2021-06-29 16:15:56
Jump
Job purpose:
To facilitate business development and maximize company profits by ensuring participation in the target market
Minimum qualification:
Diploma: Metallurgy/Mechanical/Chemical Engineering
Minimum experience:
At least 5 years of sales experience in a related environment
Location:
Montreal
KEY RESULT AREA
New Business Development
- Plans to increase competitive share in the territory are successfully implemented
- Market share is increased by obtaining new business
- Company sales procedures are followed during sales Calls
- Commercial viability of technologies in competition are analysed and counter-strategies implemented
- Customer relations management database is maintained
- Product and service proposals to customers are price and technologically competitive where required
Marketing
- Attendance and participation at exhibitions and events in order to increase Company’s recognition and recall by clients
- Market research is conducted in designated areas
- Presentations are delivered to stakeholders as required
- Opportunities are supported with point of sale material
- Monthly presentation to management of market research and business platform in own area
- Group product offering is marketed as required
Business development planning
- Allocated territorial market segment and market position is identified and developed
- Areas for continuous improvement (including R&D) are identified and addressed
- Opportunities for services and distribution channels that will lead to an increase in sales are identified
Client Retention
- All client requests are responded to within 24 hours
- Regular site visits as per call plan
- Relationships and networks with key stakeholders and influencers are established and maintained
- Liaison with technical staff and other internal colleagues to meet customer needs
- Internal and external client debriefs are arranged
Administration
- Reports including call reports are submitted by due date (ARC)
- All expenditures are managed and reported on as per company policy
- All documentation is managed as per BU standards
- Safety incidents are identified and reported
- All Company and client safety requirements are adhered to
- Active participation in all safety programmes
- Analyse web based marketing opportunities (Projects IQ and others)
- Investigate web page marketing opportunities
COMPETENCY
Communication
Organizes the communication:
- Clarifies purpose and importance; stresses major points; follows a logical sequence.
- Adjusts to the audience: Frames message in line with audience’s experience, background, and expectations; uses terms, examples, and analogies that have meaning for the audience
- Comprehends communication from others: Attends to messages from others; correctly interprets messages and responds appropriately
- Presenting: Delivers presentations that are professional and audience specific
Technical/Professional
Knowledge and Skills
- Product knowledge: Displays an understanding of the company’s products and pricing in relation to job output
- Engineering and technology: Displays knowledge of the practical application of engineering science and technology
- Displays in depth knowledge on the relevant business and mining sectors
- Customer Focus Seeks to understand customers: Seeks information to understand customers’ circumstances, problems, expectations and needs
- Educates customers: Shares information with customers to build their understanding of issues and capabilities
- Takes action to meet customer needs and concerns:
- Considers how actions or plans will affect customers; responds quickly to meet customer needs and resolve problems; avoids over commitments
Work Standards
- Ensures high quality: Dedicates required time and energy to assignments or tasks to ensure that no aspect of the work is neglected; works to overcome obstacles to completing tasks or assignments
- Takes responsibility: Accepts responsibility for outcomes of one’s work; admits mistakes and refocuses efforts when
appropriate
Sales Ability/Persuasiveness
- Questions and probes: Seeks information to understand situations, needs and desired potential benefits
- Establishes strategy: Develops approaches that best position products, services, or ideas; leverages supportive factors, overcomes or minimizes barriers, and addressees key decision makers’ needs and preferences
- Demonstrates capability: Presents products, services, or ideas in a manner that clearly shows how they would meet needs and provide benefits; builds confidence in the products, services or ideas
Building Strategic Working Relationships
- Seeks opportunities: Tries to build effective working relationships with other people
- Clarifies the current situation: Probes for and provides information to clarify situations
- Establishes good interpersonal relationships: In words and actions, makes people feel valued, appreciated, and included
Marc-André Ouellette
Associé principal / Consultant sénior
marcandre@jumprecruteurs.ca
514-658-JUMP (5867) poste 201
Cell 514-424-7940