Sales Representative

Job Description

JOB TITLE: Sales Representative

REPORTS TO: Key Account Director

JOB PURPOSE: Assure the business development within the assigned area

Sales to Customers

Develop the territory business by increasing customer base as well as by building and strengthening relationships with customers, especially with loyal long-term customers in order to increase Pirelli share of wallet

Carry out negotiations and sales activities, agreeing with customers on volumes, conditions of sale (terms of delivery, terms of payment - according with the sales campaign) in order to achieve the targets of volumes, product mix, and revenues

Strengthen the commercial performances and relationships through a 360 ree; consultation approach on sell-out activities and margin built up (e.g. focus on customer with high Pirelli MS%)

Proactive cross-functional relation management with other sales rep and other functions (pricing, demand planning, R&D, etc.)

Deploy and monitor marketing activities done with the customer (sell-out)

Provide customers with precise information about products, services, conditions of sale and other related issues

Planning & Reporting

Monitor and report the activities and strategies of the competitors in the assigned sales territory

Provide reliable short/mid-term forecasting in order to maximize the service level reducing logistic costs

Customer Interaction

Understand customer needs and maintain the relationships mainly with POS Manager/owner within the assigned territory (also for contract negotiation)

Key Indicators

Net Turnover, Unitary Net Turnover (UNT)

Mix variance (>=18")

Premium Market Share on Total Days Sales Outstanding (DSO)

Forecasting accuracy

# of customer activation

# Effective POS visits

Customer base coverage

KNOWLEDGE/SKILLS AND EXPERIENCE:

Consultancy Approach

Focus on Delivery

Passion in Automotive

Sales Oriented

Customer Centricity

Resilience

Adaptability

Proactive in Changes

Active Listening

Network Development

Sales Execution

Offer positioning

Contract Negotiation (Internal and External)

Sales Plan Development

Value Creation (High Value vs Standard products)

Territory Management

3-5 years of sales experience

4 year degree in business related field

At Pirelli, we don’t just accept difference - we support, celebrate, and we thrive on it for the benefit of our employees, our products and our community. Pirelli is an equal opportunity employer. Employment at Pirelli is based solely on a person's merit and qualifications directly related to professional competence. Pirelli does not discriminate against any employee or applicant because of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), or any other basis protected by law.