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Construir y mantener un embudo de ventas identificando constantemente nuevos prospectos/proyectos y siguiendo oportunidades. Desarrollar relaciones con tomadores de decisiones e influenciadores dentro de las cuentas objetivo.\n\n**Presentaciones comerciales.** Presentar y demostrar productos y/o servicios a clientes potenciales y existentes, mostrando cómo satisfacen sus necesidades. Personalizar las presentaciones según los retos específicos, intereses y objetivos empresariales del cliente. Preparar propuestas y cotizaciones alineadas con las necesidades, plazos y presupuesto del cliente.\n\n**Gestión de relaciones.** Establecer relaciones fuertes y duraderas con los contactos clave del cliente para asegurar un negocio a largo plazo. Comprender las necesidades y puntos críticos del cliente y trabajar para ofrecer soluciones personalizadas mediante los servicios y ofertas de DBM. Mantener la comunicación con el cliente después de la venta para garantizar su satisfacción y detectar oportunidades de venta adicional o cruzada.\n\n**Negociación y cierre de tratos.** Negociar precios, términos contractuales y entregables con los clientes para asegurar acuerdos mutuamente beneficiosos. Cerrar ventas obteniendo contratos firmados y asegurando que toda la documentación y procesos internos se completen. Superar objeciones del cliente, abordar sus preocupaciones y encontrar soluciones para cerrar el trato.\n\n**Alcanzar objetivos de ventas.** Cumplir o superar las cuotas u objetivos de ventas establecidos por la empresa. Seguimiento y reporte de métricas de ventas, asegurando que se cumplan los objetivos e identificando áreas de mejora. 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Realizar seguimiento posterior a la venta para asegurar su satisfacción, ayudar en la resolución de problemas y recopilar comentarios para mejorar.\n\n**Colaboración con equipos internos.** Trabajar estrechamente con los equipos de marketing, producto y soporte al cliente para asegurar que se satisfagan las necesidades de los clientes y que los comentarios se transmitan para el desarrollo o mejora de productos. Colaborar con la gerencia de ventas para alinear estrategias, prever ventas y compartir mejores prácticas o historias de éxito.\n\n**Informes y pronósticos.** Mantener registros precisos de actividades de ventas, interacciones con clientes y progreso en el embudo de ventas utilizando las herramientas establecidas. Proporcionar informes regulares de ventas a la gerencia o equipos directivos, detallando logros clave, oportunidades y desafíos. Prever ingresos basándose en el embudo actual, actividad de leads y cierres esperados.\n\n**Resolución de problemas y soporte al cliente.** Identificar y resolver cualquier problema que surja durante el proceso de venta o después de la venta, asegurando una experiencia positiva para el cliente. Ayudar a los clientes a superar dificultades y ofrecer soluciones, trabajando para garantizar la satisfacción y retención del cliente.\n\n**Venta adicional y venta cruzada.** Identificar oportunidades para vender más a clientes existentes ofreciendo productos o servicios adicionales que puedan añadir valor. Trabajar con los clientes para ampliar su uso de las ofertas de la empresa, sugiriendo soluciones complementarias según sus necesidades.\n\n### **Perfil y habilidades requeridas**\n\n* Excelentes habilidades de comunicación e interpersonales para interactuar eficazmente con clientes, comprender sus necesidades y construir relaciones a largo plazo.\n* Pensamiento estratégico y capacidad para resolver problemas, con el fin de identificar retos del cliente, proponer soluciones innovadoras e impulsar el crecimiento del negocio.\n* Fuertes habilidades de negociación e influencia para manejar relaciones complejas con clientes y lograr resultados mutuamente beneficiosos.\n* Actitud proactiva y autónoma, con pasión por ofrecer un servicio excepcional al cliente.\n* Capacidad para trabajar de forma independiente, así como en colaboración dentro de un entorno de equipo.\n* Sólida experiencia en ventas B2B y negociaciones, preferiblemente en la industria de iluminación automotriz.\n* Conocimientos técnicos en inyección de plásticos y moldes.\n* Comprensión de las normas automotrices (IATF 16949; ISO 9001\\)\n\n### **Conocimientos, educación y experiencia**\n\n* Título universitario en ingeniería con especialización en negocios o marketing.\n* Experiencia comprobada en ventas, mínimo 5 años en la industria automotriz y gestión de cuentas clave, o en roles relevantes de gestión de relaciones con clientes.\n* Conocimiento de la industria o mercado de iluminación automotriz en el que opera la empresa.\n* Capacidad para viajar el 80 % del tiempo dentro de la República Mexicana.\n* Capacidad para viajar a EE. 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