a B2B and Dealer-based distribution sales environment
Experience in solution selling of products and services
Experience within Green Space professional environment is a merit
Interested and knowledgeable of complex products intended for professional use. Strong track record of sales with a customer focused service delivery.
Fluent in Dutch and French and good command of English. Experience in working in projects and complex sales.
Driving license for heavy vehicles (B/E license) is a merit.

Skills/Personal profile

Customer focused and business minded.
Good understanding of dealing with the different customer channels, product mix and multiple brands. Market experience / understanding of the different sales channels and the support levels needed.
Ability and willingness to work with many different tasks and also help other departments as needed. Communication skills.

Last date to apply:
We are continuously accepting applications

Job Type: Full-time