Responsable Technico-Commercial

3 weeks ago

Commercial Point, Ohio, United States Suez France Full time

QUI SOMMES-NOUS


SUEZ Eau France propose des solutions de gestion du grand cycle de l'eau : protection de la ressource et des milieux naturels, production d'eau potable, dépollution des eaux usées, gestion performante du patrimoine réseau ainsi que des solutions smart pour optimiser les usages et préserver durablement la ressource en eau. Les équipes de cette activité contribuent aux métiers et services de proximité, de l'exploitation d'usines et de réseaux, d'ingénierie sociale et environnementale jusqu'à la gestion de la relation clientèle.

VOTRE MISSION

MISSION PRINCIPALE
Mettre en œuvre le plan d'actions commercial (PAC) de SUEZ SERVICES GRANDS COMPTES IDF sur son portefeuille et/ou son périmètre d'activités afin de garantir la réalisation de son chiffre d'affaires selon les objectifs annuels qui lui sont assignés. Secteur Clients Grands Comptes sur le périmètre Géographique du Grand Paris.

DÉVELOPPEMENT COMMERCIAL

• Anime et développe son portefeuille clients


• Prospecte de nouveaux interlocuteurs clients pour densifier son portefeuille, et à ce titre :

• Assure une veille concurrentielle afin d'identifier les forces et les faiblesses de l'entreprise au regard du marché local.

• Définit dans le cadre du PAC les potentiels renouvellements, les marchés à venir et les conquêtes commerciales.

Participe à l'élaboration de la stratégie à mettre en œuvre pour rendre l'approche commerciale efficace :


• S'intègre dans le maillage commercial Grands Comptes IDF.


• Prise de contact, RDV de prospection, suivi des prospects, etc.

• Identifie les circuits de décision au sein des clients ciblées.

• Présente, élabore et adapte les offres commerciales par rapport aux besoins exprimés par les prospects tout en s'assurant du bon niveau de rentabilité.

• Négocie, en accord avec son supérieur hiérarchique, les prix et modalités d'exécution du contrat. Assure la préparation des auditions clients.

• Fidélise et développe son portefeuille de clients actuels de manière durable, et rentable et pour ce faire :

• Veille au respect des clauses du contrat et s'assure du bon niveau de confiance des clients de son périmètre en lien avec le responsable d'affaire.

• Détecte les besoins clients complémentaires pour favoriser le foisonnement des contrats.

• Répond à toute demande commerciale (présentation des offres, devis, etc.) émanant des clients de son portefeuille.

• Assure les visites terrain nécessaires pour maintenir le contact commercial avec les clients et développer leur confiance afin de favoriser le développement de son
chiffre d'affaires, et à ce titre peut s'appuyer sur :

• son responsable dans le cadre de négociations d'affaires complexes ou à forts enjeux.

• un chef de projet qui l'accompagnera si cela est nécessaire pour monter les offres technico-économique les plus complexes.


• les services techniques du groupe pour viser les solutions techniques proposées.

• Les recommandations des fonctions liées au développement commercial dans l'élaboration et le dimensionnement des devis/offres commerciales



• Un responsable d'affaire, un superviseur travaux électromécanicien pour les chantiers structurants. Certaines affaires pourront être pilotées directement par vous-même.


•

Participe aux retours d'expérience des opérations et veille à la communication interne et externe de nos opérations.

VOTRE PROFIL



FORMATION
Formation à dominante technique de type maintenance industrielle, ou électromécanique.

EXPÉRIENCES

Minimum 5 ans d'expérience dans nos métiers
Vente de services et de travaux aux acteurs publics et privés des acteurs franciliens du traitement d'eau.

Gestion et développement d'un portefeuille clients.

Expérience terrain de gestion d'affaire, de chantier et ou de mise en route est un plus.


• Maîtrise du secteur géographique, des acteurs franciliens, des entreprises, fournisseurs et partenaires métiers.


• Connaissance du secteur des métiers de l'eau, sensibilité électromécanique et process.

• Maîtrise des offres commerciales notamment dans le cadre de marché public (vente de travaux, de services en lien avec l'activité du traitement d'eau).

• Capacité à développer les relations avec nos clients actuels et prospects

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