Role Summary

Objective:

Maintain and develop relationships toward structured proactive partnerships to improve Scania EBIT, customer satisfaction, and profitability through sales and delivery of managed range. Achieved by setting an overall strategy and plan for sales and deliveries for area-specific customers, exploring business opportunities, and monitoring results.

Responsibilities:

• Develop and maintain customer plans by setting, executing, and challenging targets.
• Plan annually for each customer and prospect, updating regularly.
• Develop and execute governance structure for each customer in agreement with them.
• Grow understanding of customer needs, business environment, operations, and development direction to advise customers.
• Forecast and achieve sales volumes and profitability of your portfolio.
• Negotiate and decide terms and conditions within given authority.
• Lead cross-functional teams on Distributor and Dealer level connected to managed portfolio.
• Ensure maintenance and up-to-date information in Customer Relationship Management System.
• Work with strategic Bodybuilders, building partnerships critical for tenders.
• Identify potential customers and create sales opportunities within assigned key account segment.
• Develop and increase the customer base by analyzing contacts or prospects, understanding their needs, planning and conducting meetings, building relationships, and arguing for Scania’s value proposition.
• Create offers by verifying prospects’ needs, translating them into tailored solutions, negotiating deals, and following up.
• Close deals and ensure long-term customer satisfaction.

General Competencies:

• High understanding of business issues, processes, and outcomes to enhance business performance.
• High understanding of customers, their commercial offerings, industry, business, motivational drivers, and needs.
• Ability to understand how Scania can contribute to optimizing customers’ profitability.
• Maintain up-to-date understanding of Scania’s electrification journey, related products, and services developments, and overall industry impact regarding electrified solutions. Focus on electrification in own area of responsibility and apply applicable value propositions.
• Persuade, convince, and influence others to obtain their buy-in and support for specific actions or directions. Understand others’ points of view. Create, maintain, and leverage a network of supportive relationships.
• Understand and apply knowledge about the market within the area of responsibility. Keep up to date with new developments and understand business risks and opportunities.
• Explore positions and alternatives to reach the best possible outcome by seeking mutual benefits and maintaining relationships in business discussions.

Personal Competencies:

• Analyze and synthesize information to understand issues, identify options, and support sound decision-making.
• Generate viable, new approaches and solutions.
• Deal with situations and issues proactively and persistently, seizing opportunities that arise.
• Reach goals central to organizational success by making and following plans and allocating resources effectively.
• Identify problems and solutions, considering applicable precedents.

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