Purpose of Job
The Area Sales Executive will be responsible for identifying and securing both long and short-term rental of the Company’s forklift trucks and other products and services within a designated region.
Responsibilities
Working closely with other Area Sales Executives in the designated region with the objective of maintaining a high level of forklift truck utilisation in the area
Maintaining regular contact with the Field Sales Manager and Area Sales Executives to ensure that sales efforts are directed in accordance with Company sales plans
Acting upon their own initiative in researching information on potential customers through sightings, trade publications, historical data, past contracts, industry knowledge, newspapers, business/telephone directories, monitoring existing customers usage and own contacts
Making appointments to visit key potential renters, keeping accurate sales records of follow up visits and current business situation
Credit-checking and cold-calling on companies who run their own equipment but who have never rented
Following-up enquiries for new rental business
Maintaining a constant awareness of opportunities to sell second-hand equipment and negotiate prices accordingly
Visiting service agents and encourage more rentals from them and liaising on possible joint enquiries
Keeping in close contact with branch activities regarding new business or customer complaints, providing assistance where necessary
Accountabilities
Maximising the greatest possible return to the Company from selling the Company’s products and services to credit rated customers
Ensuring that specific sales targets are achieved within time limits to contribute to the overall sales achievement
Completing all administration accurately and effectively and produce reports for the Field Sales Manager within given deadlines
Building and maintaining good relationships with branch staff and customers, informing them of changes and developments in the Company’s products and services
Maintaining an awareness of trade and field situations and ensure appropriate action to meet changing circumstances to ensure the Company maintains its overall high market position
Skills, Knowledge and Experience
The job holder must hold a full, valid UK driving licence
Educated to degree level, or experience equivalent
Proven sales background and an experienced negotiator with good face-to-face selling with an ability to ‘close the sale’
Excellent interpersonal skills and a high level of personal presentation
Knowledge of the municipal and plant sales industry, as well as basic knowledge of sweeper products
Knowledge of leasing and hire terms would be advantageous
Experience of using CRM systems would be advantageous
INDMA
