Sales Representative

Sales Representative

The Sales Representative professionally promotes and sells Nutreco values proposition and services to existing and potential customers and establishes and maintains good relations at all levels. The Sales Representative contributes to, implements and realizes the sales/account plan for the assigned account/portfolio, acquires and retains (new / potential) accounts and builds and strengthens customer relations in order to realize Nutreco's commercial objectives. The Sales Representative is an individual contributor and reporting to the Sales Manager in an OpCo. The Sales Representative takes care of the commercial activities in an OpCo for direct customers in order to reach the commercial objectives. The Sales Representative and the Technical Sales Advisor work in a 'tandem approach' to reach the highest Sales possible, whereby the Sales Representative acts as the commercial expert, opening doors and closing deals. Basic technical knowledge is required, but the Sales Representative collaborates with the Technical Sales Advisor in (highly) complex and technical sales processes.

Key Accountabilities

Sales Planning And Execution

• (Co-develops and) executes the sales plan for the assigned area in accordance with the set objectives and targets. Making sure in the sales plan are realized and sales targets are achieved.

Customer Acquisition

• Based on his/her knowledge of the market and the market intelligence performed by the OpCo approaches and acquires new customers in a proactive manner through various means that may include direct visits, phone, references, etc. within delegated authority (within the sales team), in order to retain and grow the customer base according to expectations and to achieve the sales targets.

Customer Management

• Builds trust with new and existing customers by identifying their needs, providing advice and effective solutions to their needs to realize improved customer satisfaction and customer loyalty levels, and additional revenues and/or profitability. Can assess progress within a particular account and make a commercial decision about committing future resources to developing the opportunity.

Value Selling

• Asks questions which uncover implicit needs, and which develop those needs. Builds value for the customer by investigation to uncover explicit needs and develop those needs. Demonstrates company's capability by explaining how company's products and services match a customer's explicit needs (Benefit Statements)

Issue Resolution

• Receives, follows up and resolves or ensures resolution of customer complaints / queries in a timely and efficient manner, in close cooperation with colleagues in Sales and Customer Services, in order to satisfy customer expectations and ensure customer retention.

Tools

• Coordinates, executes, maintains and/or improves various administrative sales processes and systems, in line with the applicable procedures to ensure an efficient and effective sales administration compliant with policies and regulations. Records the outcome of a sales call and plan future actions which moves the sale towards a successful conclusion – including additional investigation (needs identification) where necessary.

Management Information

• Provides insights to management on request, or own initiative, regarding quantitative and qualitative developments within his/her area of sales/expertise, based on reporting guidelines, and ensures all information is appropriately stored and updated, so that management and/or relevant stakeholders are able to make (timely) decisions and determine or adjust sales decisions and strategy.

Internal Networking

• Responsible to maintain and build own product and technical knowledge in relevant product categories by taking local & global technical trainings. Based on input from Marketing and Pricing measures, prepares and quotes customers, in order to advise customers appropriately and to conclude the sale of product.

Projects

• May participate in various sales and customer service-related projects in his/her area and contributes to project results.

Competencies & Behavioral Aspects

• Influencing Skills
• Personalizing the facts of in order to convince the customer to buy products/services
• Building Relationships
• Establishes and maintains relationships and alliances. Shares information and readily determines to whom to go for relevant information. Seeks assistance and feedback in the problem solving process. Partners with others to achieve expectations.
• Call Execution
• 1. Can plan a sales call with a customer or prospect to meet a specific, positive outcome from each call.
• 2. Can ask questions which uncover Implied Needs and which develop those needs.
• 3. Can build value for the customer by investigation to uncover Explicit Needs and develop those needs.
• 4. Can demonstrate company's capability by explaining how company's products and services match a customer's Explicit Needs (Benefit Statements)
• 5. Can propose and gain a reasonable commitment from the customer to future action which moves the sale forward (Advances)
• 6. Can record the outcome of a sales call and plan future actions which moves the sale towards a successful conclusion – including additional investigation (needs identification) where necessary.
• 7. Can assess progress within a particular account and make a commercial decision about committing future resources to developing the opportunity.
• 8. Can assess their own ability in relation to 1 – 7 (above) and plan action to develop their own skills.
• Team Player
• Makes contributions that are valued by team members.
• Shares information. Co-operates with team members to resolve problems and achieve goals.
• Supports team members by encouraging participation and listening to other's ideas.
• Drive For Results
• Motivated by success and passionate about working and achieving higher commercial results. Persists to complete tasks / responsibilities, even in the face of difficulties. Operates with personal ownership and looks for ways and means to improve performance all the time. Displaying a strong commitment to making service performance improvements.
• Takes actions that lead to the delivery of set service targets. Shows determination to meet the objectives set by others. Keeps track of and measures outcomes against own standards. Shows eagerness to establish commercial growth.
• Takes actions that lead to quantifiable service improvements
• Overcomes obstacles to achieving goals and uses failure as an opportunity to learn
• Persuasion
• Convincing someone else to carry out an action or agree with an idea. Can influence others to perform well and succeed.
• Expressing him-/herself clearly, using nonverbal gestures and a vocabulary that the other person understands. Shares ideas and thoughts in an engaging way that appeals to the customer. Builds trust.
• Noticing and interpreting customer's emotions in order to understand what others are feeling and to respond appropriately.
• Identify customers (in- and explicit) needs in order to show the benefits. Able to expedite and facilitate group decision-making.
• Learning Agility
• Embraces opportunities to acquire new skills and experiment with novel approaches. Spot trends that could impact your organization's & customer's future and is able to commercialize that future impact. Rapidly analyses problems and synthesizes information. Dares to challenge the status quo and advocate change.

Our Organisation:

Skretting is a global leader in providing innovative and sustainable nutritional solutions and services for the aquaculture industry. Skretting has production facilities in 18 countries on five continents to manufacture and deliver high quality feeds from hatching to harvest for more than 60 species. The total annual production volume of feed is close to 2.5 million tonnes. Our mission is Feeding the Future.

Equal Opportunity Employer:

Skretting is an equal opportunity employer; applicants are considered for all roles without regard to race, color, religious creed, sex, national origin, citizenship status, age, physical or mental disability, sexual orientation, marital, parental, military status or any other status protected by applicable local law. Please advise us at any point during the recruitment and selection process if you require accommodation. Skretting is committed to compliance with all applicable legislation, including providing accommodation for applicants with disabilities.