Industrial Sales Representative

Key Responsibilities

Sales Reporting and Market Feedback

• Implement sales initiatives aligned with the company’s industrial sales and marketing strategy.
• Provide regular verbal and written feedback to the Industrial Business Manager regarding existing and new business opportunities.
• Analyse customer buying patterns within the assigned geographical area to support sales growth and target achievement.
• Monitor and report on technical developments and market trends relevant to industrial products.
• Track competitor activity within the region and provide feedback to management.
• Present recommendations and initiatives to improve sales performance and market penetration.

Sales Operations and Business Development

• Identify opportunities to increase sales and grow market share.
• Collaborate with Territory Team Leaders and Regional Sales Managers to optimise customer stock models and reduce stock rotations.
• Determine point-of-sale material requirements for customers.
• Recommend product enhancements and initiatives to improve sales potential.
• Identify and pursue new business, dealer, distributor, cross-selling, and upselling opportunities.
• Maintain accurate and up-to-date customer and CRM master data.
• Resolve or escalate customer queries and complaints in line with company policies and procedures.
• Conduct regular customer visits and maintain an effective calling cycle.

Customer Service and Relationship Management

• Represent the company in meetings with customers and stakeholders.
• Build and maintain strong relationships with customers, internal departments, and business partners.
• Provide technical product training and updates to customers.
• Support customers with marketing and promotional initiatives aligned with company strategy.
• Assist customers with credit applications and opening new accounts.
• Monitor customer sales performance and identify reasons for growth or decline in volumes.
• Assess and manage warranty claims in accordance with company procedures.
• Deliver high levels of customer service while maintaining professional integrity and alignment with company values.

Compliance and Risk Management

• Ensure compliance with all company sales, operational, and warranty policies and procedures.
• Identify and report operational risks or concerns to management.
• Participate in regular reporting and review meetings with the Industrial Business Development Manager.
• Monitor and maintain market share performance within the assigned region.
• Review customer performance and adherence to agreed business objectives.
• Ensure all relevant documentation and records are maintained accurately.

Financial and Cost Control

• Conduct regular pricing surveys within the market and report findings to management.
• Achieve sales targets in line with budget expectations.
• Monitor debtors and support action plans relating to overdue accounts.
• Manage operational expenses responsibly and identify opportunities to reduce unnecessary costs.
• Ensure discounts are managed within approved parameters.

Minimum Requirements

Qualifications

• Certificate in Sales and Marketing or equivalent qualification (NQF 5).

Advantageous Qualifications

• Diploma in Sales and Marketing or equivalent qualification (NQF 6).

Experience

• Minimum of 3 years’ experience as a Sales Representative or in a similar role within a manufacturing or retail environment.

Technical Competencies

• Computer literacy, including MS Office, SAP, ERP systems, and related business software.

Behavioural Competencies

• Proactive and action-oriented approach.
• Strong problem-solving and analytical skills.
• Excellent planning and organisational ability.
• Flexible and adaptable.
• Customer-focused mindset.
• Resilient and able to work under pressure.
• Strong verbal and written communication skills.