Field Sales Engineer/ kỹ sư bán hàng

This Job Specification is provided as guideline of main duties & focus for your work. These duties may change from time to time, in reaction to the company strategies, in consultation with your Manager.
Your main task is to develop business opportunities for ifm products to both prospective & existing customers in your designated sales area. Your local management will assign you your territory and accounts together with your market development budget, for which you will then have full responsibility. As part of your duty of care towards ifm customers, it is your responsibility to follow up with new contacts and potential new accounts on a regular basis via the various modes of communication and platforms to secure the client relationship.
Your local management should be informed with regular updates on your pipeline and highlight any issues in converting leads to orders as immediately.
Company Provisions:
✓ Laptop & Product Demo case
✓ Mobile Phone
✓ Hired car to conduct your business objectives or car allowance
RESPONSIBILITIES
▪ Engage with customers and potential customers to learn about their business, the products they make and the initiatives they have for improvement
▪ Implement a sales process that clearly defines the customers' challenge and their concept for a solution. Adapt at determining the decision-making process and key stakeholders involved in a sale
▪ Leverage technical product and application knowledge to provide high quality solutions to automation challenges
▪ Effectively communicate with customers using digital media such as web conferences, LinkedIn and phone calls
▪ Conduct in-person meetings on large projects to evaluate machines, solve applications or present ifm solutions
▪ Direct ownership of 100+ accounts with a high potential for ifm. All allocated customers must be visited within a calendar year
▪ Proactively hunting new opportunities also keeping in mind upselling and cross-selling larger integrated solutions to any customers, should the need arise. Awareness of current and future plans on the customer side (upgrading/ expansion/new facilities/new-global initiatives)
▪ Customer days should be well planned, with appointments organized according to highest "ifm potential" - across your entire allocated Customer Base.
▪ Ensure any enquiries from the customer are followed up on the same day, be they technical or commercial nature. Ensure that all visits and other customer related interactions are documented in CRM within the current week. Visit/Phone reports - Compulsory!
▪ You will have a Quarterly meeting one on one with your local management, during which you will go through your past quarter activities, your current performance and your next quarter planned activities. You are responsible to provide your local management with full information update based on your Sales Planner Input
▪ Develop and maintain a sales funnel with enough opportunities in all stages to exceed the annual sales growth target
▪ Continuously learn automation industry trends and ifm solutions that relate to those trends
▪ Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks