Customer Experience Representative

Instron; High Wycombe; On-site; GBP 32,000 - 52,000; Full time

Job summary

Instron in the UK is seeking a proactive service sales specialist to join our Customer Support Team. You will sell after-sales products in a defined region and ensure customers have an excellent ownership experience.

Working closely with colleagues, you will recover lost business, grow contract renewals, and develop trusted advisor relationships with customers. You will also lead projects, mentor junior staff and support administration when needed.

Qualifications

• Professional training/qualification is preferred.
• 4 plus years of previous relevant aftersales experience.

Responsibilities

• Sell after-sales products in a defined region and ensure customers have a wonderful ownership experience.
• Recover lost business and penetrate competitor accounts.
• Develop relationships with customers to position yourself as a trusted advisor and sell service products.
• Renew contracts by engaging in conversations to grow year on year.
• Engage with customers under warranty to discuss ongoing support options and costs.
• Grow the number of contracts by encouraging customers to purchase a contract.
• Understand the financial position of UK service and contribute to revenue and margin.
• Lead specific projects and present at monthly catch-ups; mentor junior team members.
• Backup for administrative colleagues as required.

Skills

Customer oriented

Commercially aware

Customer records management

Self-starter

Analytical

Problem solver

Relationship builder

Team player

Organizational agility

Prioritization

Job description

Job Description

Working closely with the other members of our service administration team you will be responsible for selling our after-sales products in a defined region. Ensuring our customers have a wonderful ownership experience.

Commercial

As Part Of The Customer Support Team For The UK, Take Primary Responsibility For Supporting And Growing The Business In a Designated Area By

• Seeking to recover lost business and penetrate competitor accounts.


• Develop a relationship with each of your customers to understand their business and the industry within which they operate in order to position yourself as a trusted advisor and sell the appropriate service products within our range.


• Renew all your contract customers by engaging in conversation to understand how their needs might have changed since prior year and seek to grow the contract year on year.


• Engage with your customers under warranty early on in the cycle in order to better inform them of on-going support options and costs, working together within their budget cycle.


• Grow the number of contracts in your territory by encouraging customers who normally operate under ‘book and bill’ to purchase a contract


• Understand the financial position of UK service, work towards achieving the AOP targets and understand your own costs and how they can add value to both revenue and margin


• Develop a solid understanding of Instron service’s products


• Take on the responsibility and assume the lead for specific projects and be prepared to present at the monthly catch-up’s


• Mentor the more junior or less experienced team members


• Act as a backup for your administrative focused colleagues as and when required.

Administration (as and when required)

• Process all first line customer contact, via telephone, email or other, and generate job requests and relay the information regarding customer service requirements efficiently and effectively to the Field Service Team to ensure the highest level of customer satisfaction. Where applicable to close and invoice the chargeable calls generated above.


• Generate manual quotations for non-contract Service visits and to follow up offers in a timely fashion. Where practical offers should be converted to renewable contract options.


• Set up all new Installations on the service system and generate the appropriate documentation for the service team.


• Generate and review all contract renewals and ensure the renewal is completed on time.


• Oversee the Extracare inbox


• Responsible for the diversion of calls from the main Service number and ensuring that this line is always manned.


• Complete the necessary paperwork relating but not limited to NDA’s, accreditation etc. and involve legal expertise where required.

Key Competencies

• Customer oriented: create and sustain a culture that puts a high priority on responsiveness to customer needs and that values a high degree of customer satisfaction.


• Commercially aware: Become knowledgeable on all our products and have an understanding of the business requirements of our customers in order to be able to advise and sell our products to meet their needs.


• Customer Records Management: Be able to effectively maintain a customer records management system


• Self-starter: be pro-active and able to work with minimum supervision.


• Analytical and Challenging: challenges both upwards and downwards and across peer groups to solve issues


• Problem Solver: Take the lead on complex issues and negotiations.


• Relationship farmer and creator: Effectively engages with customers with a focus on building long term partnerships and seeks out new opportunities and converts competitor accounts.


• Computer literate: a good working knowledge of Microsoft Office


• Excellent Communicator: be able to communicate to varying audience both through verbal and non-verbal means.


• Team player: works well with others, contributes effectively and ensures team success.


• Organizational Agility: be well organized, able to navigate the organization as required to get the job done.


• Prioritization: be able to prioritize through the evaluation of open tasks and our customer needs.

Qualifications

• Professional training/qualification is preferred.


• 4 plus years of previous relevant aftersales experience.