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Sales Representative (East London)

To ensure the successful achievement of monthly and annual targets by selling divisional products to customers and growing the market share on a continuous basis.

Qualifications and Experience:

  • Minimum: Matric; Advantageous: Sales Diploma / B Com
  • Capital Equipment / Technical Sales Experience
  • Customer-centric Sales Experience
  • Equipment financing understanding
  • Technical Acumen and Understanding
  • Customer relationship management

Responsibilities:

  • Ensure that all the stages of the selling process are followed through effectively and efficiently from:

* Effective customer prospecting and qualification

* Relationship mapping and sales call planning

* Sales differentiation to present successful sales proposition

* Presenting the sales message

* Closing the sale

* Servicing the account

  • Determine the clients real needs and wants in product, service and expectations
  • Consult, discuss and plan the clients' business on an ongoing basis with manager to stay in line with goals and to avoid potential hurdles
  • Ensure customer care through CRM by:

* Visiting clients on a call cycle and update information on a data base - effective area coverage

* Update client information on CRM on an ongoing basis

* Weekly submissions of sales call reports

* Ensure thorough specification compliance of products, cost implications, feasibility of product, cost analysis and competitor products and strengths

* Keep up to date with competitor activities and market trends

* Ensure regular feedback from / to customers regarding product, service and quality

* Identify any shortcomings (complaints regarding services, parts, finance) and inform management immediately

* Plan in conjunction with CRM a weekly customer feedback and meeting plan to achieve targets

* Ensure effective recording of lost sales on Sales Pipeline report. Discuss in sales meeting

  • Ensure the effective administration of internal processes such as finance, cash transactions, registrations, delivery of products, record keeping, IT that will promote service delivery
  • Maintain a professional code of conduct at all times and comply with the divisional ethics, policies and procedures

KPA 2: To promote and market the divisional products and services effectively and efficiently

  • Ensure the effective promotion and marketing of the divisional products by:

* Understanding the market

* Knowing the divisional products and where they fit into the customer solution

* Studying the divisional product information such as brochures and manuals before deliveries and demonstrations

* Identify, discuss and analyse opposition's products, prices and their strong points by browsing various mediums such as internet, pamphlets, magazines and following market trends

* Identifying new sales, buying trends, market and any other possible changes or leads

* Contact various institutions such as municipalities and state departments etc. to identify possible tender opportunities

* Organise demonstrations of equipment as well as shows in order to better your knowledge as well as new sales opportunities

  • Monitor and evaluate on an ongoing basis the existing marketing and sales techniques and methods and amend if necessary in conjunction with the BM

KPA 3: To ensure the successful achievement of monthly and annual targets by selling divisional products to customers and growing the market share on a continuous basis

  • Reaching / exceeding sales targets by unit sales per month / year by unit, turnover and gross profit
  • Achievement of new equipment and used equipment sales, profitability and GP % as per budget
  • Compile and deliver quotations to customers promptly within an acceptable timeframe
  • Ensure the achievement of the agreed % growth for new customers / increased market share
  • Ensure effective new customer prospecting through introductory meetings and call generation. Requirement 4 new customers a week
  • Determine and confirm the availability of stock and delivery time to the customer
  • Determine the financing requirements of the customer and assist where required
  • Consult with the finance assistant regarding the required approval for the transaction
  • Close the transaction and monitor the progress on each transaction weekly
  • Provide the required progress feedback to the customer
  • Upon approval of transaction, arrange for the delivery and handover to the customer and ensure that all documentation is completed correctly
  • Visit a client within a week of delivery and determine the satisfaction levels
  • Follow up immediately on any problems, uncertainties or shortcomings
  • Ensure that a file is opened for each transaction and keep a checklist up to date with all electronic and handwritten documentation

KPA 4: To maintain effective and efficient administration systems for equipment sales

  • Ensure the effective recordkeeping of new as well as second-hand sales
  • Ensure completion of the ISO documentation to reflect all the details of the sale and signed off by the BM
  • Ensure for every confirmed deal that there is a signed official customer order from the customer which is kept on file
  • Ensure the effective electronic recordkeeping of the CRM database of customers with their particulars and needs
  • Plan and execute appointments on CRM system on a weekly basis
  • Update all information on CRM and keep accurate records of all contact information
  • On a weekly basis supply the Sales Manager with prospects and order on hand reports in the correct format
  • Ensure the effective use of electronic equipment such as MS Office, E-mail, Internet, etc.
  • Adhere at all times to the Divisional written administration policy, procedures and ethics
  • Ensure call reports are handed in on a weekly basis as prescribed
  • Responsible for building on existing client base in greater East London area, as well as building new client relationships
  • Calculate repayment amounts and work on financial / funding deals for clients
  • Answer any queries from clients regarding product information, turn-around time etc.
  • Travel to various areas within the Eastern Cape, including to Port Elizabeth Regional Office 1 – 2 times / month

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