Used Vehicle Sales Executive

Scania South Africa; Kraaifontein; On-site; ZAR 350,000 - 600,000; Full time

Job summary

A leading vehicle manufacturer in South Africa is seeking a motivated salesperson to promote and sell their products and services. The role involves prospecting new customers, analyzing their needs, and delivering tailored solutions. The ideal candidate will exhibit strong communication skills and a knack for building lasting relationships while maintaining a professional brand image. This position demands a proactive approach to sales and a commitment to achieving customer satisfaction.

Qualifications

• Experience in identifying and contacting potential customers.
• Skilled in analyzing customer needs and providing tailored solutions.
• Proven track record in sales and relationship building.

Responsibilities

• Promote and sell Scania products to increase market share.
• Create and follow up on tailored offers for customers.
• Ensure customer satisfaction post-sale.

Skills

Business Perspective

Customer understanding

Influencing Skills

Negotiation

Value selling

Adaptability

Communication

Initiative

Planning & Organizing

Result oriented

Education

Higher education in sales or equivalent experience

Tools

Automaster

FMS

CSTT

Job description

Role Summary

The main responsibility of a Scania salesperson is to proactively promote and sell Scania products and services contributing to the profitable growth of Scania. The role focuses on the sale of used vehicles and contracted services, but also includes overall responsibility for customers in a certain territory or customer segment. It’s a role supported by service and specialist salespeople in some cases due to complexity or other reasons. The Scania salesperson shall be able to handle most solution sales deals by approaching new customers and by developing the existing. Focusing on the customer, understanding and transforming their needs into value-adding solutions as well as upholding a positive brand image are key aspects for the role.

Job Responsibilities

Prospecting: Contribute to identify potential customers and create sales opportunities where Scania can deliver value to the customer and be profitable.

• Contribute to identify new potential customers
• Contribute to identify total market potential
• Contribute to structure and develop customer base through local segmentation

Contacting: Develop and increase the customer base by analyzing contacts or prospects, understand their needs, plan and conduct meetings, build relationships and argue for Scania´s value proposition.

• Analyze customer list and set target for customers
• Plan and prepare customer contacts
• Contact customers through phone calls, emails and meetings
• Ask value-driven questions to understand the customers’ business and budget
• Identify the customer total needs and evaluate the probability to get a deal and the potential gain
• Record and update relevant customer information in Scania tools
• Follow up customer contact
• Increase the customer base by actively contacting prospects
• Build and maintain long-term business relations with selected customers at the right level
• Act professional as a Scania ambassador and market the full range of Scania products and services

Quoting: Create offers by verifying prospects’ needs, translating them into tailored solutions, negotiating the deal and follow-up.

• Verify prospects’ needs, both conscious and unconscious
• Translate prospects’ needs to Scania tailored solutions and work with relevant functions to create the best total offer, incl both vehicle and services
• Present, communicate and negotiate with customer regarding the suggested offer
• Follow-up on quotations
• Follow-up on actual sales vs. targets and act on deviations

Finalizing deal: Close the deal and ensure long-term customer satisfaction.

• Ensure legal requirements and business rules
• Secure delivery capabilities and early involvement from internal organization and suppliers for delivery
• Communicate agreement internally and externally
• Analyze and share lessons learned from won and lost sales

Delivering vehicle to customer:

• Vehicle handover to the customer in coordination with the Sales back-office
• Handle trade-in and buy back according to internal rules
• Follow up customer satisfaction after delivery

Acting as single point of contact:

• Be and act as the preferred contact person for all commercial demands from the customer, including used vehicles, rental, services, and demos
• Coordinate with other departments to collect requested information and communicate with the customer

General knowledge and skills:

• Business Perspective: Use understanding of business issues to enhance performance
• Customer understanding: Understand customers, their offerings, industry, business needs, and how Scania can contribute to profitability
• Influencing Skills: Persuade and influence others to obtain buy-in and support
• Negotiation: Explore positions and alternatives to reach mutual benefits
• Products and services: Maintain up-to-date understanding of Scania products and services
• Teaching for Differentiation: Deliver insights that help customers compete
• Value selling: Identify the right solution and articulate its value

Personal Competencies:

• Adaptability
• Communication
• Initiative
• Leading change
• Planning & Organizing
• Result oriented

Interfaces:

• Customers / Prospects – meet customers to understand needs and create tailored offers
• Pipelines – actively build and manage pipelines in systems
• Workshop – stay updated with customer operations
• Scania Finance – regular meetings to cooperate on best solutions
• Business support – presales, BI, marketing, sales admin, logistics
• Business intelligence – receive lead lists for contacting
• Other salespeople – coordinate with peers to offer best total solutions
• Bodybuilders and panel beaters – collaborate on offerings
• Stock take and stock availability – manage regional stock for demand
• Trades and RV returns – coordinate with Scania Finance for quotes and services
• Sales Back-office – ensure efficient order-to-delivery process
• Solution sales – collaborate with other sales areas for best outcomes
• Sales meetings – update deals and prospects

Applicable process, standards and guidelines:

• Structured Sales Process and strategies
• Market plan
• Doing things right – Ethics at Scania
• DOS
• IT and Sales tools

Experience:

• Higher education in sales or equivalent experience (advantage)
• Knowledge of Scania systems (e.g., Automaster, FMS, CSTT) (advantage)
• Relevant work experience in sales

Other requirements:

• Driver’s license
• Willingness to apply Scania values
• Travel: attend events, training, tradeshows, customer facilities

Integrity & Compliance
All applications will be treated with full confidentiality and will only be made available to the people involved in the recruitment process.

NB: Please be advised you need to have been employed in your current role for a minimum of 1 year to apply.