Sales Representative - ref. c19971703

Qualifications and experience:

• Matric and preferably sales related certificate or diploma.
• 5 years sales experience, preferably in the building and construction industry,
• Knowledge and experience in clay bricks, roof tiles, and aggregates (i.e. sand and stone)
• Be computer literate - proficient in Microsoft especially Excel and Outlook.

Job Purpose: To achieve set sales targets and build long lasting customer relationships

Key Performance Areas.

Source new business:

• Utilize Data Build to follow up on planned, tendered and awarded projects.
• Cold calling to explore new sales opportunities.
• Follow up on leads generated by internal sales.

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 company as the preferred supplier.
• A mutually beneficial relationship by helping the customer build his business, adding value to the customers business.
• Relevant technical support for specific applications made available to customers.
• Attend to 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 appropriately resolved and/or passed on to relevant management
• Communication with customers must create confidence in doing business with the company and build long term relationships

Communicate 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
• Must speak Afrikaans and English

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:

• Very good selling skills
• Good negotiation skill
• Proactive style in anticipating and resolving issues
• Planning to optimize results
• Ability to interpret market intelligence
• Good interpersonal 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

Training will be given with regard to:

• Knowledge of truck size and capacity
• Specific company computer software systems
• Relevant product knowledge and conversion factors
• Good understanding of the production flow and plant layout