Job ID: 1513
TUV Rheinland North America
Permanent, Full Time
Boxborough
Immediately
Joining TÜV Rheinland means working for one of the world’s leading testing, inspection, and certification service providers with more than 20,000 employees globally. Our employees are our most important asset. That is why we invest in their development and offer competitive pay, multiple health insurance plan options, and a 401(k) with up to 6% company match. At the same time we live an international, team-oriented culture characterized by respect, collegiality and openness. This enables our employees to develop their potential, apply new knowledge and methods directly - and plan a long-term career with real opportunities for advancement.

SUMMARY:

Responsible for the generation of order income and revenue from new and existing large and medium customers mainly through customer visits or industry events. Responsible for a region / area, portfolio or a cluster of customers as defined in the sales plan

KNOWLEDGE, SKILL, & ABILITIES

Good knowledge in English (B1 Intermediate), fluent in area language, further language welcome but not required
-
User knowledge in MS Office, Salesforce.com
-
Proven track record in sales Consultative Sales: Pronounced technical comprehension in the field / related area “Standard”
-
Pronounced ability for self-motivation
Ability to meet deadlines without supervision
-
Excellent selling and negotiation skills
-
Superb interpersonal skills
-
Time management and prioritization skills “Consultative Sales”
-
Pronounced ability for self-motivation
Ability to meet deadlines without supervision
-
Excellent consultative / solution selling and negotiation skills
-
Superb interpersonal skills Time management and prioritization skills
-
Professional “Standard”: 3-5 years of professional experience in Sales or related area
“Consultative Sales”: 5-10 years of professional experience in Testing, Inspection, Certification (TIC) or related field

EDUCATION:

• 
  University Degree in Business Administration or equivalent work Experience Or University Degree in the field of activity or related field of study

EXPERIENCE:

• 
  Good knowledge in English (B1 Intermediate), fluent in area language, further language welcome but not required
• 
  User knowledge in MS Office, Salesforce.com
• 
  Proven track record in sales Consultative Sales: Pronounced technical comprehension in the field / related area “Standard”
• 
  Pronounced ability for self-motivation
  Ability to meet deadlines without supervision
• 
  Excellent selling and negotiation skills
• 
  Superb interpersonal skills
• 
  Time management and prioritization skills “Consultative Sales”
• 
  Pronounced ability for self-motivation
  Ability to meet deadlines without supervision
• 
  Excellent consultative / solution selling and negotiation skills
• 
  Superb interpersonal skills Time management and prioritization skills
• 
  Professional “Standard”: 3-5 years of professional experience in Sales or related area
  Ideally first experience in Testing, Inspection, Certification (TIC) or related field
• 
  Consultative Sales”: 5-10 years of professional experience in Testing, Inspection, Certification (TIC) or related field

• 
  Meets and exceeds sales targets: generation of order income and revenue from new and existing large and medium customers as defined in the sales plan.
• 
  Develops and maintains a customer focus list (together with Area Sales Manager) by proposing focus customers and business opportunities based on marketing leads, own opportunities, certificate expiry lists, market knowledge etc.
• 
  Identifies solutions for customer needs, if necessary with the involvement of Subject Matter Experts.
• 
  Generates new leads (e.g. on fairs) and converts assigned sales leads generated by e.g. marketing or other channels.
• 
  Executes customer visits and / or visits of industry events.
• 
  Acquires new customers.
• 
  Maintains / grows customer loyalty and ring-fences critical business through regular customer interaction and visits.
• 
  Maintains positive relationships with existing customers to up-sell the service portfolio.
• 
  Recovers lost customers.
• 
  Documents all activities in the relevant TR IT tools (e.g. Salesforce.com).
• 
  Responsible for the on-time delivery, quality and follow-up of the quotation according to the customer needs.
• 
  Follows up on quotations with customer (can be delegated to sales support).
• 
  Conducts the final negotiation of quotation and contracts with the customer in collaboration with relevant stakeholders / P&L responsible persons and in line with TR requirements.
• 
  Supports in the cash collection of unpaid / overdue invoices for the customers for which (s)he is responsible.
• 
  Contact for cross-BF (Business Function) / cross-BS(Business Stream) inquiries from other Sales colleagues.
• 
  Monitors market and competitors.
• 
  Conducts sales analytics in area of responsibility.
• 
  Participates in regular sales reviews with the disciplinary Supervisor.
• 
  Supports the Area Sales Manager in defining the yearly sales plan.