External Sales Consultant wanted: Salary R25 000 to R27 000 per month
Valid driver’s licence, plus road worthy car which meets safety standards.
This position requires regular travel to visits customers within South Africa, as well as some overseas travel to attend training and meet with suppliers.
Ability to manage and develop key accounts professionally.
Highly competent and comfortable with cold calling on potential customers.
Aptitude to learn, understand and sell technical attributes of the products.
Technical expertise – ability to acquire knowledge, diagnose and solve technical problems.
Ability to train others on products and applications (customers, colleagues, other suppliers/convertors).
Ability to build relationships with a “down to earth” and mature approach, customer service orientation.
Ability to liaise at all levels – externally and internally.
Market research capabilities: Product, Customer, and Competitor: including determining trends.
Aptitude for figures, details, and paperwork.
Able to work with a large degree of independence, i.e. proactive, organised and self motivated.
PC literacy (email, word, excel, ERP and CRM systems).
To plan, implement, monitor, and administer agreed sales strategies as jointly set with the Sales & Marketing Director, to achieve defined levels of profitability and market share growth within new, traditional, and/or existing markets, specifically those customers defined as Key Accounts.
To promote the sales of the company’s products to existing companies, accurately recording and processing related documents and records.
Forecasting monthly unit product sales as accurately as possible and forecast adjustments as and when required.
To record leads, customer details and interactions; and projects and project information on the CRM program (which includes SQM, GP, Architect and all other relevant details). Furthermore, to maintain and update the CRM program, and to track projects through the system.
To provide recommendations to the Manager in connection with the introduction of new products and the discontinuation of non-viable products.
MAIN PURPOSE OF JOB:
To consolidate and strengthen our position in current markets, via existing and updated/new products, working closely with the allocated customer base and suppliers.
To seek out new projects and maintain existing projects/leads for exploitation both personally and together with the team according to targets as set at the beginning of each financial year.
To seek out new projects and maintain existing projects/leads for exploitation according to targets as set at the beginning of each financial year for the SADC region.
Provide excellent sales and technical support to all customers around the country, which will lead to the attainment of annual budgets.
KEY PERFORMANCE AREAS:
1.0 Product Range Maintenance and Development
Acquire and maintain up-to-date information concerning competitors’ products, services, and related pricing policies.
Evaluate potential new and/or updated products and make recommendations to the Manager regarding their introduction or otherwise.
Introduce new and updated products to the customer base, providing technical training, sales aids, promotional literature, and samples.
2.0 Market Research
2.1 Initiate and maintain direct contact with Key account customers, key potential customers, end-users, sales consultants and principals, with the objective of sourcing up-to-date market information (competitor activities, market needs, trends) and finding new sales opportunities.
2.2 Analyse contact reports, sales reports, relevant newspapers and journals, with a similar objective to 2.1 above.
Maintain an up-to-date record and information system covering in detail all your customers’ and prospects for the entire country
3.0 Market Development
3.1 To define (together with the Manager), categorise and locate marketing opportunities.
3.2 To set up appointments with the most relevant decision makers/influencers.
3.4 To plan proactively prior to each appointment, taking each client’s specific circumstances into account and setting specific call objectives.
3.5 To introduce prospective clients to our products and services by:
providing a stimulating presentation combined with demonstrations as appropriate to their specific requirements.
answering to the satisfaction of the prospects any objections or questions that are raised.
3.6 To present them with brochures and relevant marketing material depending on size and potential of the company.
3.7 To update the CRM program and to load all leads onto the dash board and update them when new and relevant information is gained
3.8 To follow up on all inquiries from the target market, professionally and timeously.
3.9 To analyse past interviews and presentations with an analytical approach designed to learn from both mistakes and good points made.
3.10 To ensure customer satisfaction by providing liaison with the relevant departments of the company and following-up by checking the service provided by those departments.
4.0 Administrative Duties
4.1 To draw up and update a complete mailing list on the CRM program consisting of:
Contact person and designation
Phone and cell numbers
Complete postal address and physical address.
4.2 To update the list of prospects continually.
4.3 Update existing projects with relevant information.
5.0 Pricing and Profitability
5.1 Recommend and update list prices in order to ensure profitability objectives within the context of market conditions.
5.2 Recommend, agree with the manager and convey Key Account pricing and discount structures.
5.3 Recommend and agree with the manager, pricing parameters for the various markets
5.4 Prepare monthly deal prices as necessary, taking into account stock holdings, competitive situation, targets and seasonality.
5.5 Manage GPs, budgeted GPsñ, and invoices and report/take action where necessary
6.1 To acquire and maintain complete knowledge concerning the company’s range of products and services, and to apply the above knowledge in relation to customers’ requirements and problems.
6.2 Maintain close contact with suppliers regarding technical updates and developments.
6.3 Collate and maintain all technical information, updating product manuals regularly. Ensure that Management, Sales and Customer Services are kept up to date.
6.4 To acquire and maintain up-to-date information concerning the technology of our industry and particularly to keep up with all developments which in turn affect our product range.
6.5 Provide technical training and support to all customers within the Architectural
Division and assist team with technical / product complaints or inquiries.
7.1 Attend seminars and exhibitions, etc.
7.2 Follow up all customer inquiries and distribute brochures etc in response to such inquiries.
8.1 Monitor all requests for airfreight shipments and bring these to the attention of the Sales and Marketing Manager, together with recommendations.
9.0 Budgets and Forecasts: annual sales, GP and expense
9.1 Participate in the annual sales and GP targets and expense budgets setting process.
9.2 Forecasting monthly unit product sales as accurately as possible, and submit monthly sales forecasts changes to Materials Control.
10.1 Continually develop and improve personal knowledge regarding technical and marketing issues. Attend relevant courses and seminars as agreed with the Sales and Marketing Manager.
10.2 Participate in seminars and training sessions to staff and customers.
10.3 Provide technical support and back up as and when necessary to the Sales and Marketing Manager
11.0 Quality responsibilities
Identifying and recording any incidents with a product, process or quality system.
Recommending, supervising or carrying out the necessary actions to resolve any incidents.
Confirming those solutions found have been carried out and are effective.
Taking action to prevent any non-conforming products reaching the customer.
Stopping further work or delivery of non-conforming products until the problem is corrected.