Client Description:
Eurotoll is standing by transport operators and transport professionals all over Europe, providing them assistance to manage and control their toll payments and profitability.
Eurotoll issues and manages subscription contracts for the electronic toll systems for heavy goods vehicles in place in most European infrastructures and toll road networks. Acting as an agent in tolling services, with its fully transparent operation, Eurotoll provides access for you to the particular commercial conditions of motorway operating or infrastructure management companies.
In addition, Eurotoll offers a wide range of services for the assessment and control of costs relating to tolling, as well as a consultancy service for fleet managers to facilitate the optimization of their work: all of which are key factors in increasing the competitiveness and profitability of your business.
Responsibilities:
As a Regional Sales Representative focused on transport companies, you will be responsible – within the defined geographical scope – for maintaining and developing the toll business.
· You will attract new customers (main activity) by conducting heavy prospection activities (hunting) by phone, networking, or referrals with a focus on:
o Company offers over Europe, understanding the networks used by our customers and how to propose the most appropriate solution.
o Qualify as much as possible your data base of customers on extended bases. Not only pure toll but much more your customer real activity (prepare cross selling);
o Building a healthy and sustainable sales pipeline.
o KPI: achieve the “new revenue” target (recurring revenues, services) in a sustainable manner
o Prepare your regional
o Sales plan: action plan of development and key projects to launch
o Capacity model: time spent for each action and follow up
· You will manage (develop/maintain/increase loyalty) the revenues of toll business for your assigned customer portfolio (Account Management – Farming), with a focus on:
o Upselling on existing customers of additional services to secure business.
o (Re-)negotiating (multi-year) deals with Key Accounts and mid-mass customers; standardized presentation to build in preparation of customers visits
o Main KPI: achieve the required revenue target in sustainable manner
· You will manage your agenda by planning your customer appointments yourself, even if you will sometimes be supported by getting appointments through the customer service team
· You will mainly have to find leads by yourself, even if you will receive leads through the customer service team or via our marketing activities
· You will report your activities on a continuous and consistent basis in our CRM or on the format asked by your manager
· You will respect the number of visits asked by management to cope with company selling objective
Candidate Profile:
Interactions
· You will work in a matrix organization in which your direct line of manager is the Sales Manager of the company, and your supervisor is the Senior Regional Manager.
o Standard EU reporting, pipeline, centralized pricing with local discount rules
o Standard EU marketing messages adapted locally
o Interaction with colleagues during international sales meeting, regular webinar
o Represent company position and strategy on your area
· You will frequently interact with:
o The other Sales Managers
o The Technical expert on dedicated projects
o The Customer Support Team
o The marketing team to provide feedback on competition and market trends
