Commercial on Ground Sales Representative

Job Responsibilities:

Commercial Sales Representative:

Develop and grow B2B accounts by identifying, qualifying, and converting new customers (contractors, developers, distributors, consultants, facility owners, etc.).

Manage the full sales cycle: lead generation meetings/site visits needs assessment proposal/quotation negotiation closing handover.

Build and maintain a strong pipeline through outbound calls, email outreach, networking, and field visits; consistently meet monthly/quarterly revenue targets.

Prepare and present commercial offers (quotations, tenders, and contracts) aligned with company pricing, margins, delivery terms, and payment conditions.

Conduct product/service presentations and explain technical and commercial value clearly to decision makers.

Negotiate terms and close deals while protecting company profitability (pricing discipline, credit terms, payment schedules).

Follow up on quotations and tenders aggressively, tracking customer feedback, competitor positioning, and closing timelines.

Coordinate internally with production, logistics, engineering/technical support, finance, and customer service to ensure accurate offers, realistic delivery dates, and smooth execution.

Track and report sales performance using CRM: meetings, pipeline stage, forecast, won/lost reasons, and next actions.

Handle customer objections and complaints professionally, ensuring quick resolution and maintaining long-term relationships.

Monitor market and competitors: pricing, product changes, new entrants, and customer preferences; share insights with management.

Support collections by coordinating with finance and customers to ensure timely payments and reduce overdue balances.

Maintain customer documentation (contracts, purchase orders, project approvals, account details) and ensure compliance with company policies.

Attend exhibitions and industry events to generate leads, strengthen relationships, and represent the company professionally.

Upsell and cross-sell relevant products/services to existing clients to increase account value and retention.

Job Qualifications:

Education

• Bachelors degree in business, Marketing, Engineering, or a related field (preferred)
• Experience
  
  • 2–5+ years of B2B commercial sales experience (industry-related experience preferred).
    
  • Proven track record of meeting or exceeding sales targets.
    
  • Experience handling quotations, tenders, contracts, and price negotiations.
    
  Competencies Required:
  
  • Strong communication, persuasion, and presentation skills (able to explain value clearly to decision makers).
    
  • Solid negotiation skills with a focus on protecting margins and closing deals.
    
  • Ability to build and maintain long-term customer relationships.
    
  • Strong commercial awareness: pricing, competitors, margins, and payment terms.
    
  • Comfortable with prospecting and pipeline building (calls, visits, networking).
    
  • Good organizational skills and time management; able to manage multiple accounts/projects at once.
    
  • Proficient in CRM systems and Microsoft Office (Excel, Word, PowerPoint).
    
  • Basic understanding of technical products/services and ability to learn specifications quickly.
    
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