Technico-commercial

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The technical sales representative, also referred to as technical salesman, holds a singular position within the professional world, embodying the intersection of advanced technical skills and commercial abilities. This professional plays a crucial role in the sale of technical products or services, establishing an indispensable link between the technical features of an offer and the concrete needs of customers.

Main missions and objectives

The day-to-day work of a technical sales representative revolves around a wide range of tasks, from prospecting to building customer loyalty. As the linchpin between technical and commercial skills, they must master the technical aspects of the products or services they promote. His or her primary objective is to provide an informed response to customer needs, while meeting the sales targets set by the company. Regular customer follow-up to ensure satisfaction completes these key missions.

The technical sales representative acts at all levels of his company's sales chain:

Developing the customer portfolio in a specific geographical area: prospecting (seeking) new customers ("prospects" individuals or professionals), building loyalty among existing customers, monitoring predefined sales targets, defining the tour plan.
Sales: analysis of customer needs, translation of customer specifications with internal technical departments, adapted technical-commercial proposal (feasibility, planning and costs), negotiation, order follow-up, invoicing.
After-sales service: transmission of criticisms, suggestions and defective materials to company departments (R&D, quality, maintenance, etc.), technical assistance.
Participation in the company's sales policy: strategic intelligence, sales action plans, development of the goods and services offering.

Job profile: professional and personal skills sought

The technical sales representative embodies a hybrid profile, requiring technical mastery combined with proven sales skills. The ability to communicate in an accessible way on technical subjects, sharp negotiation skills, and interpersonal ease are all indispensable qualities. Proactivity, listening skills and a proactive approach to problem solving are also major assets.

Training to become a Sales Technician

The path to becoming a technical sales representative generally involves dual skills. Technical training (BTS technique, DUT technique) combined with commercial training (BTS commerce, licence professionnelle en commerce) often forms the basis. Additional training in sales negotiation, sales techniques or management can add significant value to the technical salesperson's profile.

Career developments and prospects

Career development for a technical sales representative is diverse. He or she can rise through the ranks to positions of responsibility such as sales manager, head of sales or sales director. At the same time, prospects for advancement into more specialized fields depending on the technical nature of the products or services sold are conceivable.

Compensation

The compensation of a technical sales representative varies according to various parameters including experience, individual performance and sector of activity. In general, it consists on average of a fixed salary of €39,000 and €50,000 gross/year, including 25% bonuses.

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