Primary Function
The Account Representative Modernization identifies opportunities through key customer contacts and industry information. He/She locates sources for sale of company products and services, prepares documentation for prospective and current customers and ensures it is communicated appropriately.
Responsibilities
Portfolio Growth and Retention
- Understand financial goals and expectations of company, and meet and/or exceed assigned sales and customer objectives
- Plan, develop and implement NI Sales and MOD strategies to lead negotiations that are consistent with internal strategy while, at the same time, reflective of customer requirements and competitive offerings
- Assemble and present information for New Installation/Modernization offerings
- Identify and pursue potential customers to drive and support strategic growth objectives
- Analyze customer needs and secure desirable business through application of company products and services
- Support Existing Installations Sales in obtaining maintenance agreements and renewal of existing agreements through offering modernization solutions
- Source, analyze, communicate and apply competitive data for competitive advantage to company, and provide recommendations for market target pricing
Process/Project Management and Administration
- Develop sales proposals for NI and Modernization and prepare estimates for the sale of company products and services
- Assure full utilization of systems and follow best demonstrated practices (BDP)
- Prepare and maintain required customer information and files in accordance with established procedures
- Work in cooperation with Contract Control on sales contract agreements
- Accounts receivable management for assigned accounts, and expedite final payment on new installation projects when the elevator is completed
- Participate in company professional development programs to enhance working knowledge of elevator company products, services and procedures
Customer and Account Management
- Build and maintain favorable client relationships
- Ensure customer needs or enquiries are met in a prompt, professional manner through effective communications, and follow customer complaints to satisfactory resolution
- Interpret customer concerns and mobilize the necessary internal resources in such a way that customer satisfaction is assured while cost and employee resources disruption is minimized
- Assist architects and/or developers with application of company products through layout data and specifications
Knowledge
- Bachelor Degree – preferably in Business Administration or Engineering
- 3 - 5 years in elevator industry or related experience, or a similar industry which includes the sales of capital equipment
Critical Skills
- Proficient in MS Office
- Communication: Communicate clearly and articulately
- Customer Service: Demonstrate customer focus through improving performance; Demonstrate commitment to customer service through improving customer satisfaction
- Negotiation: Ability to negotiate both persuasively and effectively in a tactful manner so as to gain customers’ acceptance
- Persuasion: Motivate customers to act or react in a manner to support business growth
- Presentation: Ability to present materials clearly and engage audience
- Problem Solving: Ability to fully understand the problem, assess responsibility, explore alternatives, develop creative solutions and negotiate settlements
- Teamwork: Ability to interact with all levels and be an integral part of the operation