Other denominations
Specialist sales representative, Business representative
Description
These professionals are in charge of promoting the company or business within the sector in which they are located. It is a highly specialized professional profile since the type of products and services that they commercialize often imply a high degree of technical complexity. Under the supervision of the commercial director, they are responsible for the commercial management of the company's product line and client portfolio, providing technical and commercial solutions to market needs. Their tasks include visiting clients in order to determine needs, drafting commercial offers, technical advice on products, conducting promotions and negotiations, managing orders and after-sales technical assistance together with product specialists.
Usually, they operate in a certain area, visiting companies, research centres or universities, delivering catalogues or arranging telephone appointments, and it is common for them to maintain relationships with purchasing managers and scientific personnel.
They will be responsible for the maintenance of the client portfolio and for carrying out market prospecting to attract new accounts in the field of goods and services in their sector of economic activity. In order to achieve these objectives, they often have the support of their own team and the company's commercial network.
They may work with different target audiences: they may sell and commercialize the product or service from company to company, known as the Business to Business (B2B) sales process, or go from company to end customer, known as the Business to customer (B2C) sales process.
These professionals have knowledge of the technical and manufacturing characteristics, but their versatility enables them to work in other areas such as the start-up of new business expansions or their management. For this reason, they must know this market in depth, both the different products they can offer and the needs of their potential customers and how they can help them meet their needs. Usually, they act under the supervision of the commercial management or, in the case of small companies, directly from the general direction or management, to which they report. They act with a wide margin of autonomy for the establishment of commercial relations with their clients, materializing through the signing of a service provision contract. Once the contract is signed, they follow up on customer relationships through the term of the contract, trying to meet and satisfy their needs and making regularly scheduled visits.
Trade specialists are part of the sales team or sales department within their company. They occupy a strategic function since they represent the company to customers within their own market. The activities that they carry out imply a permanent collaboration with different departments, including the technical office, production, financial and legal areas, and logistics services. Professional development leads to roles of sales coordinator, commercial director or large account manager, depending on the company and the experience gained.
Tasks
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Centre per al desenvolupament professional Porta22
Barcelona Treball (Porta22)
Llacuna, 156-162, 08018 Barcelona
bcn.cat/treball
Monday to Friday from 9 to 18 h