Sparkline Equipments Pvt Ltd

Area of Responsibility Key Activities/Elements 1. Sales Activity Meet or exceed monthly, quarterly & annual financial booking and gross margin targets Meet or exceed quota for advanced payment collections to support working capital goals Identify and pursue target job opportunities and maintain appropriate activity backlog Provide accurate planning and forecasting of sales performance Be an active member of the sales team, assisting other team members as needed, to achieve team goals Provide market feedback on product information, competitive product data, market pricing, etc to the Sparkline Materials Handling Solution leadership team                                                                  2. Customer Relationships Strengthen Sparkline’s relationship and position with new and existing accounts and improve the client relationship by Actively calling on contractors & consultants to increase Sparkline’s profile in the local market Networking with industry organizations and relevant communities Establishing key contacts within multiple tiers of the customer organization Regular communication with customer influencer and the Sparkline Account team Working to solve customer complaints and issues in a timely manner, using appropriate Sparkline Resources Assist with payment collections where requested in case of delayed project payments 3. Effective Management of the Sales Cycle Responsible for the effective management of the Sparkline Materials Handling Solution disciplined sales process from identifying and qualifying prospects to successfully closing the sale Developing sales leads through prospecting and lead generation activities Preparation and delivery of effective, persuasive sales closing presentation with key customer decision makers Coordinating estimation activities, ensuring costs are competitive Qualifying sales opportunities to ensure expenditure of resources in a cost effective manner Ensure successful handover of job to project team 4. Account (new and existing) Development Develop detailed account plans for all assigned accounts Consult with the customer to influence buying behavior Demonstrate new services and technologies that have linkage to customer business outcomes Penetrate vertical markets using Breakaway Selling, customer specific value propositions & opportunity development Analyze projects to develop strategy for technical and specification superiority to successfully win competitive bid projects 5. Sales Processes & Tools Use established sales processes and tools to maximize sales closure rates and ensure compliance Customer Relationship Management Tool (CRM) Impact reviews 5 disciplined step sales process POINTS pre-call tool Breakaway Selling Knowledge and skills (general and technical) Knowledge of materials handling Systems and demonstrable capability of integrated systems sales Experience and knowledge of the commercial construction market Solid understanding of applicable local, national and regional building codes and standards. High level influencing & negotiation skills Strong presentation and communication skills Ability to work in a team environment with limited direct supervision Working knowledge of Sparkline competitors within the market, both business practices and products/solutions Ability to work collaboratively within a matrix team environment Customer focused and results driven, and be a self-starter