1 Coworker, 1 Job : Mihkel

My name is Mihkel, and I work as a Business Developer in the sales team in Tallinn. I am under the supervision of Oleg, who has 25 years of experience in the field and teaches me a lot on a daily basis. I joined the team in 2019.

I come from a different field of activity. I used to work in mechanical production and assembly for a much smaller company. Moving to éolane has been a significant change in terms of responsibilities and organization. It has been a challenge for me as I had to adapt to more numerous and structured processes, as well as a different overall approach.

The sales process involves many people. We have to work with the finance and procurement departments. Tallinn has its own team for buyers, sales, and business development.

We are a team of 6 people and work together in an open space. This has its advantages, but phone calls and the noise from conversations can be distracting. I work remotely sometimes, and it works well.

I mainly interact with members of the Commercial Management Committee. I also work with market managers and buyers from the group. The Tallinn factory is heavily focused on the automotive industry, so it's important for us to collaborate with Antoine, the manager for this market, to discuss product positioning or decide on the strategy to adopt. Lastly, I interact with all the sales teams depending on the ongoing projects. It's very interesting because each market is a little different.

My missions consist of following up with our prospects to convert them into clients. The Covid-19 pandemic made things challenging because with all the online meetings and phone calls, it was difficult to build relationships, but it's gradually getting better. It's extremely positive because it means that all the efforts and work we've done over the past years are starting to pay off.

In a way, I feel like I'm progressing, the tasks seem more fluid, and I believe it's due to the knowledge I've acquired.

The core of my work is to create relationships. Closing a deal can generate stress and frustration, so having a good relationship built on trust really helps.

The relationship aspect is very important; it lies at the heart of the job. It is necessary to have a good understanding of all the elements that make up a deal. Knowing where to draw the line, what we can offer, and, above all, how far we can go in negotiations. It's about telling a compelling story, creating desire. I believe a salesperson should be a bit of a diplomat, navigating between what we aim to achieve and what we are willing to discuss. I would say it's more about finding a balance, a consensus. A consensus represents a "win-win" situation, ultimately an optimal solution for both parties. The most important thing is to believe in the offer we propose.

Developing a relationship while staying behind a screen is not easy. It is important not to forget that the majority of clients are located in different countries. It is easier to develop a relationship when meeting someone in person, and with remote work, it can be challenging to socialize. When we are under pressure ourselves, it can be difficult to understand the needs and pressures of others and to think from the client's perspective.

The feeling of being useful primarily. I am the person they call when they need something. People trust what I propose, they have confidence in me, and they can rely on what I say. The fact that they remember me and come to me when they need something is very rewarding. Additionally, I usually try to get the client committed. I have to make them comfortable with their decision.

From my perspective, customer trust is the most important thing, and I consider it a personal obligation.