External Sales Consultant

Position Summary

The External Sales Consultants role is centered on generating sales for the company's business, and ensuring all related processes run smoothly so that the clients needs are fulfilled.

• Sales process is followed, and sales dialogue focuses on client needs over "product" features
• Sales volumes are to be achieved in accordance with the targets to be discussed with potential candidate
• Pipeline is managed with sufficient deals in all sales stages (so that sales, sales targets, seat costs, commissions and sales bonuses may be managed effectively)

• The role of the External Sales Consultant is firstly to understand, comprehend and grasp all of the services and "products" that the company has on offer to the market. Training will be given to the successful candidate upon joining the company
• Understand how to research, find and assimilate leads, prospects and potential customers in format that leads to high sales activity and high sales closure
• Be able to demonstrate superior skill with regards the generation and prospecting of new leads/prospects
• Ensure that new business appointments are made daily. New business appointments will be conducted by virtue of face-to-face meetings with prospects and potential customers
• The External Sales Consultant must be able to research, learn and understand the Racking, Shelving and Mezzanine Floor industry including the following technical aspects:
• Industrial and Retail Racking and Shelving systems
• Mezzanine Flooring
• Complete ecosystem of Industrial and Retail storage products
• Complete ecosystem of material handling products
• Measuring and calculation of specific technical client requirements in respect of racking, shelving and Mezzanine flooring (warehouses, factories, retail stores etc)
• The supply and installation, after-sales support as well as product maintenance methodologies
• Utilising CAD for designing and drawing of customer order specifications
• Source new clients and opportunities, and managing the sales process from start to finish.
• Demonstrate advanced product knowledge of company's products and services to potential customers, prospects, clients as well as internal stakeholders
• Ensure that sales targets are met and exceeded on continuous weekly, monthly and yearly basis
• Ensure that all potential customers, leads and prospect information is updated on the companys CRM system and database
• Provide management with weekly and monthly reports on all sales activity
• Ensure that he/she meets with potential customers requests, requirements and needs so as to drive and increase the sales
• Adhere to any and all company policies and procedures
• Collaborate with other employees, managers and directors to ensure that the company remains relevant in its client base and market niche
• Follow up with any client queries diligently and efficiently
• Utilise technology to his/her advantage where necessary to enhance the company image and to drive sales
• Work closely with the grater management team to develop new sales strategies and increase sales
• Will also provide assistance on any and all ad-hoc and additional tasks requested by management as and when required. This will include training, learning and development, research, engaging with internal and external stakeholders and parties of the company as well as going beyond the normal day-to-day sales consultant.

Experience requirements:

• A minimum of 5 years experience as a successful sales person within the industrial Racking, Shelving and Mezzanine Flooring industry (RSM industry).
• The person will have conducted the full cycle of a sales transaction which would include the following activities:

1. Extensive telephone cold-calling
2. Ability to source new transactions/deals on a continuous basis
3. Scheduling first and follow up meetings with potential clients/prospects
4. Providing all of the technical expertise in creating a solution for the potential client/prospect
5. Ability to analyse, assess, translate, design and structure a solution for a prospect in a format that is acceptable to the prospect/potential client
6. Ability to utilize CAD software for the client/prospect solution
7. Ability to create a Bill of Materials considering multiple factors such as availability and costs of material, labor costs, transportation costs, installation costs, funding and financing costs etc.