Sales Representative

Recruiter:

Boardroom Appointments

Job Ref:

JHB004305/FM

Date posted:

Friday, January 7, 2022

Location:

Polokwane, South Africa

SUMMARY:
Our client based in Polokwane is seeking the expertise of a Sales Representative oversees the everyday sales within the region, and they work to manage client relationships by providing excellent customer service.

JOB DESCRIPTION:

Education and Minimum Requirements

Matric
University / Postgraduate

Competencies

Communicates Effectively: Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences
Customer Focus: Builds strong customer relationships and delivers customer centric solutions
Ensures Accountability: Holds self and others accountable to meet commitments
Drives Results: Consistently achieves results, even under tough circumstances
Business Insight: Applies knowledge of business and the marketplace to advance the organization's goals
Collaborates: Builds partnerships and works collaboratively with others to meet shared objectives
Instils Trust: Gains the confidence and trust of others through honesty, integrity, and authenticity
Interpersonal Savvy: Relates openly and comfortably with diverse groups of people
Organizational Savvy: Maneuvers comfortably through complex policy, process, and people-related organizational dynamics
Action Oriented: Takes on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm
Builds Networks: Effectively builds formal and informal relationship networks inside and outside the organization

Responsibilities

Customer Relationship Development / Prospecting:
Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues
Customer Needs Clarification:
Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customer's level of interest, and to identify and respond to areas requiring further information or explanation
Sell Customer Propositions:
Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement
Customer Service:
Help establish and implement customer service standards while supervising a customer service team or similar unit
Deal with most complex and valuable issues
Performance Management:
Respond to personal objectives and use performance management systems to improve personal performance
Financial Management and Control: Track progress against budgets within established finance systems and report variances to more senior colleagues
Strategic Planning:
Use strategic planning systems and protocols to support others
Personal Capability Building:
Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation where relevant to improve performance and fulfill personal potential
Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media
Optimise Sales Budget and target for the region:
Manage a regional sales portfolio to achieve budget
Manage customer base for optimal sales revenue and volume growth and implement customer pricing to achieve targeted gross profits
Establish a comprehensive understanding of customers’ processes, technologies, costs, environmental pressures, etc.
Leverage this knowledge to generate value-adding customer proposals
Negotiate and administer sales contracts and tenders
Report on local market intelligence including competitor activity
Customer Service Excellence:
Analyze and identify market trends
Identify strengths, weaknesses, opportunities and threats, with a view to developing a sales plan for the targeted sector
Emphasis is on defending existing market share and new business development
Achieve set Working Capital targets by managing Debtors’ Days and Aged Stock
Understand and adhere to various policies and procedures
Prevented/Mitigated Key customer risks to company:
Awareness of market and customer trends, preparing regular reports on progress, forecasts and trends to eliminate potential risk to the business
Anticipating customer changes and timeously take action to eliminate/prevent/mitigate risk
Analyse sales figures to ensure early identification of market trends with customers and pro-actively manage potential risks
Ensure credits and rebates are managed in line with company policy
Advise customers on product/service risks that could reflect negatively on as intermediary and ensure appropriate referral for and/or solutions development to maintain constructive relations

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