1. The document describes the job responsibilities of a Technical Salesperson, which includes prospecting customers, selling capital goods, and maintaining relationships with business units and customers. 2. Key responsibilities involve representing the company, analyzing customer needs, negotiating sales, and providing technical support. 3. Required skills are communicating in English and French, developing sales plans, negotiating contracts, and collaborating with internal teams.

1. Job description
Technical Salesperson
This document is internal and strictly confidential.Itmay not be disclosed,copied or reproduced without written permission .
COM_001 Version 06 EN Date : 28/09/2018 Page 1/4
Position Signature
Writtenby: Human Resource Manager
Verifiedby: BU AutomationDirector
Validatedby: Managing Director
Summary
1. Purpose and References...........................................................................................................................2
2. Area of work............................................................................................................................................2
3. Tasks - Responsibilities.............................................................................................................................2
3.1. Organization / Technique / Area .................................................................................................................................................2
4. Skills........................................................................................................................................................3
4.1. Required knowledge......................................................................................................................................................................3
4.2. Required skills.................................................................................................................................................................................3
4.3. Required traits................................................................................................................................................................................3
5. Means.....................................................................................................................................................4
5.1. Techniques ......................................................................................................................................................................................4
5.2. IT and Communication..................................................................................................................................................................4
6. Meetings - Organization...........................................................................................................................4
6.1. Internal hierarchy...........................................................................................................................................................................4
6.2. Internal functions...........................................................................................................................................................................4
6.3. External ............................................................................................................................................................................................4

2. Job description
Technical Salesperson
This document is internal and strictly confidential.Itmay not be disclosed,copied or reproduced without written permission .
COM_001 Version 06 EN Date : 28/09/2018 Page 2/4
1. Purpose and References
Thisjobdescriptionservestodescribethe tasksandresponsibilitieswhichshall beundertakenbythepersonemployed
as a Technical Salesperson.
2. Area of work
The Technical Salespersonisresponsibleforrespondingtorequestsandcallsfortendersfromcustomers,actingwithin
the frameworkof the general strategyof the companyandthe policydefinedbythe Directorof the BusinessUnit(BU).
Theyshall prospectand visitindustrial customers,sellingcapital goodsnecessaryfortheirwork:standardconveyors,
production lines, crossbars, integration of robots and grippers….
The Technical Salesperson shall operate according to the commercial objectives of the BU management of the
company.
With or without the assistance of a technical team, the person shall base their sales pitch on:
 the characteristics and performance of the materials: innovation, design, quality, reliability, availability,
maintainability, flexibility, development, quality, implementation
 accurate and technical details, depending on the degree of specialization of their customers
3. Tasks - Responsibilities
3.1. Organization /Technique/ Area
 Prospecting and sales tasks:
- Representing the company in front of customers by pursuing special relationships
- Defending the interests and image of the company, promoting the companyand performing active sales on
their "territory" (shows, exhibitions, fairs, etc.)
- Prospectingclientsandexpandingthe customernetworkof the company:anticipatingthe needsof potential
customers
- Analyzing and qualifying customer needs
- Holding discussions with customers: negotiating the terms and conditions of sale and availability (quantity,
availability, deadlines) by offering other services: after-sales service, training
- Providing "tools" for CRM sales, validating the suitabilityof solutions and finalizing proposals, taking into
account the financial, technical and human situation of the company
- Providing reports on their activity and their expectations, according to requests made by the Management
Board

3. Job description
Technical Salesperson
This document is internal and strictly confidential.Itmay not be disclosed,copied or reproduced without written permission .
COM_001 Version 06 EN Date : 28/09/2018 Page 3/4
 Tasks inthe area of commercial support:
- Maintenance of a constructive relationshipwithbusinessunits:informingthemaboutmarketneedstoguide
the developmentof the servicesthatthey offerandtheirskills
- Provisionof permanent"benchmarking"inorderto identify products and solutions offered by competitors
- Carrying out file opening for file transfer (contract review, project opening)
- Provisionof commercial andadministrativemonitoringof theirsector(maintenance visits,mailsetc.) withthe
help of sales assistants
- Provision of commercial monitoring of contracts, both with customers and internal teams
- Guidance of the technical teamin termsof technological choicesand preparationof documentsrequiredfor
the project and for the offer
- Monitoring and analysis of sales results and proposals for changes
Thisnon-exhaustive listissubjecttochange alongwiththe developmentof the organisationanditsworkingmethods.
4. Skills
4.1. Required knowledge
- Speaking technical English
- Familiarity with trade law
- Commercial and marketing know-how
4.2. Required skills
- Communicative French (a plus, but not essential)
- Defining a Trade Action Plan (targeting, parties, preparation of technical files etc.)
- Designing technical feasibility studies (costs, measurements, etc.) of customer demand and establishing
quotes together with a pre-sales team
- Ensuring monitoring of competitors
- Ensuring compliance with contractual obligations
- Reading and interpreting a plan or manufacturing file
- Knowing how to negotiate contracts with technical characteristics (price, deadlines, etc.)
4.3. Required traits
- Professional conduct - in a manner appropriate to maintaining special relationships with various parties in
their professional environment
- Organisation of working time in accordance with priorities and deadlines
- Ability to work in a team, collaboration with various parties to carry out a project or achieve a goal
- Service-mindedness, bearing in mind their customers' needs
- Respecting confidentiality

4. Job description
Technical Salesperson
This document is internal and strictly confidential.Itmay not be disclosed,copied or reproduced without written permission .
COM_001 Version 06 EN Date : 28/09/2018 Page 4/4
5. Means
5.1. Techniques
The Technical Salesperson will have access to a company car.
5.2. IT and Communication
- Laptop and mobile phone
- SAP
- OfficeSuite (MS Office)
- Customer base
6. Meetings - Organization
6.1. Internalhierarchy
The Technical Salesperson in the USA reports to the Sales Director of the BU to which he/she belongs
6.2. Internalfunctions
The Technical Salesperson closely cooperates with:
- BU Automation Management Board
- BUA Executive Assistant - Marketing
- Pre-sales Technicians
- Manager and Maintenance Technician
- Business Managers
- Technical and Production Services
- Quality Manager
- those directly affected by his/her work
6.3. External
The Technical Salesperson shall develop special relationships with customers and prospective businesses for the
sustainability and development of their activity.