Sales Representatives

Roles and Responsibilities

Purpose To assist management in formulating and executing regional short- and long-term sales strategies and distribution objectives.
Principle Duties and Responsibilities Corporate responsibilities To adhere to and promote the ideals, objectives, and values of the Company.
To enhance the public image and prestige of the company wherever appropriate by maintaining professional standards of behaviour and dress.
To maintain an interest in public and business trends regionally in order to report situations advantageous or detrimental to the sales strategies.
To maintain cordial and beneficial working relationships with all Sales and administration staff operating within the company. Sales and marketing responsibilities
To ensure the efficient and profitable management of the sales territories, and the achievement of all sales objectives and targets.
To canvas the trade in terms of pre-determined call cycles and routes, ensuring the pre-planning and professional approach to each call.
To initiate aggressive sales and promotional activities of the product range in order to ensure distribution of products and adequate stock levels.
To seek out new business by investigating new accounts and potential customers.
To spend 60-70% of your time calling on existing customers and 30-40% on new potential customers.
To observe customer activities, consumers habits, product preferences, competitors behaviour in order to inform management of:
Opportunities for new products Feedback on existing products Pricing on own and competitive products Results of negotiated deals with customers Competitors’ new products Competitor’s sales activities and effectiveness of their staff
To develop a knowledge of the composition, market share, marketing objectives and strategies of all products supplied and keep appropriate documentation on this.
To assist Management with the testing of new products and effective market analysis.
To attend new product launches and to assist with the promotion of new products into the market.
Relationships
To maintain regular contact with all customers, managers, owners and buying staff, always applying fair and ethical trade practices.
Customer service To ensure that customer service is maintained at the highest level, while maintaining an awareness of the balance between customer service, sales, and distribution costs. To ensure that customer complaints are attended to promptly, and that the customer is always advised immediately of the outcome of any complaint.
To regularly inform customers of their sales performances by product and volumes versus previous years.
Administrative and financial responsibilities
To maintain the following records and documents concisely and to keep them up-to-date at all times:
- Customer Record Cards
- Call reports - Mileage cards
- Expense statements - Fact book
- Price list file To ensure that any information or reportsrequested by Management are efficiently prepared and submitted timeously.
To ensure that customers adhere to the Company’s trading terms with regard to credit, cash discounts, credit returns, minimum quantities, deliveries etc. Pricing
To recommend quantity discounts or any other strategies affecting the price of a product to management.
To ensure that price increases are absorbed, understood and discussed in detail with customers.
To strictly adhere to unit pricing instructions and parameters.
To constantly check pricing at customer level and to ensure correction of discrepancies.
To constantly monitor prices of competitors’ products.
Product supply To assist management in establishing a reasonable sales forecast.
Required skills:
Active listening Persuasiveness
Time management
Research skills
Self confidence
Collaboration skills
Social interaction
Problem-solving
Good communicator
Presentation skills Required qualifications and experience:
Grade 12 certificate

 

Employment Details