Territory Sales Engineer
Hilti
Total years of experience :21 years, 0 Months
• Sales of full range of Hilti products and solutions to customers under dedicated territory.
• Build and develop new and existing customer relationships to create loyal and enthusiastic business partners
• Give technical presentations and product demonstrations in offices and project sites.
• Providing effective solutions and technical support on project sites backed by innovative range of products and services.
• Understanding the customer requirement and suggesting the best suitable solution.
• Increase share of wallet through the number of product lines sold per customer and volume per line.
• Make business cases against competition in order to convince the customer on pricing and added value preposition.
• Ensure timely, accurate quotations and try to maximize sales channels in order to facilitate customer.
• Continuous follow up for payments in order to ensure timely payment collection.
• Prepare accurate and timely sales analysis on a monthly basis to provide team leader with information relating to sales results and forecast.
• Weekly planning of activities ensuring face to face calls/day using SAP-CRM7.
• Living and promoting Hilti Values & Culture all the time
• Create and execute appropriate activities to ensure the rapid and accelerated introduction of Hilti solutions and generate avenues for high, deep, and wide partnerships
• Work with key decision makers to secure specifications, technical approvals and recommendations for Hilti products and facilitate cross functional relationships between these key contacts and the sales team at Hilti.
• Develop clearly formulated strategies to generate measurable contributions to customer’s profitability and their own customer relationships
• Proactively grow the profitable sales of Hilti solutions to a defined portfolio of Accounts within the Energy industry through promoting additional services and value engineered solutions.
• Plan and execute appropriate activities to new customer groups to ensure the rapid and accelerated introduction of Hilti solutions and prepare for future market developments
•Proactively target and promote business development with key industry players in oil and gas, including: Aramco, Sabic, Yansep, Cristal, several contractors completing expansion construction or maintenance, repair, and operations.
•Act as project manager for medium to large-scale projects by leading conference calls with stakeholders, tracking and compiling all gathered data in Microsoft Excel and CRM7. Selected from a group of proven leaders to collect feedback and input from co-workers, and conduct formal presentations of findings to upper management.
Mentoring staff of 12 CRM executives, providing them with the vision of project objectives, and designing strategies and KPI`s for effective achievements
Responsible for the management, coaching, and development of Support personnel.
Works with internal teams to define, develop, and deliver operational monitoring interfaces
Assure that the team members have the necessary education and training to effectively participate in the team.
Managing the sales support of all nationwide corporate projects
Manage and Monitor outbound calls regarding quality of support provided to corporate clients
Facilitate problem solving and collaboration
Ensure discussions and decisions lead towards closure
Recognize and celebrate team and team member accomplishments and exceptional performance.
Business case, assessment and implementation for Business Intelligence Deployment
Improved project management methodology for tracking and monitoring ILS projects progress and status
Process analysis, improvements and automation
Managing the support of all nationwide corporate projects
Managing reports for higher management on weekly/monthly basis.
• Responsible for maintaining and developing new opportunities within incumbent and prospective accounts
• Developed annual business plans to ensure overachievement of revenue and profitability targets, client satisfaction measurements and internal human resources programs (coaching, management, development, recruitment)
• Developed and presented internal marketing plans to Systemhouse and ComputerLand management
• Acted as liaison between key clients/prospects and key senior ComputerLand management
• Consistently achieved and over-achieved quotas
• Initiated and developed marketing strategies to increase sales by presenting SHL ComputerLand services and products
• Adherence and compliance with Corporate initiatives, policies and procedures
• Continuously penetrated new and creative profitable opportunities within incumbent accounts and prospective account base
• Integrated strategic services such as System Engineering, Technical Services, Learning Centres, and Help Desk
• Plan and deliver the strategic marketing plan including a calendar of marketing campaigns and events - all B2C.
• Coordinate and manage all advertising, marketing and promotions staff activities.
• Evaluate the success of marketing and PR, incorporating these into the strategic planning process as part of a cycle of continuous improvement.
• Ownership of the CRM Strategy including a customer focused events program, Identify new opportunities to improve performance.
• Develop strategies for delivery & increase in spend per visit, Ensure effective management of the Marketing budget, Plan & implement communication, including media buying, advertising, PR, direct mail E-marketing and website management.
