Sales Representative

4 months ago

Rome, United States PIRELLI TIRES Full time
Job DescriptionJob Description

JOB TITLE: Sales Representative

REPORTS TO: Key Account Director

JOB PURPOSE: Assure the business development within the assigned area

Sales to Customers

  • Develop the territory business by increasing customer base as well as by building and strengthening relationships with customers, especially with loyal long-term customers in order to increase Pirelli share of wallet
  • Carry out negotiations and sales activities, agreeing with customers on volumes, conditions of sale (terms of delivery, terms of payment - according with the sales campaign) in order to achieve the targets of volumes, product mix, and revenues
  • Strengthen the commercial performances and relationships through a 360&degree; consultation approach on sell-out activities and margin built up (e.g. focus on customer with high Pirelli MS%)
  • Proactive cross-functional relation management with other sales rep and other functions (pricing, demand planning, R&D, etc.)
  • Deploy and monitor marketing activities done with the customer (sell-out)
  • Provide customers with precise information about products, services, conditions of sale and other related issues

Planning & Reporting

  • Monitor and report the activities and strategies of the competitors in the assigned sales territory
  • Provide reliable short/mid-term forecasting in order to maximize the service level reducing logistic costs

Customer Interaction

  • Understand customer needs and maintain the relationships mainly with POS Manager/owner within the assigned territory (also for contract negotiation)

Key Indicators

  • Net Turnover, Unitary Net Turnover (UNT)
  • Mix variance (>=18")
  • Premium Market Share on Total (%)
  • Days Sales Outstanding (DSO)
  • Forecasting accuracy
  • # of customer activation
  • # Effective POS visits
  • Customer base coverage

KNOWLEDGE/SKILLS AND EXPERIENCE:

  • Consultancy Approach
  • Focus on Delivery
  • Passion in Automotive
  • Sales Oriented
  • Customer Centricity
  • Resilience
  • Adaptability
  • Proactive in Changes
  • Active Listening
  • Network Development
  • Sales Execution
  • Offer positioning
  • Contract Negotiation (Internal and External)
  • Sales Plan Development
  • Value Creation (High Value vs Standard products)
  • Territory Management
  • 3-5 years of sales experience
  • 4 year degree in business related field

At Pirelli, we don’t just accept difference - we support, celebrate, and we thrive on it for the benefit of our employees, our products and our community. Pirelli is an equal opportunity employer. Employment at Pirelli is based solely on a person's merit and qualifications directly related to professional competence. Pirelli does not discriminate against any employee or applicant because of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), or any other basis protected by law.

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