Sales Representative (Johannesburg) at Apex Cordset Technologies Pty Ltd

Position Overview:

• We are seeking a motivated and highly skilled Sales Representative to join our team. The ideal candidate will be responsible for selling our products and services to potential customers, as well as maintaining relationships with existing clients. The Sales Representative will be expected to meet sales targets, identify new opportunities for growth, and provide excellent customer service.

Core Activities:

• Account Management: Responsible for overall management of key accounts, maintaining long term relationship with accounts and maximizing sales opportunities within them.
• Sales Strategy: Develop and implement a comprehensive sales strategy for each key account to achieve the set of business objectives.
• Business Development: Identify and develop new business opportunities with existing and potential clients.
• Customer Relationship Management: Build strong, long-lasting customer relationships by partnering with them and understanding their needs.
• Product Presentation: Present products and services to potential clients and prepare detailed product specifications.
• Negotiation: Negotiate contracts with clients and establish a timeline of performance.
• Feedback Analysis: Collect and analyze customer feedback to guide the development and enhancement of products and services.
• Sales Forecasting: Develop accurate forecasts for each key account and update them regularly.
• Collaboration with internal teams: Work closely with the production, engineering, and logistics teams to ensure that customer orders are fulfilled on time and to the required specifications.
• Conflict Resolution: Resolve any issues and problems faced by customers in a timely and efficient manner to maintain high levels of customer satisfaction.
• Performance Tracking: Monitor sales metrics and ensure key account KPIs are met, including growing the company's market share within each key account.
• Reporting: Prepare and present regular reports detailing account activity, sales volume, customer feedback, and market trends to senior management.
• Market Analysis: Stay updated with the latest industry trends, competitor activities, and product developments to maintain a competitive edge.
• Training: Provide training to customers on product features and usage to ensure they derive maximum value from the products.

Core Decisions:

• Client prioritization: Deciding which accounts to priorities on their strategic importance, potential for growth, and revenue generation.
• Sales Strategy Formulation: Developing tailored sales strategies for each key account based on their unique needs, preferences, and business potential.
• Negotiation tactics: Deciding the approach for contract negotiations, including pricing, delivery timelines, and terms and conditions to ensure a win-win scenario while maximizing company profit.
• Resource Allocation: Allocating resources (like time, personnel, and budget) for different accounts based on their size, potential, and strategic importance to the organization.
• Issue Resolution: Deciding on the best course of action to address customer issues, complaints, or feedback to ensure customer satisfaction while considering business constraints and objectives.
• Product Recommendations: Determining which products or services to recommend to each client based on their specific needs, applications, and budget.
• Sales Forecasting: Estimating sales volumes and revenues for each key account to help guide business planning and decision-making.
• Partnerships and Collaborations: Deciding on potential collaborations or partnerships with other businesses that could add value to key accounts and increase sales opportunities.
• Account Development: Identifying upselling and cross-selling opportunities within existing accounts to maximize revenue.
• Risk Assessment: Evaluating the risks associated with decisions regarding key accounts, including contract negotiations, pricing decisions, and sales strategies.
• Performance Metrics: Deciding on performance indicators to track the success of account management strategies and making adjustments based on the data.
• Training Programs: Designing and implementing training programs for customers, where necessary, to improve their understanding and use of products.

Core Capabilities:

• Strategic Thinking: The ability to develop and implement strategic plans for key accounts that align with the overall business objectives.
• Negotiation Skills: The ability to negotiate contracts effectively to achieve the best outcome for the company, ensuring a profitable agreement and customer satisfaction.
• Analytical Skills: The ability to analyse and interpret data on market trends, sales performance, and customer behaviour to inform decision-making.
• Relationship Management: The ability to build and maintain strong, positive relationships with key clients, and internally within the company.
• Problem Solving: The ability to effectively handle and resolve issues or conflicts that may arise with customers.
• Sales Expertise: A deep understanding of sales processes and strategies, specifically within a B2B context in the manufacturing industry.
• Product Knowledge: A thorough understanding of the company’s products, specifically cordsets and wire harnesses, their features, applications, and the competitive landscape.
• Communication Skills: Excellent written and verbal communication skills, with the ability to effectively present and articulate ideas to clients and team members.
• Leadership Skills: The ability to lead and influence both internal team members and clients towards achieving account objectives.
• Customer-Centricity: An inherent drive to serve customer needs, delivering value that exceeds expectations and contributes to customer success.
• Project Management: The ability to manage multiple projects and accounts simultaneously, meeting deadlines, and ensuring customer satisfaction.
• Technological Proficiency: Familiarity with CRM systems, data analysis software, and Microsoft Office Suite for managing customer relationships, tracking sales, and performing tasks.
• Financial Acumen: The ability to understand and use financial data to inform sales strategies, pricing decisions, and contract negotiations.

Requirements:

• Bachelor's degree in Sales, Marketing, or related field.
• Proven experience as a Sales Representative or similar role in an electronic or electrical sales environment.
• Strong negotiation and communication skills.
• Ability to build and maintain relationships with key stakeholders.
• Excellent organizational and time management skills.
• Proficient in CRM software and Microsoft Office suite.
• Willingness to travel for client meetings and industry events.
• Experience in the manufacturing sector is a plus.