Role and responsibilities
Reporting to the President, the Regional Sales Representative [ RSR] is responsible for managing client accounts, driving revenue, and growing business. The RSR key duties include prospecting and lead generation, conducting sales presentations and product demos, negotiating, and closing deals, and achieving sales targets.
The RSR will build and maintain strong customer relationships, ensuring satisfaction and identifying upselling or cross-selling opportunities.
The RSR’s needs to stay constantly informed on market trends, collaborate with all internal teams, and provide accurate sales reporting and forecasting. The RSR will also assist with client onboarding, problem-solving, and ensuring a seamless sales experience from prospecting to post-sale support.
In summary, the Regional Sales Representative – Mexico Market plays a critical role in driving sales, managing client relationships, and ensuring the growth of accounts. The candidate is often responsible for both bringing in new business and nurturing long-term client relationships, from prospecting to post-sale support
Main tasks
-
Prospecting and Lead Generation. Identify and qualify potential customers and projects through research, networking, cold calling, and inbound leads. Build and maintain a sales pipeline by constantly identifying new prospects/projects and following up on opportunities. Develop relationships with decision-makers and influencers within target accounts.
-
Sales Presentations. Present and demonstrate products and/or services to prospective and existing clients, showcasing how they meet the client's needs. Customize presentations based on the customer's specific challenges, interests, and business goals. Prepare proposals and quotations that align with the client’s needs, time, and budget.
-
Relationship Management. Build strong, lasting relationships with key client contacts to ensure long-term business. Understand customer needs and pain points and work to provide tailored solutions through DBM services and offerings. Maintain communication with client’s post-sale to ensure satisfaction and look for upselling or cross-selling opportunities.
-
Negotiation and Closing Deals. Negotiate pricing, contract terms, and deliverables with customers to ensure mutually beneficial agreements. Close sales by getting contracts signed and ensuring that all paperwork and internal processes are completed. Overcome objections from customers, addressing concerns and finding solutions to close the deal.
-
Sales Target Achievement. Meet or exceed sales quotas or targets set by the company. Track and report on sales metrics, ensuring that targets are being met and identifying areas for improvement. Continuously work towards increasing revenue through new sales and expansion of existing accounts.
-
Market and Industry Knowledge. Stay informed about industry trends, competitor products, and changes in the market to stay competitive. Understand the product/service thoroughly, including features, benefits, and how it solves client problems. Position the product and service effectively, tailoring the value proposition to the client’s needs.
-
Client Onboarding and Follow-Up. Ensure smooth onboarding of new clients, working with implementation or customer success teams to guarantee seamless product and service adoption. Follow up with client’s post-sale to ensure they’re satisfied, help with troubleshooting, and gather feedback for improvement.
-
Collaboration with Internal Teams. Work closely with marketing, product, and customer support teams to ensure clients’ needs are met and that feedback is passed on for product development or improvements. Collaborate with sales management to align on strategy, forecast sales, and share best practices or success stories.
-
Reporting and Forecasting. Maintain accurate records of sales activities, client interactions, and progress in the sales pipeline using the established tools. Provide regular sales reports to sales management or leadership teams, outlining key wins, opportunities, and challenges. Forecast revenue based on current pipeline, lead activity, and expected closes.
-
Problem Solving and Customer Support. Identify and resolve any issues that may arise during the sales process or post-sale, ensuring a positive customer experience. Help clients navigate challenges and offer solutions, working to ensure customer satisfaction and retention.
-
Upselling and Cross-Selling. Identify opportunities to upsell existing clients by offering additional products or services that could add value. Work with clients to expand their use of the company's offerings, suggesting complementary solutions based on their needs.
Required profile and skills
-
Excellent communication and interpersonal skills to effectively engage with clients, understand their needs, and build long-term relationships.
-
Strategic thinking and problem-solving abilities to identify client challenges, propose innovative solutions, and drive business growth.
-
Strong negotiation and influencing skills to navigate complex client relationships and achieve mutually beneficial outcomes.
-
Proactive and self-motivated with a passion for delivering exceptional customer service.
-
Ability to work independently, as well as collaboratively in a team environment.
-
Strong B2B sales and negotiations abilities ideally in the automotive lighting industry.
-
Technical knowledge of plastic injection and tooling
-
Understanding of automotive standards (IATF 16949; ISO 9001)
Knowledge, education and experience
