The posting
Job Summary:
Prospects and develops new opportunities to grow the business. Develops/Executes account plans with coaching support. Achieves sales goals within the assigned sales territory, market segment or channel partners.
Key Responsibilities:
Develops opportunities to increase sales by identifying, researching and contacting prospective customers. Develops and executes account plans for top prospects and conducts agreed upon face to face sales calls. Builds positive customer relationships that enable identification of a customer’s needs, business model and buying process. Uses understanding of customer needs and priorities to identify and offer Atmus solutions. Gains agreement on the differential advantage of Atmus solutions by helping the customer understand and evaluate existing data and information and the value proposition. Conducts negotiations according to company guidelines, including payment terms. Assists with collection of accounts receivables when needed. Drives sales, achieving sales targets and ensuring customer satisfaction. Maintains and strengthens customer relationships to generate future sales and repeat business. Responds to customer concerns in a timely fashion. Consistently uses the Atmus Sales Process as well as Atmus tools, processes, and initiatives that support sales, customer satisfaction, and customer value, e.g. Customer Relationship Management and special projects. Reports activity via the Customer Relationship Management tool per management direction. Produces sales forecasts as directed.
Qualifications and Competencies: Competencies: Action Oriented Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm. Communicates Effectively Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences. Customer Focus Building strong customer relationships and delivering customer-centric solutions.
Persuades Using compelling arguments to gain the support and commitment of others. Articulating Value Proposition Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition. Channel Awareness Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals. Pricing Strategy Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets. Negotiations Excellence Utilizes tools and methods in negotiations to achieve Atmus stakeholder objectives and achieve a mutually agreed upon all contract terms between all parties. Account Planning Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets. Adapts to target audience Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information Integrates customer perspective Incorporates an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue. Sales Forecasting Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.
Education, Licenses, Certifications: Required: College, university, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales related work experience, or an acceptable combination of education and experience. Experience: Basic relevant work experience preferred.
