External Sales Representative at H Systems (Pty) Ltd

JOB PURPOSE

• The core purpose of the role is to manage and grow key accounts, source new business, and ensure the achievement of sales and gross profit targets.

KEY PERFORMANCE AREAS

• Sales Management.
• Customer Relationship Management.
• Administration and Reporting.
• SHEQ Integrated Management System control.

MAIN RESPONSIBILITIES

SALES MANAGEMENT

New customer management

• Source and onboard new customers.
• Actively seek out and identify potential customers or clients through various channels, such as cold calling, networking, referrals, and attending industry events.

Ensure achievement of sales targets.

• Identify sales targets per customer.
• Develop strategies to address sales requirements.
• Manage and grow existing customer accounts.
• Identify and recover lost sales through effective sales strategies.
• Manage back-orders weekly.
• Analyze customers' sales history and identify sales opportunities.
• Drive growth of systems sales in line with targets.
• Achieve gross profit percentage (GP%) targets.
• Analyze the market and identify improvement and opportunity areas.
• Identify customers not buying or stopped purchasing and increase their engagement.
• Identify and strategize bringing new clients on board.
• Monitor client requirements and identify opportunities to sell innovative products.
• Ensure sufficient depth of relationships within Key Accounts to promote continuity and growth.
• Implement solutions that deliver value and business outcomes for key clients.
• Conduct sales presentations and product demonstrations to showcase the features, benefits, and value of the products or services being sold.
• Manage and maintain pricing in line with company requirements.

ADMINISTRATION AND REPORTING

• Complete sales and demand forecasts and analyze actual sales for different market segments monthly.
• Prepare sales performance reports and sales analysis.
• Generate customer visit reports and weekly call reports.
• Prepare quotes, sales orders, and invoices accurately and on time.
• Coordinate stock arrangements with other branches or procurement if stock is insufficient.
• Communicate pipeline orders or exceptional purchases to the Branch Manager and Procurement.
• Review credit limits, request payments as required, and coordinate with the Debtors department.
• Complete credit and COD applications with clients as required.

Requirements

KEY JOB REQUIREMENTS

QUALIFICATIONS

• Grade 12 or equivalent.
• Valid Drivers’ license.

EXPERIENCE

• 2 years’ experience in a similar position.
• 8 years’ experience in a sales environment.

LOCATION & OTHER

• Position is based in Mozambique.
• Candidate must be able to speak English and Portuguese.
• Candidate must be from Mozambique or based in Mozambique.
• Candidate must have their own reliable transport.
• Candidate must be able to work without any supervision.
• Candidate must have aluminium industry experience.

KNOWLEDGE REQUIREMENTS

• Computer literacy with Proficiency in MS Excel at an intermediate level.
• Proficient in SAGE Evolution, or similar software, at an intermediate level.
• Strong knowledge and understanding of sales principles, techniques, and strategies.
• Awareness and understanding of relevant ISO Standard requirements.

SKILL REQUIREMENTS

• Quoting and Invoicing.
• Effective analytical and problem-solving skills, to identify customer challenges and offer suitable solutions.
• Key Accounts Management, with the ability to build rapport and maintain positive relationships with clients.
• Proficiency in negotiation techniques to handle objections, overcome obstacles, and reach mutually beneficial agreements with clients.
• Excellent verbal and written communication skills to effectively engage with clients, understand their needs, and articulate the value proposition of the product being sold.