Sales Representative at Avery Dennison

Scope and general purpose of the role: 

Engage daily with existing customer base, distributors, end users and converters. Promote sales and distribution with a national network of contacts. Increase product portfolio and investment by distributors. Increase market share by delivering high levels of service to the network.
 

RESPONSIBILITIES WILL INCLUDE:

Engagement and targets: 

• Conduct  a needs analysis to ensure that all sales targets are met

• Conceptualise and implement new and innovative strategies to achieve sales targets

• Prompt follow up on new sales leads and build detailed project pipeline with prospective values 

• Analyse, recognise and execute potential growth opportunities in the market

• Increase footprint and market share for the brand in specified area of responsibility

• Actively engage with converters to identify new opportunities/ unmet needs 

• Actively increase and track opportunity pipeline through the company platform for quarterly and annual sales and maintain a close rate equal to peers. 

• Provide input to S&OP meetings (discuss accuracy of the forecasts, slow moving and obsolete stock and identify crisis areas)

• Leverage local distribution network to engage with supply of materials  

• Creates and manages a customer value plan for existing customers highlighting profile, share and value opportunities.

• Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment. Minimum of 4 calls per day. 

• Supplies management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.

• Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.

• Extracts value from customers through the use of company tools and training provided. 

• Conduct sales activities by making use of specific Avery Dennison selling techniques 

 Customer Service:

• Provide product and brand training with converter network. Provide technical advice and solutions to customers when required

• Record customer interaction on salesforce.com

• Take informed decisions regarding terms and conditions of pricing, rebates, COD pricing and discounts

• Log customer complaints within 24hrs of complaint being received 

• Conduct product trials at customers when required, and help technical department 

• Ensure customer price lists are kept up to date, and within Avery Dennison’s operating systems 

• Follow complaint until conclusion, and advise customers of results.

• Assess materials when there are customer complaints

• Ensure that all customer demands are timeously met

• Liaise with customers regarding their account status

• Follow up on outstanding payments and assist with debtors collections is in line with corporate policies.

COMPETENCIES REQUIRED:

• Adaptability
• Applied Learning
• Building Customer Loyalty
• Building Partnerships
• Building Trust
• Customer Focus
• Decision Making
• Energy
• Initiating Action
• Managing Work
• Negotiation
• Planning and Organizing
• Sales Ability/Persuasiveness
• Stress Tolerance
• Technical Professional Knowledge
• Tenacity
• Work Standards.

Desired Skills and Experience

Pre-Requisite Experiences:

• Minimum 6 years relevant external field sales in a two tiered interaction level (converters and end-users) and  customer service experience   

• Sound knowledge and understanding of print applications including active problem solving of production issues raised by customers. 

• Thorough understanding of local market and customer base. 

• Corporate interaction on projects and tenders in an advisory capacity relating to specification of materials

Formal Qualifications:

• Grade 12

• Relevant qualification would be an advantage