External Sales Representative
To achieve set sales targets and build long-lasting customer relationships.
Key Performance Areas.
Source new business:
CRM system to follow up on planned, tendered, and awarded projects.
Cold calling to explore current sales opportunities.
Follow up on leads generated by internal sales.
Work on Saturdays
Achieve sales targets:
Effective negotiations within company parameters to achieve sales volume targets without compromising optimal revenue opportunities.
Effective route planning which optimizes targeting specific areas and customer coverage.
Build mutually beneficial and ongoing relationships through service excellence and a good understanding of customer business:
Established working relationships with key decision makers in the customer base to reinforce the company as the preferred supplier.
A mutually beneficial relationship by helping the customer build his business, adding value to the customer’s business.
Relevant technical support for specific applications made available to customers.
Address and/or appropriately refer customer queries.
Regular contact maintained to reinforce customer relationships.
Support sales administration procedures:
Regular communication to management on the status of quotes and projects.
Communicate new customer information for accurate data capture.
Support sales management in processing and following up on quotes and new projects awarded.
Liaise with customers:
Regular contact and follow up with customers regarding their current needs and changing requirements
Customer queries should be appropriately resolved and/or passed on to relevant management
Communication with customers must create confidence in doing business with Drift and build long-term relationships
Communication with production and management:
Sales demand communicated to production and available stock levels obtained as a basis for delivery scheduling.
Weekly sales forecasts given to production to ensure adequate stock levels are available
Major challenges:
To be proactive in finding new business.
To achieve and exceed the agreed sales targets.
To maintain a consistent high level of customer communication and service.
To maintain customer satisfaction despite daily operational setbacks.
Competencies / Functional skills required to ensure optimal job performance:
Knowledge of all the segments in the construction industry.
Sound working knowledge of sales administration systems such as BIBI, RITA PIC
Good knowledge of customer business requirements
Good knowledge of customer data base
Knowledge of pricing and distribution variables
Technical knowledge to address and resolve customer application queries.
Proficient in using Microsoft office suite.
Behavioural skills which support the job being well done:
Exceptionally good selling skills
Good negotiation skill
Initiative-taking style in anticipating and resolving issues.
Planning to optimize results
Ability to interpret market intelligence.
Good people skills at all levels
Able to establish and maintain constructive working relationships with customers.
Good verbal and written communication skills
Motivated team player
Functional / additional skills:
Proficient in using Microsoft excel and outlook.
Proficient in using Bibi, Rita, and Pic (would be a plus)
Knowledge of the sales geographic area
Knowledge of truck size and capacity
Relevant product knowledge and conversion factors
Good understanding of the Production flow and Plant layout
Own Transport is required
MUST Speak Fluent Afrikaans due to the industry