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BtoBメーカーの営業ってどんな仕事?素材メーカーを例に働き方を紹介します! │ BtoBメーカーの就活のコツ BtoBメーカーの営業ってどんな仕事?素材メーカーを例に働き方を紹介します!
自分がこれから入るかもしれない会社で、どんな働き方をしているのかは気になるところですよね。
特に、文系でメーカーに入った場合は多くの人が「営業職」に就くことになります。企業で働いたことがない学生にとって、そもそも営業の仕事自体がドラマや映画の中でしか見たことがない世界ですし、BtoBの商材ともなると余計に想像がつきづらいと思います!
今回はそんなわかりにくいBtoBメーカーの営業職の仕事の内容について、特に分かりにくいと思われる素材メーカーを事例にご紹介します!!
■関連記事
メーカーの営業職とは?
素材メーカーの営業の話の前に、メーカーの営業全体に関する話です。
営業職の役割
まずはじめに、業種問わずメーカーの営業職はどんな役割なのかというと、ずばり企業の売り上げを伸ばすためです!
そんなの当たり前でしょと思うかもしれませんが、例えばアパレルのお店にふらっと訪れた人にモノを売るといったその場限りの関係性だけでなく、長期的に自社の製品を購入してもらうために、お客様との関係作りやクレーム対応、新製品の売り込み等、最前線の立場として、あらゆる対応の窓口的な役割も果たす必要があります!
また、モノを売るというのも、お客様自身が気づいていない場合にも、こちらからニーズを汲み取って提案するといった能力も問われます。
まとめるとこんな感じです。
■営業職の役割(まとめ)
・ユーザーの求めるモノを的確に提案・提供する
・新規顧客開拓
・既存顧客のフォロー
・品質不良の際のクレーム対応
・その他問い合わせの窓口
営業の種類
続いて、営業の種類について紹介します。ここでは大きく4つの営業を紹介します。
新規開拓営業
こちらはその名の通り、今までに付き合いのない新たな企業に対して、取引を行ってもらえるようにする営業です。企業に電話をかけて連絡を取ったり、問い合わせフォームから問い合わせて営業を行なったりという方法を取ることが多いです。
ルート営業
ルート営業というのは、既存で取引のある企業のフォローをメインとした営業です。御用聞きのように、定期的に訪問して何か必要なものがないか聞いたり、買ってもらっている商品のクレーム対応の窓口等、ユーザー企業に対しての窓口全般を担います。あとでご紹介する素材メーカーの営業の働き方はこちらのルート営業となります。
飛び込み営業
こちらは、アポなしで企業に訪問していって営業活動を行う営業方法となります。新規開拓営業との違いは、アポをとってから訪問するか、取らずに訪問するかの違いとなります。
インサイドセールス
インサイドセールスとはIT企業などに多いですが、電話やメール等を使って企業と連絡を取りながら見込みの高そうな企業を絞り込んで実際に顧客訪問する営業担当にパスする内勤型の営業のことです。お客様との契約成立を目的としているというよりも、どちらかというと見込み顧客の創出に重きが置かれています。いわゆるお客様の元に出向く営業のことはフィールドセールスと呼びます。
素材メーカーの営業はどんな仕事をしているの?
ここまではいわゆるメーカーの営業の種類についてご紹介してきましたが、素材メーカーの営業はどのような仕事をしているのかについて説明していきたいと思います。
素材メーカーのお客様は?
まず素材メーカーのお客様というのは、各種部品、加工、最終製品メーカーの調達部門や技術、研究部門となります。
素材メーカーの提供する素材を材料として、お客様自身の製品開発や製造を行なっているため、既に製品化されているものの材料であれば安定生産のための高品質が求められますし、新規開発製品のための材料であれば、今までにはない特性を持つ素材が求められます。基本的には、お客様の企業の担当が決まっているため、上の章でご紹介した営業の種類でいうと、ルート営業が素材メーカーの営業の種類となります。
素材メーカーの営業は、モノづくりのプロデューサー的な役割!
通常、既製品を売るメーカーの営業の場合、製品の不具合や発注量に対しての生産量の調整は専門の部隊で請け負うことになりますが、素材メーカーの提供する製品は基本的には受注生産となるため、製品クレームや新素材の開発、生産量の調整などは全て営業担当が受けた上で社内で調整することとなります。
そのため、一般的に素材メーカーの営業は、モノづくりのプロデューサーとも呼ばれ、自社の製品開発をプロデュースすることが求められます!
ルート営業というと、ただ決まった企業を回って言う通りに製品を作れば良いのではとも思われがちですが、ユーザーの要望を的確にとらえ、社内の関係者を動かしていくことが求められる仕事といえると思います!
素材メーカーの営業に求められる資質
そんな素材メーカーの営業に求められる資質についてご紹介します!
長期的な関係構築力
素材メーカーの営業はルート営業のため、担当の企業と長期的な関係構築力が求められます。関係構築といっても難しいことではなく、ようは先方の担当者と仲良くなることです!また、ただ仲良くなるだけではなく、もちろん仕事面での信頼性も求められますので、そのあたりを疎かにしないようにする必要もありますね。
お客様の言葉の裏を読み取る力
新しい製品を開発するための材料提供の場合、お客様自身も何が必要なのか分かっていないケースもあります。そういった場合は、相手が何を必要としているのかを読み取って、こちらから提案を行うことが特に求められます。
社内調整力
これは素材メーカーだけの話ではないと思いますが、会社というのは色々な部署にたくさんの関係者がいます。例えば、お客様が必要としている材料が、既存の製品ラインナップで対応できない場合、自社の研究部門や技術部門のメンバーにお願いして、新しい製品を作ってもらう必要があります。また、それを作って提供するためのお金の工面などを上司にお願いする必要も出てくるので、こうした社内の調整力というのも非常に求められる資質となります。
ここまで、素材メーカーを例にBtoBメーカーの営業がどんな仕事なのかを紹介してきました。
今までイメージが湧かなかった方も参考にしてもらえれば幸いです!
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