Field Sales Specialist - End User at Stanley Black & Decker, Inc.

KEY RESULT AREAS

• To create a demand for Professional power tools and related accessories by providing effective job-site solutions to customers (end-users).
• To manage key accounts (end-users) and ensure enquiries generated are converted into orders by working with sales teams and distribution.
• To conduct market research on new products and communicate the ‘voice of the customer’ back to Marketing/ product management teams.
• To build a strategy to cover, penetrate, acquire and protect the business for Industrial product group in the target market.
• To increase brand share with the customer (end-user).

CRITICAL INCIDENTS

• Key account (end-user) planning – regular visits, build relationship and confidence with the end-user.
• Identify needs of the end-user, propose and expedite the solution
• Continuously update product knowledge and build competence in proposing effective solutions via demonstrations for end-user applications highlighting features benefits and advantages.
• Ensure the marketing objectives are met by focusing on categories that increase brand share.
• Product and safety training to end-user to support customers in driving higher productivity by correct usage of tools & accessories.
• New product launches to the end-user.
• Retention of Accounts (End-users)
• Liaise with sales teams and dealers to ensure quotations and orders are expedited efficiently.

ACCOUNTABILITY

• Achieve annual sell-out targets based on focus categories for the target market.
• Achieve New product sell-out targets
• Achieve new customer acquisition targets.
• Communicate & Implement marketing campaigns to the end-user.
• Key account (end-user) reports in the prescribed formats for review with managers.
• Support Marketing events such as dealer/ end-user meets and road shows.
• Maintain all products supplied for demonstration in good working condition at all times. A list of demonstration tools to be kept and updated periodically.
• Maintain the demonstration truck in good working condition and clean at all times to ensure that the brand is always held in high esteem.