Achieve volume, revenue and margin growth targets within a defined territory by growing the company's share within existing clients through the sale of product and service offerings,and by acquiring new clients by providing consultative solutions.
Degree in Business or Marketing.
Min 5 years' experience in a Sales specific role.
Extensive business-to-business sales experience is essential.
Excellent understanding of the Commercial Sales industry – Chemicals and specific industries an advantage.
Strong management experience and excellent leadership skills to develop a team of sales
Key Performance Areas:
Use creative methods to increase business development.
Analyse market trends and future needs in the agreed sectors.
Understand the competitive environment and profile significant companies.
Map the above analysis to the strategic priorities of the group to select target companies.
Manage client relations by being the single point of contact for client, update them on their order status.
Build and maintain alliances with key distributors.
Visit potential clients on a regular basis.
Achieve the relevant sales budget and targets.
Manage inventory levels.
Achieve an overall margin of 15% - 20%.
CRM and Sales Management:
Travel throughout assigned territory to call on regular and prospective customers to solicit orders or talks with clients at expos or by phone and attend trade shows.
Use research conducted by Sales Support Administrators and liaising with Commercial Director on taking the sales lead further.
Keep clients informed about any problems arising influencing deficiencies regarding the execution of orders/contracts.
Continuously improve and develop the client relationship.
Receive and handle all client complaints.
Resource deployment and branch management.
Manage budgets and business objectives.
Monitor sales targets and business objectives.
Conduct competitor analysis and business strategy.
Proactively anticipate and meet internal and external challenges.
Build and maintain relationships with key clients.
Prepare quotations and tenders and monitor these objectives.
Manage pipeline proactively, recognise clients' stage in the decision cycle.
Possess excellent in-depth knowledge of products being able to explain the product values, positioning in the market, target customers and technical knowledge of the product.
Co-ordination, Leadership & Management:
Develop relationships within the company and within the clients organisation.
Lead the division to meet targets and motivate staff to excel.
Develop career paths and succession planning in the department.
Keep updated and informed on market, industry, and regulatory issues.
Management of Debtor Payments:
Review accounts to identify problems, such as overdue accounts, proposed changes in pickup and delivery schedules, failure of shipper and claims.
Call on clients to discuss and resolve payment problems as they arise.
Always have control of the budget and ensure that any funds spent delivers a solid return on investment and is spent in a way the builds the long-term sustainability of the relationship with the customer.
Develop Vender relations and better pricing.
Ensure that all purchase orders are received from clients prior to dispatching.
Quote prices and credit terms and prepare sales contracts for orders obtained.
Ensure that all legal documents and processes are followed when signing up an order.
Maintain client database and approve the use of internal and external mailing lists.
Deliver monthly reports to the MD and Executive Management team on the team as a whole.
Skills and Competencies:
Excellent interpersonal communication and strong negotiation and influential skills.
Strong analytical skills.
Strong relationship management ability.
Ability to build Excel reports and forecast on Sales as well as trends.
Managing compliance with all relevant statutes and regulations as necessary.