Senior Sales Executive – HVAC | Zeder Group Beirut, Lebanon

– Responsible for the sale of the Products to primary decision makers focusing within end users and service providers (e.g. contractors, consultants), whilst building and maintaining long-term customer relationships and using company defined sales processes & tools.
– May lead a small team of more junior sales individual contributors. Has own sales targets.

• Owns the company value proposition to customers by continuously optimizing the link between the customer’s operational and business objectives, needs and requirements and the companys’ solutions in order
to provide a total value solution and competitive advantage.
• Owns and directs long-term customer relationships/partnerships and fully responsible for customer satisfaction through executing the sales process.
• Seeks out, qualifies and closes large & more technically complex new sales opportunities, with a specific focus on new business growth.
• Demonstrates expertise knowledge of the competitor’s business strategies, products and services and leverages that favorably to differentiate it from them.
• Demonstrates leadership through setting technical trends and defining industry benchmarks. Introduces new approaches & best practices to differentiate it in the market.
• Creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis. Ensures that new proposals and bids are compliant with the company standards & expectations prior to customer presentation. Owns final negotiations on value and impact to the customer’s business in order to close the sale.
• Is responsible for optimizing terms & conditions that impact Accounts Receivable (A/R) and assures full compliance with the company’ financial standards.
• Steers business area (BA) and regional leadership in business related decisions that are resulting from changes in the industry and keeps them abreast on progress on customer/ technical status.
• Utilizes applicable sales tools effectively to plan and document progress as well as to increase business growth. Leverages
the sales process to close sales quickly.
• Leads cross-BA teams to pro-actively drive a large and more complex sales process.
• Builds & maintains network of experts & industry contacts, solicits support from and communicates effectively with the
broader the company organization to promote customer satisfaction whilst respecting the company strategies, processes and tools.
• Participates as an industry leader in professional organizations and appropriate trade shows.
• Acts as a mentor for Sales Executives & (Senior) Sales Representatives within area / region.
• Builds & maintains network of experts & industry contacts, solicits support from and communicates effectively with the broader company’s organization to promote customer satisfaction whilst respecting the company’s strategies, processes and tools. Refers leads to other business segments.
• Participates as an industry leader in professional organizations and appropriate trade shows.
• In addition to the above mentioned tasks, other activities and responsibilities may be individually defined.

Skills

– Bachelor’s degree in Mechanical Engineering graduated from a reputable university.
– Five to seven years of active experience in a front line sales position in the local Lebanese market

• Excellent initiative, and interpersonal communications skills both in writing and verbally.
• Actively listens, probes and identifies concerns. Understands the customer’s business and speak their language
• Ability to demonstrate excellent technical or market expertise to develop credibility, loyalty, trust and commitment.
• Demonstrated ability to influence key stake holders in the customer’s buying decision process.
. Knowledge of design in HVAC sector

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