Role Summary
The main responsibility of a Scania Contact Centre Executive is to proactively generate leads through outbound channels using solution sales approach and value-based selling. They promote and sell Scania products and services to both prospects and customers; contributing to the profitability of Scania.
They are skilled in collecting and using data – both primary and secondary research type. They are familiar with maintaining the integrity and confidentiality of data. They are fluent in using digital / remote communication systems or devices to interact. Using CRM systems and flows are native to them.
This role can create short-to-mid-term results and build long-term relationships with prospects and customers. The role is also a steppingstone into other Solution Sales-related or Services Sales-related roles within Scania.
Job Responsibilities
- Prospecting - Contribute to identify potential customers and create sales opportunities where Scania can deliver value to the customer and be profitable.
- Contribute to identify new potential customers
- Contribute to identify total market potential
- Contribute to structure and develop customer base through local segmentation
- Keep up to date with customers and the local market
- Keep track of customer's fleet requirement and purchase timing
- Keep up to date with Scania product and service portfolio
- Keep up to date with competitors product / service portfolios and activities
- Participate in campaigns and customer events, fairs, organizing demonstrations
- Proactively cooperate with internal stakeholders to achieve business objectives
- Contacting - Develop and increase the customer base by analyzing contacts or prospects, understand their needs, plan and conduct meetings, build relationships and argue for Scania´s value proposition.
- Analyse customer list and set target for customers
- Plan and prepare customer contacts
- Contact customers through phone calls, mails and meetings
- Ask value driven questions to understand the customers business, operations and unfulfilled needs
- Identify the customer total needs and evaluate the probability to get a deal and the potential gain
- Record and update relevant customer information in Scania tools
- Follow up customer contact
- Increase the customer base by working actively with contacting prospects
- Build and maintain long term business relations with existing customers
- Act professional as a Scania ambassador and market the full range of Scania products and services
Desirable Experience & Qualifications
- Degree in business, automotive or engineering studies or equivalent experience
- Minimum 3 years experience in sales or telemarketing or similar
- Experience in project management
- High level English in writing and speaking. Malay and Mandarin in writing and speaking where applicable
- Intermediate computer skills and fluent in Microsoft Word, Excel, PowerPoint and CRM system
Education
- Bachelor's Degree or Equivalent Level 6
