Job Purpose  :

He is in charge of managing sales or equipment rental, promoting and marketing our products in the dedicated sectors (Mines, C&F, Energy & Industry). Maintaining customer relations and developing the customer portfolio by respecting the commercial policy of the group and the RA.

Business Development :

• Ensure the commercial reception of customers
• Analyze customer needs
• Advise and support the client in choosing the right solution
• Plan his visits and customer prospecting according to his customer portfolio, market opportunities and indications from the sales manager
• Receive and process customer complaints
• Follow up and follow up with customers according to current business (invoicing, collection, delivery)
• Being a force for proposing targeted actions and commercial action plans
• Promote the sale of parts and services associated with the equipment offered.

Administrative (quotation, calls for tenders, follow-up):

• Submit to tenders
• Transmit and monitor offers to customers (negotiation-price-deadlines-payment conditions) with the agreement of the sales manager)
• Establish commercial offers and / or pro-forma (Define the need, check the availability of materials and equipment and make the quotation)
• Manage the order procedure in line with logistics
• Carry out market studies
• Feed the CRM for the follow-up and management of the commercial activity

Competitive intelligence and project intelligence:

• Monitor competitor activity
• Ensure commercial monitoring of the market (presence of machines in the port customs area, presence of competition on business, new establishment of a competitor in the territory, price level, level of service, lobbying)
• Ensure a watch on any project likely to lead to the sale or rental of equipment depending on the business and the BU by the RA or JAD, and inform the two entities without delay

Reporting:

• Prepare and ensure daily reporting to the manager (commercial meetings)
• Ensure bi-monthly reporting on current and future business, current and planned projects, as well as competitor activity
• Acting in the absence of another salesperson
• Assist in the development of the Communication Plan
• Interact with all the actors of the BU within the RA as well as with its interlocutors of the JA DELMAS network.
• Upload information using the appropriate tools (CRM, IRIUM, Excel file, etc.).

Business and country specificities:

In small agencies, the salesperson will report hierarchically to the BU Director/Sales Manager

Depending on the trades and BU's, the sale and rental will concern equipment such as: generators, forklifts, compressors, CAT machines, tires, motors, vibrating needles and concrete vibration, handling equipment , mining and public works

Lease :

• Ensure effective prospecting in accordance with the rental fleet and machine availability.
• Monitor rental contracts and ensure compliance with bipartite commitments.
• Promote all the products and/or services represented within a multidisciplinary rental activity (public works, energy, industry, mines)
• Communicate and support the fleet coordinator in respecting rental procedures.

Energy and industry:

• Carry out market research on material handling solutions, focusing on heavy-duty trucks
• Respond to complex offers with a solution-oriented approach
• Provide expertise in the field of trucks and compressors within the energy and industry team

Construction and forest:

• Develop new and used machine sales
• Size the appropriate machines related to the customer's application
• Advise the customer on the choice of these machines and tools
• Propose technical and financial support solutions.

Required profile for job ad: Senior Commercial M/F

Qualifications and/or experience  :

• Bac +3 minimum in commerce, marketing, sales: commercial and/or technical-commercial training.
• Technical profile: License or Engineer in Electronics/Electricity/Mechanical/TP is also possible for the position.
• 3 years experience in the commercial profession
• Experience of at least 2 years in the sale of forklifts (particularly with companies operating in the port area) / rental of machinery and/or generators / sale of equipment in the business sector of the BU (Mines, C&F, Energy & Industry).