Field Sales representative Norway & Sweden

Job description

WELCOMING YOU TO THE TEAM

As part of our commitment to accelerating growth across the Nordic region, we are looking for a driven Field Sales Representative to further develop our presence in Norway and Sweden. Leveraging both existing and new relationships, this role will focus on driving profitable growth through a mix of direct customer engagement and project pull-through via wholesale and distributor channels.
The Field Sales Representative will play a key role in promoting Nexans accessories products and services, quickly building trust with key decision-makers in targeted companies. By identifying opportunities early and ensuring effective internal communication, the successful candidate will help translate plans into concrete results.

GETTING A FLYING START

The Sales Representative will be responsible for developing business opportunities across a defined portfolio of Distributors, Wholesalers, Utilities/DNOs, and ICPs/Contractors, with the goal of converting these into sustainable sales.
Acting as a key link between strategic market direction and local execution, the Sales Representative will ensure strong alignment and two-way communication between regional goals and on-the-ground realities. As a hands-on sales professional, you will proactively identify obstacles to order conversion and implement effective countermeasures to drive results swiftly and efficiently.

HOW YOU MAKE AN IMPACT

Sales & Account Management

• Realise the budgeted sales target against a defined list of customers and products.
• Work with the sales, customer service, technical BDM and marketing teams to evaluate and translate customer needs into value added services to leverage higher margin sales.
• Use a minimum of 3 days per week to focus in the field on the execution of the sales strategy, against a defined list of focus accounts to deliver the sales and commercial margin budget within your geographical sector.
• Share knowledge and understanding of the customer needs and expectations with the customer service teams ensuring alignment to sales strategy. Follow up on significant enquires and subsequent quotations to ensure swift conversion quote to order.
• Proactively manage accounts ensuring that the key decision makers are targeted, contacted, visited and updated with the sole purpose of securing long term business, in a logical, organised and self developed schedule.
• Negotiate pricing and service agreements with customers in line with Nexans policies together with the Sales Manager.
• Build a healthy business pipeline with forward forecasting.
• Ensure the preparation of timely, accurate and high-quality information sent to the customer is in accordance with the appropriate sign off procedures and risk management.
• Ensure optimised customer experience along the order chain (from initial sales contact and order placement, through to delivery and after sales management)
• Reports monthly to the Sales Manager keeping abreast of opportunities, threats and competitor intelligence.
• Handle customer concerns or dissatisfaction in a professional manner to minimise short and long term risk as well as supporting corrective actions.

Project Pull through

• Build a network of purchasing, engineering and management contacts within the targeted customers  in order to identify potential project opportunities.
• Build a project log to track project opportunities and drive commercial actions to generate sales either by ‘pull through’ or directly.
• Work with focus accounts within the sector to invite customers into the business to deliver Nexans awareness sessions. Register attendees and follow up to ensure brand awareness and sales delivery.

Budget & Forecasting

• Review your performance vs budget daily and advise changes to buying patterns which will impact the monthly forecast.
• Provide an accurate monthly forecast to your manager to ensure production and stocks can be booked against.
• Address forecast gaps daily and work with the Sales Manager to execute action plans to meet budget.
• Rationalise outcome with explanations

Reporting & Sales Meetings

• Report overall performance and activity vs target monthly and demonstrate results of activity in KPI format. Demonstrate the balance of your activity between key account focus and project pull through with clear and concise reporting at the monthly sales meetings.
• Pro-actively manage your weekly movements aligning your activity to the targeted customers and sales budget.
• Present in business case format opportunities for new products or service changes.
• Work closely with the customer service teams to ensure orders and quotations are managed smoothly and professionally.
• Report market intelligence and subsequent viable action proposals into the Sales Manager.
• Asses the future needs of the customer and propose the required resource in business case format.
• Propose new techniques to access the market and build loyalty and grow volumes.

YOUR STARTING POINTS WHEN YOU JOIN

• Experience of the electrical wholesale, distributor, Utility & contractor markets.
• Direct relevant industry experience.
• Ability to travel with geographical flexibility
• Demonstrable business acumen with a proven record of delivering profitable sales growth.
• Strong new business development experience
• Demonstrable autonomy of experience within a large multinational organization
• Strong customer presentation skills.
• Pricing and understanding margin
• Sales behavior skills
• Takes ownership
• Reporting and forecasting
• Sales strategy
• Team player
• Customer Relationship Ownership
• Business Development Acumen
• Negotiation and contracting skills
• Medium Voltage Accessory Technical Knowledge
• Location : Sweden, Finland, home office and within Nexans local offices.