• Perform detailed market research to evaluate market requirements for future and existing products.
• Perform SWOT analysis to analyze company’s strength, current market and competitor’s advantage over it.
• Review performance and provide tactical marketing support to drive spend within the chain, Undertake surveys and analysis to evaluate marketing campaigns.
• Business Scoping: conducting workshops with stakeholders and business users to gather high level requirements.
• Defining high level business features and assigning features to functional requirements.
• NHS Business Services, I.T Services: Business Analyst
• YPLA: Business Analyst/Process Modeler.
• Capita National Strategies (for Education): Business Analyst
• MVS: Requirements Manager - Managed Voice Service (VOIP)
• Requirement management: Interviewing business users for gathering more detailed requirements, Writing functional requirements, designing of logical data model, knowledge transfer and review of test sampling scripts
• Implementation of Method Statements, COSHH and Risk Assessments.
• Selections and use of appropriate test equipment.
• Analysis of test results for indication of possible faults.
• Communicate with client representative.
• Updating of records and plans.
• Input to final Project documentation, Input to Acceptance test schedules.
• Account development activities throughout project lifecycle.
• Overseeing business`s day-to-day operations to ensure success of the security company.
• Maintaining financial budget.
• Ensuring adherence of policies and procedures.
• Prepare business cases in support of large expenditure when required
• Performance Agreements, interim and main reviews are undertaken within the set of timescale.
• Assist the DSO in implementing security as a core business function to be adopted by the whole office, keeping physical security measures under constant review to ensure they are adequate to meet current threats to business, evaluate changes, showing advantages and disadvantages, costs etc and present to the DSO.
• Be on call on a 24 hours x 7 days basis for any emergencies occurring at The National Archives
• Undertake the security lead role in the Major Incident Team.
• Mentoring 1600 staff across London and its surroundings.
• Maintain the security team training plans up to date for all security staff and to test their knowledge of procedures regularly.
• Maintain the Security Operations Manual up to date for use by all on site security personnel to cover duties, individual instructions for each post; attendance; use of security equipment; dress standard; training etc.
• Making critical decisions on hiring or termination of employees, approving expenditures, overseeing security procedures and sales efforts for the location and working with customers including Metropolitan Police London and London Olympics 2012, to ensure a high quality of service.
• Conducting interviews, completing and processing their application forms.
• Filling and following the client’s paper work, client support, model replication.
• Assisting account managers in budgeting, expenditure, return on investment, profit and loss projections and provide assistance to the Operation Managers in research and development appropriations.
• Making sure budgets are properly controlled and managed, to achieve best value for money.
• Insuring the resources are appropriately and efficiently allocated to key areas of work and that priorities are always covered adequately.
• All physical security to all on site customers is delivered within the National Archives corporate security policy.
• Devise rosters appropriate for the requirement to take account of separate building and reading room security duties, and to liaise with Personnel as appropriate re implementation.
• Act as focal point for any investigations involving security; to prepare reports and note follow up action.
• Participate in the role of Incident Manager during any incidents and emergencies
• Making Service Operational Procedures
• Training new staff and making sure their assigned jobs roles are performed effectively and proficiently.
• Develops and distributes weekly and monthly trend reports to management teams for coaching and feedback.
• Recommends ongoing training needs and coaching plans based on trends analysis.
• Maintains QA processes and compliance standards for all Call Center departments and functions.
• Manages a team of QA specialists to drive quality, efficiency and an enhanced customer experience.
• Conducts regular quality calibrations with department leadership to assure consistency.
• Coordinates QA processes with external partners to assure alignment and adherence
• Describing the product benefits and any special offer to customers.
• Give advice about how the services/products may benefit customers personally.
• Persuade customers to accept a trial period or a visit from a sales representative.
• Setting and meeting performance targets for speed, efficiency, sales and quality.
• Handling the most complex customer complaints and enquiries.
• Gather and document information about the customers.
• Taking orders and arrange for delivery and bills to be sent.
• Meeting and setting customer service targets along with planning areas of improvement or development.
• Coaching, motivating and retaining staff and coordinating bonus, reward and incentive schemes.
Achieved Master`s Degree in International Business and Management with and Award of Commendation.