Visit customers in the respective sales area, according to the defined customer visit frequency.
CAP / BOP
Execute each assigned CAP/BOP per customer and product line in the area within the assigned time frame.
Target: a) 100% CAP/BOP presented to customers, b) 80% CAP/BOP accepted by customer c) at least 80% of CAP/BOP sales target achieved.
CUSTOMER RELATIONSHIP MANAGEMENT
Identify the main unmet customer needs and monitor competitive developments by product line.
Maintain very good customer privacy.
Evaluate the potential by customer and by product line and ensure that the DA is completed in the requested format and schedule.
Permanently ensure the solvency of customers in the sales area and report any changes in a structured manner.
NEGOTIATION
Lead negotiations with clients, respecting the power of delegation in place in the division.
Master all the sales pitches put in place to support negotiations with the client.
Permanently promote our added value/Specialist strategy to customers.
SALES PROCESS
Plan visits in advance with: frequency of visits/defined visit planning.
Prepare the visit: agenda, CAP/BOP presentation, mastery of presentation documents (sales pitch, mechanism, etc.) and refresh customer information via Customer View D-1.
Close visit reports in STORM and the CAP survey EVERY day.
Attend the MSM and ensure you master the sales pitch for each CAP/BOP to facilitate negotiation.
