Job Description

Job Summary
Main Purpose of the Job

• To develop and manage an effective sales territory
• Successful implementation of Operational plans set by Business Manager and Management by achieving the objectives for the various products sales targets in the identified market segments
• Determine most accurate total buying potential for each customer in his/her territory and capture this information against the client's name on the Calling Cycle

Minimum Qualifications

• Grade 12
• Sales Diploma (preferable)
• Own vehicle
• Valid driver's license

Main Responsibilities
Sales Target Achievement

• Achievement of Weekly and Monthly Sales/ Gross Profit Targets as set by Management

Customer Business Planning

• Plan how to achieve sales targets for each of the customers within the sales territory.
• Plan to achieve daily sales targets.
• Analyze territory sales performance by product and formulate plans to counteract opposition activities.
• Plan territory calls as per call cycle (time utilization).
• Identify new business opportunities and alternative sales opportunities within territory and formulate sales objectives.
• Plan for high level of Customer Service
• Plan promotional activity
• Feed back to managers re opportunities.
• Follow up on plans etc.

Sales Activities

• Negotiate order within given and approved parameters.
• Execute promotional activities and liaise with Sales Manager if necessary.
• Initiate ad-hoc activities.
• Discuss sales performance (purchasing) and issues with customers
• Complete pricing surveys.
• Provide technical advice and demonstrate products.
• Provide solutions - add value to customers
• Identify sales opportunities
• Increase basket of products sold to customers.

Sales Admin and Financial Control

• Update customer record cards and call cycle sheets.
• Collect debtor's payments where necessary.
• Attend stock takes.
• Provide documentation for new accounts including credit application form - new and updates.
• Attend sales meetings / conferences / training courses.

Other

• Any other activities on a short term basis as required by the Company

Dimensions / KPI's

• Sales Target Achievement
• Customer Business Planning
• Gross Profit Target Achievement
• Sales Administration and Financial Control

Key Competencies

• Manage the customer
• Managing financials
• Negotiations and influential ability
• Execution of business plans
• Analyse sales information i.e. Value
• In conjunction with the Business Manager, being able to analyse his/her Turnover & Gross Profit versus Target using Qlikview as a source for example, as well as to measure Volume Turnover by Product Category against Prior Year's for the same period and same client-base
• Selling
• Communication
• Developing and leading people.
• Add value
• Planning and organizing
• Selling across all Product Categories

Skills and Knowledge

• Sales ability
• Negotiation skill
• Understands & apply Customer Intimacy i.e. the selling of the Total Solution
• Product knowledge
• Practical application of our product range
• Analytical Ability
• Financial implication and awareness
• Computer skills

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