Sales and Product Service
Digital Sales and Services Representative (DSSR)
The Digital Sales and Services Representative (DSSR) mainly focuses on OEM agnostic Newtrax and UFR offerings and is responsible for driving lead generation, sales growth, business development activities and customer relationship management for managed accounts and targeting white spots.
The DSSR will be leveraging digital tools, platforms, and strategies to identify, engage, and convert prospects into customers. This role focuses on expanding the current customer base but will also be supporting AutoMine sales to existing Sandvik customers as required and will provide support for the account management structure for Newtrax and UFR offerings. The Digital Sales Representative is a self-sufficient individual and can initiate leads through cold calling and various mining related events. The DSSR can navigate a corporate matrix organization, keeping various stakeholders informed about customer engagement. Strong use of digital tools like CRM is essential to create visibility on opportunity funnel development.
The Digital Sales and Services Representative will work with a complex technological portfolio to find the right solutions for customers, ensuring easy entry with opportunities to expand later.
The position requires extensive travelling within the Sales Areas.
Reports to: Business Line Manager (BLM) - Automation
Geographical territory: Sales Area South-East Asia
Anticipated travel per year: As Required, 50% of time
Location of the position: Jakarta / Manila
KEY RESPONSIBILITIES
Safety and Environment
Ensure that all reasonable steps are taken to ensure all employees are provided with a safe and healthy working environment.
Sales and Business Growth and Development
Develop and execute automation sales strategies, win plans and business models
Develop and oversee healthy Sales pipeline for the defined digital offering
Identify potential customers and develop engagement plan
Lead automation project sales
Screen and categorize customer interactions
Build and manage customer relationships
Identify and propose new offerings
Analyse pricing and pricing models and make recommendations
Collaborate with Sandvik's local and global sales and factory teams
Work closely together with Sales Areas on forecasting, and marketing activities and making sure that associated tools and systems are kept up to date
Contribute to business development plan together with internal stakeholders and drive the execution in a matrix organization
Keep fact based, up to date understanding of the market share development
Deliver the business results according set targets
Provide technical and value sales expertise to maximize business potential both in short and long term
Support in coordinating business development and marketing activities in the Sales Areas (e.g product launches, customer forums, expos etc.)
Keeping effectively up to date with customer needs and concerns
Support pricing process and discount management
Ensure that QAR, CAR approval process is followed, and business cases are created for the opportunities
Work with marketing team to plan and execute marketing activities
Ensuring trustworthy and effective relationships through motivating leadership both internal and external
Develop systematic way of working and ensure processes are followed with sales areas
Monitor, collect and report competitor information
Ensure for trials, rentals etc. applicable process is followed including contract and KPI’s
Support and provide input to demand planning process.
People Management and Leadership
Ability to build trust quickly both internally and externally, “good with customers” & “team player”
Collaborate and develop trusted relationships with all key stakeholders in Sales Area and backline with skills to navigate in matrix organisation
Sense of urgency and ability to prioritise
Financials
Opportunity pipeline development
Order Intake
Invoicing
Forecast accuracy
Customer Service
Good understanding of market and customer needs and trends
Customer satisfaction on value, performance and reliability
Feedback / issue / resolution
Visit customers and develop direct customer relationships
Personal
Highly motivated and self-driven sales professional
Undertake self-training and development as required.
Able to see the big picture and what is the right thing to do, build relationships, processes, and new ways of working across organisational boundaries.
Experience and Qualifications
Essential
Technical background with a bachelor’s degree in engineering (or related studies) combined with business experience OR a bachelor’s degree in business with technical background or experience.
Proven successful sales experience or strong willingness to learn value-sales techniques.
Sales and business development knowledge, including experience introducing new technically advanced solutions to market.
Well-developed understanding of the mining industry and associated equipment.
In-depth understanding of customer business processes with at least 5 years’ active involvement in mining operations.
Desirable
Knowledge of and experience with any Sandvik product range.
Understanding and experience with cellular networks.
Competencies
Essential
Sound understanding of the mining industry and its business processes.
Proven ability to sell to all levels of decision-makers (site-based and corporate).
Strong customer service focus, even under pressure.
Influencing and persuasive ability.
High level of professionalism, honesty, and integrity.
Technical sales management experience and skills.
Consultative selling style focused on promoting benefits rather than features.
“Early adopter” attitude with keen interest in learning and understanding new technologies and mine operation concepts.
Desirable
Long sales cycle stamina.
Commercial acumen and business insight.
Demonstrated leadership skills with ability to motivate others.
Ability to assess and manage business risk.
Highly developed interpersonal skills, including negotiation at senior levels.
Ability to build effective relationships within the industry and with the Sandvik team.