RESPONSIBILITIES

Customer Relationship Development / Prospecting Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.

Customer Needs Clarification Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customer’s level of interest, and to identify and respond to areas requiring further information or explanation.

Sales Opportunities Creation Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.

Sell Customer Propositions Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer’s needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer’s agreement.

Customer Relationship Management (CRM) Data Monitor team members’ use of the customer relationship management system, identifying and resolving standard issues and escalating these to a senior manager as appropriate.





Promoting Customer Focus Assist with the development of internal communications and work collaboratively with colleagues to build strong external customer relationships and meet customer needs.

Operational Compliance Identify, within the team, instances of non-compliance with the organization’s policies and procedures and/or relevant regulatory codes and codes of conduct, reporting these and escalating issues as appropriate.

Personal Capability Building Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation where relevant to improve performance and fulfill personal potential. Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.

Behavioral Competencies

Customer Focus Builds strong customer relationships and delivers customer-centric solutions. For example, digs deeply into customer feedback and drives the innovations that can enable the organization to better meet customers’ future needs. Frequently adjusts approach to ensure customer needs are met and to improve service.

Manages Complexity Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example,



looks at complex issues from multiple angles; explores issues to uncover underlying issues and root causes; sees the main consequences and implications of different options.

Instills Trust Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, demonstrates integrity, upholding professional codes of conduct. Instills trust by following through on agreements and commitments despite competing priorities and by being honest and straightforward.

Skills

Customer-Focused Approach Works without supervision and provides technical guidance when required to orient the seller’s organization around delivering to the key needs of their customers.

Initiates Compelling Sales Conversations Works without supervision and provides technical guidance when required to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client.

Knows the Buying Influences Works without supervision and provides technical guidance when required to accurately identify and understand the key buying influences pertaining to an opportunity.

Understands Buying Influencer Needs Works without supervision and provides technical guidance when required toquickly and accurately define the needs of the key buying influencers.

Builds Rapport Works without supervision and provides technical guidance when required to quickly and effectively establish trust within the buying centers in the client’s organization.

In-Depth Questioning Works without supervision and provides technical guidance when required toexplore the depth and breadth of a problem, draw out the implications of not changing, and help clients self-discover and articulate the value of a solution.

Manages Buyer Indifference Works without supervision and provides technical guidance when required

📌 Account Manager Y-Products (Cádiz)
🏢 Yokogawa
📍 Cádiz