Under the direct supervision of the North Europe Senior Sales Manager, this position is responsible for leading the European sales strategy and activities related to the DAF customer. In addition, the Sales Manager is responsible for managing all customer programs that revolve around pricing, revenue growth, profitability, design, and customer satisfaction.
Your key deliverables:
- Serve as member of a cross-functional customer interface team
- Lead the development of the regional customer strategy
- Provide input into the description, qualification, and recommendations of growth opportunities for new product and systems
- Contribute to the development of pricing and commercial terms
- Gather competitive information on project product / platform trends / directions
- Manage cost reduction programs while maintaining internal profitability targets
- Deploy the Customer Relationship Review (CRR) process and assist in developing action plans to improve customer satisfaction performance
- Assist with the resolution of all open (Days Sales Outstanding) DSO issues
- Act as a point of contact for commercial warranty issues, quality issues, and customer complaints
Specialized knowledge
Market and Customer Knowledge:
- Use fact-based detailed understanding of competitors and customer needs and decision process to help Marketing build robust actionable segmentation
- Use segmentation and patterns to better understand specific needs and profitability
- Understand that customer economics goes well beyond acquisition costs
- Apply our products/services to the customer's value chain
- Leverage sponsors and coaches to influence decision-makers in support of our offering. Take actions to counteract anti-sponsor's influence
Value Proposition Design & Communication:
- Complete a unique offering for the customer that will contribute to improved profitability by involving relevant operations and engaging with providers as required
- Clearly define how we can make the functional, process and relationship benefits of our offering to customers a lower total cost of ownership proposition
- Engage various levels of the customer in a discovery process that demonstrates how our offering positively impacts their economics