2. Establishing Trust and Credibility:
- Build rapport with prospects and establish trust through clear communication,
understanding client needs, and demonstrating expertise.
3. Understanding Client Needs:
- Conduct thorough needs analysis meetings to deeply understand customer
requirements, challenges, and goals, ensuring solutions align with their expectations.
4. Presentation of Solutions:
- Deliver compelling product presentations tailored to the client’s specific requirements,
clearly outlining how Westeck products solve their problems and add value.
5. Handling Objections:
- Address and overcome objections or concerns raised by the client using a consultative
approach, ensuring the client feels heard and confident in the proposed solutions.
6. Closing the Sale:
- Execute closing techniques that move the sale forward efficiently, ensuring that terms
are agreed upon and contracts are finalized.
Roles and Responsibilities
Customer Relationship Management:
- Represent Westeck’s brand, products, and services by understanding how solutions meet
client needs.
- Cultivate and maintain long-term relationships with customers across your assigned sales
territory.
- Conduct regular client meetings to address needs, provide updates, and ensure
satisfaction.
- Proactively identify and mitigate potential issues with high-risk customers to reduce
financial liabilities.
Business Development:
- Generate new business by establishing relationships in the market, enhancing portfolio
growth, and contributing to overall business expansion.
Sales and Account Management:
- Participate in creating sales forecasts and meeting weekly, monthly, and annual sales
quotas through strategic sales and marketing efforts.
- Negotiate terms, pricing, and contracts to close deals, taking into account project scale
and customization.
- Maintain a pipeline of qualified leads and follow up to convert prospects into orders.
- Ensure detailed attention to multiple customer portfolios and implement strategies to
exceed revenue goals.
- Monitor portfolio performance and provide reports to sales management.
Project Management:
- Oversee quoting processes and consult on engineering and shop drawings to ensure
alignment with project requirements.
- Manage the project lifecycle, from initial quoting to the delivery and installation of
products.
- Conduct site visits to ensure product satisfaction, coordinate warranty claims, and
resolve issues promptly.
Product and Service Expertise:
- Maintain a comprehensive understanding of Westeck’s product offerings, pricing
structures, and industry trends.
- Educate clients on product options and provide detailed sales presentations to
communicate the value of Westeck’s solutions.
- Ensure compliance with local building codes and energy efficiency standards.
- Promote sustainable and energy-efficient products in line with customer demand.
Collaboration and Reporting:
- Collaborate with team members to ensure accurate order processing and post-sales
support.
- Participate in marketing events and trade shows to promote Westeck’s products and
services.
Administrative and Operational Duties:
- Ensure up-to-date customer data within Westeck’s ERP/CRM systems.
- Develop and implement a territory action plan based on data analysis and identify areas
for improvement.
- Ensure compliance with safety standards throughout the sales process.
Required Qualifications:
Experience:
- Proven experience in account management or outside sales, with a focus on managing
customer relationships and achieving sales targets are preferred.
- Experience in project management, with an understanding of architectural design and
engineering drawings preferred.
Skills and Knowledge:
- Strong communication, negotiation, and persuasive skills.
- Ability to manage multiple tasks and complex scenarios with attention to detail.
- Proficiency with current communication systems, Microsoft Office, Google Docs or similar
and ERP/CRM systems.
Education:
- Preferred education in marketing, communications, sales, or business. Equivalent
combinations of education and experience will be considered.
Other Requirements:
- Class 5 driver’s license with a clear driver’s abstract.
- Ability to travel for customer visits and industry events.
Work Environment:
- The role involves a mix of office work and travel, with flexibility to work evenings and
weekends as necessary.
- PCs are required to maintain showroom visibility and typically split their time between
working in the office and traveling to customer locations.
Key Competencies:
- Customer Acquisition: Building relationships, understanding customer business, and
identifying opportunities.
- Sales Execution: Consultative selling, managing opportunities, negotiating, and closing
deals.
- Client Relations: Supporting customer retention and development.
- Administration: Effective time management, communication, and continuous learning.
