Job Description

The main responsibility of a Scania Contact Centre Executive is to proactively generate leads through outbound channels using solution sales approach and value-based selling. They promote and sell Scania products and services to both prospects and customers; contributing to the profitability of Scania.

They are skilled in collecting and using data – both primary and secondary research type. They are familiar with maintaining the integrity and confidentiality of data. They are fluent in using digital / remote communication systems or devices to interact. Using CRM systems and flows are native to them.

This role can create short-to-mid-term results and build long-term relationships with prospects and customers. The role is also a steppingstone into other Solution Sales-related or Services Sales-related roles within Scania.

Job Responsibilities

1. Prospecting - Contribute to identify potential customers and create sales opportunities where Scania can deliver value to the customer and be profitable.

• Contribute to identify new potential customers
• Contribute to identify total market potential
• Contribute to structure and develop customer base through local segmentation
• Keep up to date with customers and the local market
• Keep track of customer’s fleet requirement and purchase timing
• Keep up to date with Scania product and service portfolio
• Keep up to date with competitors’ product / service portfolios and activities
• Participate in campaigns and customer events, fairs, organizing demonstrations
• Proactively cooperate with internal stakeholders to achieve business objectives

2. Contacting - Develop and increase the customer base by analyzing contacts or prospects, understand their needs, plan and conduct meetings, build relationships and argue for Scania´s value proposition.

• Analyse customer list and set target for customers
• Plan and prepare customer contacts
• Contact customers through phone calls, mails and meetings
• Ask value driven questions to understand the customers’ business, operations and unfulfilled needs
• Identify the customer total needs and evaluate the probability to get a deal and the potential gain
• Record and update relevant customer information in Scania tools
• Follow up customer contact
• Increase the customer base by working actively with contacting prospects
• Build and maintain long term business relations with existing customers
• Act professional as a Scania ambassador and market the full range of Scania products and services

Desirable experience & qualifications

• Degree in business, automotive or engineering studies or equivalent experience
• Minimum 3 years’ experience in sales or telemarketing or similar
• Experience in project management
• High level English in writing and speaking. Malay and Mandarin in writing and speaking where applicable
• Intermediate computer skills and fluent in Microsoft Word, Excel, PowerPoint and CRM system

Education

• Bachelor's Degree or Equivalent Level 6