Senior Sales Engineer (6811)

To deliver sustainable and profitable sales growth by achieving targets through continuous development of both

new and existing assigned End-Customers (Direct or of Resellers) by applying our value proposition to customer’s

needs.

Role Responsibilities

The role will be responsible for:

Customer Retention: Protect all our existing End-customer business in the area/territory assigned to

you, so they continue to do business with Cromwell.

• Build effective business relationships with multiple stakeholders at End-Customer, gaining deep understanding of the customer’s buying & decision-making process, their active and preferred suppliers.
• Analyse sales trends to understand customer performance, demonstrating proactively to customers on how we have and can add value.
• Identify & pursue price agreements to maintain and grow our business each year, especially with large end-customers with high potential
• Proactively track all expansion plans (additional lines, new sites etc) to maximise wins.
• Engage with relevant resellers for technical & commercial support, ensuring prompt customer service and marketing to the assigned end-customers served by them to increase sales.
  
  
  

Grow Sales: Increasing Sales with each Existing Key End-Customers assigned to you (Increase Share of wallet i.e., our share out of total money end-customer spends on type of products & services we offer).

• Validate potential (Regular review)
• Create and execute plan to generate new and repeat sales from relevant product groups for individual customers
• Understand competitors within individual customers and develop strategies to compete using Cromwell CVP (Customer Value Proposition) Strategy
• Promote relevant promotions & campaigns at End-Customers to generate new sales
  
  
  

New Business: Add agreed number and value of new End-Customers every year, relative to the number

of potential new End-Customers available in your given market area.

• Identify and Generate opportunities by understanding needs of potential customers.
• Design and deliver value added product/service solutions to secure new End-Customers
• Proactively track all ongoing and upcoming projects in the geographical area assigned to you
  
  
  

Working hours matrix

Customer Facing Time: 70% (Visiting End-Customers)

• New End-Customers for introducing Cromwell and Creating New Sales
• End-Customers of our Resellers, to expand and grow our Sales, creating new opportunities
• Building strong customer relationships
  
  
  

Customer Facing Time: 10% (Visiting Resellers)

• Building strong Relationships
• Discussing Product/Sales Strategy at key customers
• Reviewing Sales progress/development at key customers
  
  
  

Sales Admin Time: 20% (reporting, emails, training sessions, self-learning, quote support to resellers etc)

Key Performance Measures

• Sales Targets Achieved (End-customers, products etc)
• Sales Margin Achieved (in coordination with Line Manager)
• Customer Retention & Sales Growth as per Targets
• New Customer Acquisition as per Targets
  
  
  

Role Requirements

(Included for Self & Line Manager review & then agree on Development Plans each year)

Experience and Knowledge:

• Previous experience in direct end-customer business development, territory sales expansion/growth
  
  
  

and display a ‘play to win’ attitude that is key to success.

• Customer account management and relationship building
• Results Focus and proven delivery of Results
• MRO Industry experience, relevant to Products/Range offered by Cromwell
  
  
  

Essential Qualifications & Skills:

• A qualification (Degree/Diploma) in technical (mechanical/electrical/industrial) subject or equivalent
• Excellent communication (including active listening and negotiating skills)
• Excellent verbal and written language skills
• Excellent IT skills including comprehensive understanding of Microsoft Office, particularly Outlook,
  
  
  

Excel, and PowerPoint (Experience with using CRM platforms would be an advantage)

• Highly self-motivated demonstrating positive mindset and result orientation.
• Ownership of customer relationship
• Understanding & Delivery of Cromwell Principles, Customer value and solutions
• Successful Relationship Penetration at assigned End-customers
• Targeted Business Development at assigned end-customers
• Valid driving licence
  
  
  

Cromwell is a subsidiary of W.W. Grainger, Inc., North America's leading broad line supplier of maintenance,

repair and operating products (MRO), with operations also in Asia, Europe and Latin America