SALES EXECUTIVE

KEY PURPOSE OF THE JOB Carrying out measures to promote sales both within the showroom and outside Sales area. Using, establishing and fostering contacts with departments/units which support Sales. Welcoming, advising, calling on and supporting customers. Holding sales talks and providing customers with information and advice on Mercedes-Benz vehicles and used vehicles, equipment, accessories, conditions and other issues. Concluding sales contracts and making any required amendments. Managing orders on hand and supervising order processing. Carrying out follow-up contacts to customer and prospects; processing and managing a customer file. ACCOUNTABILITIES • Calling on, welcoming and providing support personally, by telephone and in writing to interested parties and customers • Informing and advising visitors on Mercedes-Benz vehicles, equipment, prices, conditions, technical data and other issues • Explaining differences between Mercedes-Benz vehicles and competitors' vehicles; highlighting usefulness/advantages • Immediately passing on customers' wishes to sales management • Evaluating used cars and arranging for technical appraisals to be carried out • Introducing customers to other customer support units and continuously maintaining contact with these units • Preparing and carrying out follow-up contacts and compiling contact reports • Organising and carrying out test-drives and evaluate results • Compiling and sending out offers • Well-targeted and continuous planning of acquisition of new customers • Establishing contact personally, in writing and by telephone • Establishing a file of new customers and providing support to new customers • Positioning information material (brochures, catalogues, etc.) and ensuring availability • Involvement in design of exhibition space and product placement • Involvement in sales events • Guaranteeing professional level of product presentation (price marking, accessibility, cleanliness, etc.) • Carrying out market and target group analyses and compiling statistics • Fostering contacts to key individuals, associations and groups in the region • Carrying out customer and demand/need-oriented sales talks • Offering and selling accessories • Explaining financing and leasing opportunities and insurances and concluding/arranging relevant contracts • Concluding sales, negotiating terms (trade-ins, type and method of payment, method of vehicle transfer, etc.), if necessary obtaining agreements and drawing up the sales contract • Offering and selling service packages • Negotiating conditions, taking own scope of responsibility and the company's interests into consideration • Clarifying, agreeing and organising handling of used vehicles • Prepare offers and follow-up with customers and prospects • Recording the customer's order, preparing cost calculation and passing them on to the respective department • Checking confirmation of order and, if necessary, passing it on to the customer • Recording, dealing with and passing on customer's desired amendments (changes to vehicle type and fittings) • Agreeing on processing and registration procedures with customer • Supervising conclusion of financing, leasing contracts, insurances and service contracts • Reaching agreements with internal partners (Ordering, Sales Management) and external contacts (financing and leasing partners, etc.) • Supervising all processes up to delivery • Agreeing with customers when the vehicle is to be put at their disposal (date, delivery, registration, etc.) • Handing over vehicle and introducing customer to the vehicle • Planning and carrying out regular contact with customers • Regularly recording customer satisfaction and initiating relevant measures • Taking individual period of ownership of customer's vehicle into consideration with respect to timely follow-up orders SKILLS & EXPERIENCE REQUIRED FOR THE JOB Has completed sales training, ideally in the automobile industry, and has some work experience. Excellent listening and communication skills. Able to provide a first class customer service. COMPETENCIES REQUIRED FOR THE JOB Communication & Contact Behaviour ? Appearance / general manner / charisma ? Sociability and ability to establish relationships ? Eloquence / gestures, facial expressions, body language ? Structuring and leading discussions/talks ? Acceptance/active listening ? Ability to argue effectively / enthuse others Job Motivation, Willingness to Learn & Get Involved ? Importance of job ? Concrete career goals ? Attitude to service industry ? Attitude to company ? Willingness to pass on information / to learn ? Commitment / willingness to work / initiative Mental Agility (flexibility) ? Creativity (inventiveness) ? Problem-solving ability (adapting to new situations) ? Intellectual capacity ? Learning ability Independent & Systematic Action ? Target orientation / pursuing own goals / determination ? Organisational ability / ability to organise own work / working systematically ? Independence / self-responsibility ? Own opinions ? Decision-making ability Co-operation and Ability to Work in a Team ? Efforts to find common ground / to involve others ? Ability to handle conflict / to accept criticism ? Actively seeking to reconcile interests / seeking a consensus ? Tolerance and acceptance (attitude) ? Attitude to teamwork Consistency ? Authentic behaviour ? Credibility/trustworthiness ? Convincing personality ? Empathy ? Reliability ? Ability to handle pressure (physical and mental) ? Personal integrity Methodological Abilities ? Ability to carry out analysis of needs and requirements ? Ability to advise others ? Ability to conclude a contract / negotiate ? Preparing and following up customer contacts ? Knowledge of / accessibility to /applying sales tool(s) ? Efficient procedures, knowledge of processes, systemic skills